Good for You, Great for Me Finding the Trading Zone and Winning at - - PowerPoint PPT Presentation

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Mar 31, 2024 178 likes •244 views

Good for You, Great for Me Finding the Trading Zone and Winning at Win-Win Negotiation Lawrence Susskind Director, MIT-Harvard Public Disputes Program, Founder of the Consensus Building Institute March 11, 2015 GOOD FOR YOU GREAT FOR ME 2

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Good for You, Great for Me

Finding the Trading Zone and Winning at Win-Win Negotiation

Lawrence Susskind

Director, MIT-Harvard Public Disputes Program, Founder of the Consensus Building Institute

March 11, 2015

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GOOD FOR YOU GREAT FOR ME

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SIX WAYS OF WINNING AT WIN-WIN NEGOTIATION

 Lead them into the Trading Zone: Reframe Your

Negotiating Partner’s Mandate and Priorities

 Create More Value: Propose Packages That Are

Good for Them and Great for You

 Expect the Unexpected: Use Contingent Offers to

Claim More than the Other Side

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SIX WAYS OF WINNING AT WIN- WIN NEGOTIATION (continued)

 Write Their Victory Speech: Help the Other Side

Sell Your Best Deal to Their Back Table

 Protect Yourself: Insulate Agreements against

Predictable Surprises

 Provide Leadership: Build Your Organization’s

Negotiating Capabilities

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