Description

Book Synopsis

Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today's complex economic landscape is to negotiate solid long-term relationships.

Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn't translate into sustainable profits. Any deal is as fragile as the paper it's written on. Countless disputes arise and deals easily collapse when the negotiation process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances.

In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to:

  • Understand the Goals of all parties, beyond the immediate deal
  • Dev

    Table of Contents
    Preface.

    Introduction.

    Part One: Why Relationships Matter.

    1 The Goal Is Not a Good Deal, but a Good Outcome.

    2 Even Monkeys Demand Fairness.

    3 The Power of Us.

    Part Two: The Mind of the Negotiator.

    4 The Four Pillars of Relationship Negotiation.

    5 Don't Feed the Bears!

    6 Be Prepared.

    Part Three: Five Steps to Success.

    7 Goals—What You Really Want.

    8 Routes—How to Get There.

    9 Arguments—Making Your Case.

    10 Substitutes—The Backup Plan.

    11 Persuasion—Winning Them Over.

    Part Four: Conclusion.

    12 You Can Negotiate!

    Appendix A: GRASP Negotiation Planner.

    Appendix B: Post-Negotiation Evaluation.

    Notes.

    Acknowledgments.

    About the Author.

    Index.

Beyond Dealmaking

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    A Hardback by Melanie Billings-Yun

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      Book details

      Publisher John Wiley & Sons Inc
      Published 9 February 2010
      ISBN-13 9780470471906
      978-0470471906
      ISBN-10 0470471905

      Description

      Book Synopsis

      Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today's complex economic landscape is to negotiate solid long-term relationships.

      Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn't translate into sustainable profits. Any deal is as fragile as the paper it's written on. Countless disputes arise and deals easily collapse when the negotiation process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances.

      In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to:

      • Understand the Goals of all parties, beyond the immediate deal
      • Dev

        Table of Contents
        Preface.

        Introduction.

        Part One: Why Relationships Matter.

        1 The Goal Is Not a Good Deal, but a Good Outcome.

        2 Even Monkeys Demand Fairness.

        3 The Power of Us.

        Part Two: The Mind of the Negotiator.

        4 The Four Pillars of Relationship Negotiation.

        5 Don't Feed the Bears!

        6 Be Prepared.

        Part Three: Five Steps to Success.

        7 Goals—What You Really Want.

        8 Routes—How to Get There.

        9 Arguments—Making Your Case.

        10 Substitutes—The Backup Plan.

        11 Persuasion—Winning Them Over.

        Part Four: Conclusion.

        12 You Can Negotiate!

        Appendix A: GRASP Negotiation Planner.

        Appendix B: Post-Negotiation Evaluation.

        Notes.

        Acknowledgments.

        About the Author.

        Index.

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