Overview
Praise for Beyond Dealmaking
"Every potential rainmaker and savvy competitor needs MelanieBillings-Yun's GRASP method for negotiation. You'll never have tosearch for leads again. I highly recommend this book."
—Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and Howto Be a Fierce Competitor
"Stepping back from the details of the deal, Beyond Dealmakingfocuses on the bigger picture—engaging people to work togetherin an authentic way to resolve issues. Dr. Billings-Yun'saccessible approach offers negotiators more than merely how to 'getto yes' but, more importantly, how to stay there."
—Carol Frohlinger, coauthor, Her Place at the Table: A Woman'sGuide to Negotiating Five Key Challenges to Leadership Success, andco-founder of Negotiating Women, Inc.
"The concepts advocated in Beyond Dealmaking are spot on,particularly for global negotiations and joint ventures such asones I routinely dealt with in mergers and acquisitions. Attentionto productive relationships is one element that consistentlycrosses cultures and geographies. Dr. Billings-Yun captures theessence of a complicated topic concisely, with concrete examplesthat bring it to life and a conversational tone that makes it aleisurely read."
—Jacqui Winship, director, Corporate Strategy and BusinessDevelopment, Whirlpool Corporation
"Melanie Billings-Yun has produced an innovative, refreshingapproach to negotiation based on her years of practical experiencearound the world. She treats negotiation as an on-going processthat forms the core of a successful relationship, not as merely afree-standing transaction. Beyond Dealmaking takes us beyond 'yes'to build the sort of trust that ensures success."
—Stephen Bosworth, dean, The Fletcher School of Law andDiplomacy, Tufts University
"Finally, a clear-eyed how-to book that understands thatnegotiation is not just about terms, but about people. BeyondDealmaking shows us how to make lasting agreements based onunderstanding, fairness, and respect. Filled with fascinatingstories of negotiations of every type, this is a book that everyonecan learn from to improve their work and their lives—and maybeeven ease the burden on our overloaded courts."
—Betty Roberts, arbitrator, mediator, and former OregonSupreme Court Justice
"I am delighted to see a considered and sustainable approach tonegotiation that understands that actions, words, and fairness havean impact that continues far beyond the signing of a deal."
—Edward C. Prescott, Ph.D., professor, and winner of the NobelPrize for Economics
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