Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation%E2%80%A8

MIT professor Susskind, co-founder of Harvard Law's Program on Negotiation, departs from the collaborative "win-win" approach to negotiation, which has been in vogue in academic and business circles. As one of the world's foremost authorities on negotiation, Susskind espouses six principles and six strategies necessary to be the true winner at "win-win." The six principles are straightforward but must be put into operation, so Susskind goes into detail outlining the strategies "for creating deals that are good for them and great for you." The author offers specific advice for different types of negotiations, even addressing specialized technology, negotiations involving regulatory matters, and the use of facilitators, mediators or agents. Fortunately, this dense material is presented in a warm, collegial tone and structured in manageable chapters, which are in turn broken up by subheadings punctuated by snappy call-out boxes of text. Full of valuable advice, this title is a must-read for business or law school curricula and anyone who needs to negotiate in today's global marketplace. Agent: James Levine, Levine Greenberg. (June)