“Good For You, Great For Me”
Negotiations Ninja Podcast
English - January 21, 2019 10:00 - 38 minutes - 35.2 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
In this episode of Negotiations Ninja, 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 talk about how to negotiate against the 900-pound gorilla: the organization that seems to have leverage in negotiations because of its size. Larry discusses “the trading zone”—the space where you can create deals that are “good for them but great for you” while maintaining trust. We even talk about a simple strategy you can use to get closer to an agreement. Check it out.
Outline of This Episode[4:59] Playing the game of “what if” can create value[8:26] How to mentally prepare to dwell within ambiguity[18:32] Negotiate against the 900-pound gorilla with an elegant solution[23:29] Create multiple relationships within organizations to build alliances[28:33] How to overcome what appears to be irrational or illogical positions[31:42] Spend more time preparing for any and every negotiation [35:36] How to learn more about Larry SusskindResources & People MentionedMIT Science Impact CollaborativeThe Black SwanEntrepreneurial Negotiation by Larry Susskind and Samuel DinnarGood for You, Great for Me by Larry SusskindConnect with Larry SusskindConnect on LinkedInLawrence’s websiteEntrepreneurial Negotiation Connect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod