By Melanie Billings-Yun
Compliment for past Dealmaking"Every capability rainmaker and savvy competitor wishes Melanie Billings-Yun's clutch approach for negotiation. you will by no means need to look for leads back. I hugely suggest this book."—Jeffrey J. Fox, writer, tips on how to Be a Rainmaker, Rain, and the way to Be a Fierce Competitor"Stepping again from the main points of the deal, past Dealmaking makes a speciality of the larger picture—engaging humans to interact in an genuine solution to get to the bottom of concerns. Dr. Billings-Yun's obtainable technique deals negotiators greater than purely find out how to 'get to sure' yet, extra importantly, find out how to remain there."—Carol Frohlinger, coauthor, Her position on the desk: A Woman's advisor to Negotiating 5 Key demanding situations to management luck, and co-founder of Negotiating girls, Inc."The techniques recommended in past Dealmaking are spot on, fairly for international negotiations and joint ventures resembling ones I usually handled in mergers and acquisitions. realization to efficient relationships is one aspect that continuously crosses cultures and geographies. Dr. Billings-Yun captures the essence of a sophisticated subject concisely, with concrete examples that carry it to lifestyles and a conversational tone that makes it a leisurely read."—Jacqui Winship, director, company technique and company improvement, Whirlpool Corporation"Melanie Billings-Yun has produced an leading edge, clean method of negotiation in line with her years of useful adventure all over the world. She treats negotiation as an on-going strategy that kinds the center of a profitable courting, now not as in basic terms a free-standing transaction. past Dealmaking takes us past 'yes' to construct this sort of belief that guarantees success."—Stephen Bosworth, dean, The Fletcher institution of legislation and international relations, Tufts University"Finally, a clear-eyed how-to ebook that is aware that negotiation isn't just approximately phrases, yet approximately humans. past Dealmaking exhibits us the right way to make lasting agreements in keeping with realizing, equity, and recognize. packed with interesting tales of negotiations of each style, this can be a ebook that everybody can research from to enhance their paintings and their lives—and even perhaps ease the load on our overloaded courts."—Betty Roberts, arbitrator, mediator, and previous Oregon best courtroom Justice "I am thrilled to work out a thought of and sustainable method of negotiation that is familiar with that activities, phrases, and equity have an effect that keeps a long way past the signing of a deal."—Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics
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Additional info for Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships
A negotiator might start off with a big smile and say, ‘‘I’m looking for a win-win deal,’’ then do everything in his or her power to win the whole lot. To be effective, friendly words have to be matched with discernibly fair treatment. The two add up to sincerity. Friendliness The Goal Is Not a Good Deal, but a Good Outcome without fairness appears as mere wolfish manipulation and can create a powerful sense of revulsion that may not only destroy long-term relationships but even overturn a signed deal.
The more effectively we fulfill each other’s needs, the more we both prosper. Indeed, the relationship is only viable as long as we both feel it is satisfying our interests. If you think I am pushing only my own benefit at your expense, you will respond in kind until there is no mutuality left. ’’ Especially when negotiators aren’t involved in implementation—and their performance is assessed on immediate transactional gains—it’s easy to fall into the zero-sum trap of measuring success by how much one side can squeeze out of the other.
The monkey study also shows what an avalanche of lawsuits and broken deals should have taught us long ago but still seems to get lost on hardball, win-lose negotiators: negotiation is not just about sealing the deal. The need for fairness does not evaporate with the drying of the ink on a contract. Fairness remains fluid, adjusting as circumstances change or as we gain more information. We can trick people or hide information to get a signed agreement, but once the other side finds out the truth, all bets are off on any but the briefest transactions being carried out as promised.