Lawrence Susskind

You've read the classic on win-win negotiating, Getting to Yes but so have they, the folks you are now negotiating with. How can you get a leg up and win? "Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share; they want to win. Tell your...

Thirty years ago, Roger Fisher and Bill Ury wrote the groundbreaking book Getting to Yes. It established the mutual gains approach to negotiation, or what the popular media likes to call "win-win negotiation." But there are few, if any, negotiating situations in which everyone can get everything they want. In reality, most people want to win at win-win negotiation. And the way to win is to come up with a proposed agreement that is "good" for the...

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don't know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential...