Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships

Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation ­process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances. In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: Filled with real-life examples of negotiations that have gone right and wrong, this ­groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-­solving lead to sustainable success. By following the powerful five-step GRASP ­negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting ­battles, but through building alliances.