Lawrence Susskind – författare

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 other side and "great" for you. Good For You, Great For Me provides the missing operational guidelines for winning negotiations in business, family disputes, international relations, or public affairs without undermining trust or ruining relationships. It provides not just new principles but new tools—six operational steps to take after you''ve found your way into the trading zone—to ensure you get as large a share of the pie as possible.

‘Environmental Problem-Solving'' presents short excerpts from carefully selected readings, expert commentaries on those readings, assignments, and the best MIT student responses to the assignments and exam questions with excellent student response. The book presents four main models of environmental policy-making: competing theories of environmental ethics; tools for environmental assessment and environmental decision-making; and techniques for public engagement and group decision-making. The book covers the material presented in the semester-long course required of all students enrolled in MIT’s Environmental Policy and Planning Specialization.

‘Environmental Problem-Solving'' presents short excerpts from carefully selected readings, expert commentaries on those readings, assignments, and the best MIT student responses to the assignments and exam questions with excellent student response. The book presents four main models of environmental policy-making: competing theories of environmental ethics; tools for environmental assessment and environmental decision-making; and techniques for public engagement and group decision-making. The book covers the material presented in the semester-long course required of all students enrolled in MIT’s Environmental Policy and Planning Specialization.

This book describes the ways in which judges, using JDR, have been facilitating problem-solving among litigants, and in the process, ensuring more just outcomes. JDR or judicial dispute resolution is similar to mediation (or alternative dispute resolution – ADR, as it is sometimes called), but it is provided by a judge, not a private mediator. Very little has been written about JDR, especially in Canada where it has been pioneered for several decades, because all the records have remained confidential. The story can now be told because the authors were given exclusive access to the records and the parties (including the JDR judges) in nine illustrative cases.

The authors provide a complete Teaching Appendix summarizing the JDR cases from the standpoint of a variety of legal specialties, while highlighting the differences between JDR and ADR.

This book describes the ways in which judges, using JDR, have been facilitating problem-solving among litigants, and in the process, ensuring more just outcomes. JDR or judicial dispute resolution is similar to mediation (or alternative dispute resolution – ADR, as it is sometimes called), but it is provided by a judge, not a private mediator. Very little has been written about JDR, especially in Canada where it has been pioneered for several decades, because all the records have remained confidential. The story can now be told because the authors were given exclusive access to the records and the parties (including the JDR judges) in nine illustrative cases.

The authors provide a complete Teaching Appendix summarizing the JDR cases from the standpoint of a variety of legal specialties, while highlighting the differences between JDR and ADR.

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 partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors.

As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf.

Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.