September 18, 2014
Winning at Win-Win Negotiation
Lawrence E. Susskind
Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; co-author of Built
to Win Breaking Robert’s Rules and Breaking the Impasse
Finding Your Way Into the Trading Zone
The primary goal of win-win negotiation is to find the best way to convince the other side to accept a mutually beneficial outcome.
People do not just want their fair share; they want to win. However, seeking to dominate or bully opponents is not the answer (not to mention, a public relations disaster). Instead, there is a way to win at win-win negotiation by first helping to create additional value, and then by claiming a disproportionate share of that value while ensuring that your opponent still looks good to those to whom he reports.
In this new, one-day program, Professor Larry Susskind addresses what he terms, “the claiming problem.” By providing a tactical, six-step process for claiming the largest share of what you’ve created without ruining relationships.
1. Find Your Way Into the Trading Zone
2. Create Even More Value
3. Expect the Unexpected
4. Write Their Victory Speech
5. Insulate Yourself Against Predictable Surprises
6. Provide Leadership
Incorporating innovative, point-counterpoint exercises, short videos that highlight different perspectives in a negotiation and dynamic discussions, this program shows you how to effectively handle the claiming problem, get into “the trading zone,” and find the sweet spot in your next negotiation.
Every participant will receive a free copy of Good for You, Great for Me: Finding the Trading Zone and Winning at Negotiation.
Author Session: $1,750
Combine this author session with the Program on Negotiation for Senior Executives and receive a total discounted rate.
Program on Negotiation for Senior Executives: $3,497
Save $750 when you attend both:
Program on Negotiation for Senior Executives & Author Session: $4,497
The Charles Hotel
One Bennett Street
Cambridge, MA 02138
$305 (plus tax, currently 12.45%)
To reserve your room, call +1 617-864-1200 or toll free at +1 800-882-1818 and request Program on Negotiation Room Block or click here and follow the instructions below.
Online reservation instructions:
Click on “groups” at the top of the page.