Good For You, Great For Me

June 9, 2014
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.

This compact audio guide offers a fresh way to look at negotiations and some innovative strategies to prevent stalemates, create value for everyone, and soften hard-core negotiating partners. With his gentle vocal approach, Sean Runnette glides through this elegant writing and helps listeners feel confident about learning this daunting social skill. With phrasing that misses nothing, his performance is perfect for this book. Just one of the author's many useful ideas is the concept of a negotiator's "back table"--the people in one's personal life or work group that have a stake in the negotiations. With familiar-sounding examples, he offers six steps individuals can use to reach optimal agreements, as well as recommendations large organizations can implement to make good negotiating an important part of their culture. T.W. © AudioFile 2014, Portland, Maine

October 15, 2014

Offering suggestions on ways to forestall foreseeable problems when negotiating a deal, seeking a compromise, or resolving a dispute, Susskind (urban and environmental planning, MIT; cofounder, Program on Negotiation, Harvard Law Sch.) offers real-life examples (personal and business) that reinforce successful and effective negotiation basics. Sean Runnette's professional reading and friendly voice complement Susskind's friendly, approachable, and informative manner. VERDICT Although classified as a business title, this book will appeal to anyone who has to negotiate deals, resolve disputes, or effect compromise between two or more parties.--Laurie Selwyn, formerly with Grayson Cty. Law Lib., Sherman, TX

Copyright 2014 Library Journal, LLC Used with permission.