“Good For You, Great For Me”

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This is a podcast episode titled, “Good For You, Great For Me”. The summary for this episode is: <p>In this episode of Negotiations Ninja, Larry Susskind—MIT professor and co-founder of the&nbsp;<a href="https://www.pon.harvard.edu/" rel="noopener noreferrer" target="_blank">Program on Negotiation</a>—joins us to talk about his book “<a href="https://www.amazon.com/Good-You-Great-Me-Negotiation/dp/1610394259" rel="noopener noreferrer" target="_blank">Good for You, Great for Me</a>.” 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.</p><h2>Outline of This Episode</h2><ul><li>[4:59] Playing the game of “what if” can create value</li><li>[8:26] How to mentally prepare to dwell within ambiguity</li><li>[18:32] Negotiate against the 900-pound gorilla with an elegant solution</li><li>[23:29] Create multiple relationships within organizations to build alliances</li><li>[28:33] How to overcome what appears to be irrational or illogical positions</li><li>[31:42] Spend more time preparing for any and every negotiation&nbsp;</li><li>[35:36] How to learn more about Larry Susskind</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://scienceimpact.mit.edu/" rel="noopener noreferrer" target="_blank">MIT Science Impact Collaborative</a></li><li><a href="https://www.amazon.com/Black-Swan-Improbable-Robustness-Fragility/dp/081297381X" rel="noopener noreferrer" target="_blank">The Black Swan</a></li><li><a href="https://www.amazon.com/Entrepreneurial-Negotiation-Understanding-Relationships-Determine/dp/3319925423" rel="noopener noreferrer" target="_blank">Entrepreneurial Negotiation</a>&nbsp;by Larry Susskind and Samuel Dinnar</li><li><a href="https://www.amazon.com/Good-You-Great-Me-Negotiation/dp/1610394259" rel="noopener noreferrer" target="_blank">Good for You, Great for Me</a>&nbsp;by Larry Susskind</li></ul><h2>Connect with Larry Susskind</h2><ul><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/lawrence-susskind-20a1b53/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li><li>Lawrence’s&nbsp;<a href="https://lawrencesusskind.mit.edu/" rel="noopener noreferrer" target="_blank">website</a></li><li><a href="https://www.entrepreneurialnegotiation.com/" rel="noopener noreferrer" target="_blank">Entrepreneurial Negotiation&nbsp;</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p>

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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.