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Good for You, Great for Me
Negotiations Ninja Podcast
English - January 21, 2019 10:00 - 38 minutes - 44 MB - ★★★★★ - 116 ratingsCareers Business Education influence negotiation persuasion procurement purchasing sales Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: How to Execute as a Young Procurement Professional
Next Episode: Increasing Decision Quality in Negotiation
Larry Susskind, MIT professor and co-founder of the Program on Negotiation joins us to talk about his book Good for You, Great for Me. We're talking about how to negotiate against the 900-pound gorilla; the organization that seemingly has all the leverage in negotiations because of its size. Larry discusses the “the trading zone”— the space where you can create deals that are “good for them but great for you” while maintaining trust.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast