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Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships Hardcover – January 26, 2010


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Product Details

  • Hardcover: 304 pages
  • Publisher: Jossey-Bass; 1 edition (January 26, 2010)
  • Language: English
  • ISBN-10: 0470471905
  • ISBN-13: 978-0470471906
  • Product Dimensions: 6.4 x 1 x 9.3 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #1,364,546 in Books (See Top 100 in Books)

Editorial Reviews

From the Inside Flap

Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today's complex economic landscape is to negotiate solid longterm 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:

  • Understand the Goals of all parties, beyond the immediate deal

  • Develop Routes to maximize mutual benefit and promote synergy among the parties

  • Build openness, trust, and common understanding through valid Arguments

  • Benchmark Substitutes to keep relationships from growing stale or one-sided

  • Increase your Persuasion through empathetic communication and genuine care

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.

About the Author

Melanie Billings-Yun, Ph.D., founded and was senior partner of Global Resolutions, a consulting firm providing negotiation assistance and expertise to businesses, governments, and individuals around the globe. Formerly a research director and lecturer on history at Harvard's Kennedy School of Government, she has spent the past two decades working with leading companies to improve their internal and external relationships through negotiation. She teaches at the Master of International Management program at Portland State University and resides in Washington, D.C.


More About the Author

Dr. Melanie Billings-Yun has spent the past twenty years assisting international businesses, NGOs and public agencies in improving their internal and external relationships through negotiation. Her list of clients includes many of the world's leading companies.

Melanie has a Ph.D. from Harvard University, an MSc from the London School of Economics, and a B.S. with high honors from Portland State University. She regularly speaks to professional associations and business conferences around the world about negotiation, relationship management, and women's empowerment.

A native of Portland, Oregon, Melanie has lived and worked in London, Paris, Bangkok, Hong Kong, Seoul, Indonesia and Singapore. She currently works from Washington, DC, and teaches at the Master of International Management program at Portland State University.

Follow me on Twitter @billingsyun.

Customer Reviews

4.8 out of 5 stars
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The book is very easy to read and fun.
N. Atiset
This book really helps you rethink about negotiation.
Seng Yeow Lee
I read this book cover to cover in two days.
Bruce Dorking

Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Hsieh Pei Fu on February 25, 2010
Format: Hardcover Verified Purchase
I couldn't put down this book the moment I began reading it. I simply love the way the author breaks down complicated issues such as multi-billion dollar cross border negotiations and daily personal issues such as husband wife relationships. The vivid examples illustrated helped me visualize and think along with the author on how I'd have approached these issues. The GRASP technique is very easy to remember and can be used pretty much anytime. I strongly recommend this book to anyone who wishes to learn about building long lasting relationships with your family, clients, colleagues, etc...
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2 of 2 people found the following review helpful By Bruce Dorking on January 28, 2010
Format: Hardcover
I read this book cover to cover in two days. This is not something I usually do with "how to" business books. Easy to read with interesting examples from many parts of the world, Beyond Dealmaking makes the powerful case that we must think of business dealings as relationships, giving very useful tips on how to build that relationship. An American dealing with Asians and European, I found this book realistic and insightful, with plenty of "yes, I've been there" moments.
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2 of 2 people found the following review helpful By N. Atiset on June 22, 2010
Format: Hardcover Verified Purchase
This is an excellent book about negotiation. The author has turned a difficult topic into an easy and practical one. The book is very easy to read and fun. I tried the technique introduced in the book myself and it worked! I usually don't do reviews but with this book I couldn't resist it. I highly recommend this book to everyone. It will totally open you to a whole new world of negotiations.
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1 of 1 people found the following review helpful By Lily on September 2, 2010
Format: Hardcover Verified Purchase
I got this book for my school, and the author is my professor. I usually don't have reviews on the item I purchased, unless I love or hate it. And this book, I loved it! I finished reading before my class even started, and read it all over again while the class going on. The author is one of the coolest people I have ever seen in my life. With her significant professional experience, her book gives very practical and different negotiation aspects and skills. It would even help you a lot just in general at negotiating in daily life, and of course for business.
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By Sipho on December 1, 2013
Format: Hardcover Verified Purchase
This book has given me the confidence I never had when it comes to negotiations. It has also help me clarify my thinking in dealing with everyday situations. I recommend it to anyone who gets involved in negotiations or who is married.
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