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.
©2014 Lawrence Susskind (P)2014 Macmillan Audio
There is space for the idea that one side will claim the most value in any win/win negotiation. However, this book does not tell you how to accomplish that. Instead it is a general rehash of "Getting to Yes". Would recommend reading that title along with one of Roger Dawson's books to claim the most value for yourself.
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