{"title":"Lawrence Susskind","description":null,"products":[{"product_id":"good-for-you-great-for-me-book-lawrence-susskind-9781610394253","title":"Good for You, Great for Me","description":"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 boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be:  Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice.\" However, to return to an earlier era before  win-win\" negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction,and a public relations disaster.By showing how to win at win-win negotiating, Lawrence Susskind provides the operational advice you need to satisfy the interests of your back table,the people to whom you report. He also shows you how to deal with irrational people, whose vocabulary seems limited to  no,\" or with the proverbial 900-pound gorilla. He explains how to find trades that create much more value than either you or your opponent thought possible. His brilliant concept of  the trading zone\",the space where you can create deals that are  good for them but great for you,\" while still maintaining trust and keeping relationships intact,is a fresh way to re-think your approach to negotiating. The outcome is often the best of both possible worlds: You claim a disproportionate share of the value you've created while your opponents still look good to the people to whom they report.Whether the venue is business, a family dispute, international relations, or a tradeoff that has to be made between the environment and jobs, Susskind provides a breakthrough in how to both think about, and engage in, productive negotiations.","brand":"WoB","offers":[{"title":"GB \/ WELL_READ \/ INTERNAL","offer_id":49639641841937,"sku":"GOR013505186","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":49725108355345,"sku":"CIN1610394259G","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":49733785190673,"sku":"NGR9781610394253","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":49947879112977,"sku":"CIN1610394259VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":53340340584721,"sku":"GOR006262321","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1610394259.jpg?v=1750763134"},{"product_id":"dealing-with-an-angry-public-book-lawrence-susskind-9780684823027","title":"Dealing with an Angry Public","description":"Describes strategies for overcoming objections to initiatives in both the private and public sectors and for handling public relations crises.","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49658741621009,"sku":"GOR006074858","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50187865096465,"sku":"CIN0684823020VG","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":50331425505553,"sku":"CIN0684823020G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":52104479932689,"sku":"CIN0684823020A","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0684823020.jpg?v=1750700224"},{"product_id":"managing-climate-risks-in-coastal-communities-book-lawrence-susskind-9781783084890","title":"Managing Climate Risks in Coastal Communities","description":"Drawing on research from the New England Climate Adaptation Project, “Managing Climate Risks for Coastal Communities” introduces a framework for building local capacity to respond to climate change. The authors maintain that local climate adaptation efforts require collective commitments to risk management, but that many communities are not ready to take on the challenge and urgently need enhanced capacity to support climate adaptation planning. To this end, the book offers statistical assessments of one readiness enhancement strategy, using tailored role-play simulations as part of a broader engagement approach. It also introduces methods for forecasting local climate change risks, as well as for evaluating the social and political context in which collective action must take place. With extensive illustration and example engagement materials, this volume is tailored for use by researchers, policy makers and practitioners.","brand":"WoB","offers":[{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50124837257489,"sku":"CIN1783084898VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50812620734737,"sku":"CIN1783084898G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52486396051729,"sku":"NLS9781783084890","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1783084898.jpg?v=1750832743"},{"product_id":"built-to-win-book-lawrence-susskind-9781422110478","title":"Built to Win","description":"Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this.  In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core  competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50380496961809,"sku":"CIN1422110478G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50961007771921,"sku":"GOR006895283","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":51151423832337,"sku":"CIN1422110478VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52666696171793,"sku":"NLS9781422110478","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1422110478.jpg?v=1750794505"},{"product_id":"good-for-you-great-for-me-intl-ed-book-lawrence-susskind-9781610395243","title":"Good for You, Great for Me (INTL ED)","description":"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?By showing how to win at win-win negotiating, Lawrence Susskind provides the operational advice you need to satisfy the interests of your back table,the people to whom you report. He also shows you how to deal with irrational people, whose vocabulary seems limited to  no,\" or with the proverbial 900-pound gorilla. He explains how to find trades that create much more value than either you or your opponent thought possible. His brilliant concept of  the trading zone\",the space where you can create deals that are  good for them but great for you,\" while still maintaining trust and keeping relationships intact,is a fresh way to re-think your approach to negotiating. The outcome is often the best of both possible worlds: You claim a disproportionate share of the value you've created while your opponents still look good to the people to whom they report.  Written by one of America's leaders in the field of conflict resolution, this wonderful new book contains a wealth of sophisticated, practical advice on how to succeed as a negotiator: it teaches (a) how to manage your'back table', i.e., clients and constituents (b) how to design a process that is fair to yourself and others and (c) how to create value and expand the pie so that the outcome is good for them and great for you.\" ,Robert H. Mnookin, Williston Professor of Law, Harvard director, Harvard Negotiation Research Project and chair, Program on Negotiation","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50394292977937,"sku":"CIN1610395247G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ GARDNERS","offer_id":50697727705361,"sku":"NGR9781610395243","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51039409013009,"sku":"NIN9781610395243","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52657288151313,"sku":"NLS9781610395243","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1610395247.jpg?v=1750863420"},{"product_id":"judicial-dispute-resolution-book-lawrence-susskind-9781839988660","title":"Judicial Dispute Resolution","description":"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.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51053638975761,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51053641466129,"sku":"NIN9781839988660","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52662189916433,"sku":"NLS9781839988660","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1839988665.jpg?v=1750767187"},{"product_id":"judicial-dispute-resolution-book-lawrence-susskind-9781839988981","title":"Judicial Dispute Resolution","description":"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.