Good For You, Great For Me: Finding the Trading Zone and Winning at Win-Win Negotiation
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Thirty years ago, Roger Fisher and Bill Ury wrote the groundbreaking book Getting to Yes. It established the mutual gains approach to negotiation, or what the popular media likes to call "win-win negotiation." But there are few, if any, negotiating situations in which everyone can get everything they want. In reality, most people want to win at win-win negotiation. And the way to win is to come up with a proposed agreement that is "good" for the other side and "great" for you.
Good For You, Great For Me provides the missing operational guidelines for winning negotiations in business, family disputes, international relations, or public affairs without undermining trust or ruining relationships. It provides not just new principles but new tools—six operational steps to take after you've found your way into the trading zone—to ensure you get as large a share of the pie as possible.
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LAWRENCE SUSSKIND is Ford Foundation Professor of Urban and Environmental Planning at the Massachusetts Institute of Technology, and the Founder and Chief Knowledge Officer of the Consensus Building Institute. He has served on the faculty at MIT for over 40 years. He is also Vice-Chair of the Program on Negotiation at Harvard Law School, which he helped to found in 1982 with Fisher and Ury, and where he co-chairs the MIT-Harvard Public Disputes Program, the Negotiation Pedagogy Project and teaches advanced negotiation courses. He offers a range of executive training programs every year and has served as a guest lecturer at more than two-dozen universities around the world. Larry is the author or co-author of 16 books, many of which are published in multiple language