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51053651099921,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51053653754129,"sku":"NIN9781839988981","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52672322732305,"sku":"NLS9781839988981","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1839988983.jpg?v=1751345830"},{"product_id":"environmental-problem-solving-balancing-science-and-politics-using-consensus-bui-book-lawrence-susskind-9781839986123","title":"Environmental Problem-Solving: Balancing Science and Politics Using Consensus Building Tools","description":"‘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.","brand":"WoB","offers":[{"title":"US \/ NEW \/ INGRAM","offer_id":51120513450257,"sku":"NIN9781839986123","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52149944746257,"sku":"NLS9781839986123","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1839986123.jpg?v=1750962555"},{"product_id":"paternalism-conflict-and-coproduction-book-lawrence-susskind-9780306409639","title":"Paternalism, Conflict, and Coproduction","description":"A research team from the United States has completed an examination of citizen participation experiments in seven European countries. The team included Donald Appleyard, Marc Draisen, David Godschalk, Chester Hartman, Janice Perlman, Hans Spiegel, John Zeisel, and ourselves. This book is a product of our joint efforts. Our studies are aimed at summarizing and sharing what can be learned from recent European efforts to enhance the effectiveness of local government through increased public involvement in the organization and management of public services and urban redevelopment. Almost a year was spent assembling the team, developing a shared framework for analysis and identifying appropriate case- study cities. European and American public officials and citizen activists helped us assess the potential impact of such a study on current practice. A second year was spent visiting the European cities and preparing the case-study drafts. Finally, team members gathered in Washington, D. C., with fifty American and European public officials, citizen activists, and scholars. A two-day symposium provided an exciting opportunity to present preliminary research findings and encourage an exchange of ideas between researchers, activists, and policymakers. The final versions of the case studies that appear in this book, along with several commentaries by symposium participants, are written especially for city officials and citizen activists. We have tried to translate the results of our scholarly inquiry into pragmatic suggestions for officials and activists.","brand":"WoB","offers":[{"title":"GB \/ NEW \/ INGRAM","offer_id":52135782351121,"sku":"NLS9780306409639","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9780306409639.jpg?v=1757550872"},{"product_id":"environmental-problem-solving-balancing-science-and-politics-using-consensus-bui-book-lawrence-susskind-9781785271311","title":"Environmental Problem-Solving: Balancing Science and Politics Using Consensus Building Tools","description":"‘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.","brand":"WoB","offers":[{"title":"- \/ - \/ INTERNAL","offer_id":52404528414993,"sku":null,"price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52404529037585,"sku":"NLS9781785271311","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9781785271311.jpg?v=1758764459"},{"product_id":"paternalism-conflict-and-coproduction-book-lawrence-susskind-9781489903624","title":"Paternalism, Conflict, and Coproduction","description":"A research team from the United States has completed an examination of citizen participation experiments in seven European countries. The team included Donald Appleyard, Marc Draisen, David Godschalk, Chester Hartman, Janice Perlman, Hans Spiegel, John Zeisel, and ourselves. This book is a product of our joint efforts. Our studies are aimed at summarizing and sharing what can be learned from recent European efforts to enhance the effectiveness of local government through increased public involvement in the organization and management of public services and urban redevelopment. Almost a year was spent assembling the team, developing a shared framework for analysis and identifying appropriate case- study cities. European and American public officials and citizen activists helped us assess the potential impact of such a study on current practice. A second year was spent visiting the European cities and preparing the case-study drafts. Finally, team members gathered in Washington, D. C., with fifty American and European public officials, citizen activists, and scholars. A two-day symposium provided an exciting opportunity to present preliminary research findings and encourage an exchange of ideas between researchers, activists, and policymakers. The final versions of the case studies that appear in this book, along with several commentaries by symposium participants, are written especially for city officials and citizen activists. We have tried to translate the results of our scholarly inquiry into pragmatic suggestions for officials and activists.","brand":"WoB","offers":[{"title":"GB \/ NEW \/ INGRAM","offer_id":52410293551377,"sku":"NLS9781489903624","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9781489903624.jpg?v=1758777562"},{"product_id":"managing-climate-risks-in-coastal-communities-book-lawrence-susskind-9781783084869","title":"Managing Climate Risks in Coastal Communities","description":"Drawing on research from the New England Climate Adaptation Project, Managing Climate Risks for Coastal Communities introduces a framework for building local capacity to respond to climate change. The authors maintain that local climate adaptation efforts require collective commitments to risk management, but that many communities are not ready to take on the challenge and urgently need enhanced capacity to support climate adaptation planning. To this end, the book offers statistical assessments of one readiness enhancement strategy, using tailored role-play simulations as part of a broader engagement approach. It also introduces methods for forecasting local climate change risks, as well as for evaluating the social and political context in which collective action must take place. With extensive illustration and example engagement materials, this volume is tailored for use by researchers, policy makers and practitioners.","brand":"WoB","offers":[{"title":"- \/ - \/ INTERNAL","offer_id":52480389218577,"sku":null,"price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52480390430993,"sku":"NLS9781783084869","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9781783084869.jpg?v=1759850148"},{"product_id":"affordable-housing-mediation-building-consensus-for-regional-agreements-in-the-h-book-lawrence-susskind-9781558441132","title":"Affordable Housing Mediation – Building Consensus for Regional Agreements in the Hartford and Greater Bridgeport Areas","description":"This report presents two case studies and a handbook on the process of overcoming political obstacles to build a consensus for affordable housing. In spite of greater public awareness about the need for affordable housing, local officials, citizens, and developers can learn about the difficulties of implementing new housing in their communities and the benefits of various mediation techniques to meet those challenges.","brand":"WoB","offers":[{"title":"- \/ - \/ INTERNAL","offer_id":52862658871569,"sku":null,"price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":52862659035409,"sku":"NGR9781558441132","price":0.0,"currency_code":"GBP","in_stock":true}]}],"url":"https:\/\/www.worldofbooks.com\/collections\/author-books-by-lawrence-susskind.oembed","provider":"World of Books ","version":"1.0","type":"link"}