|Title||How to Negotiate the MIT Way|
|Year of Publication||2016|
|Authors||Susskind, L, Pomeranz, S|
|Keywords||entrepreneurial negotiation, money, negotiation, npr, on the money!|
With Lawrence Susskind, Professor at MIT, Author of 20 books on negotiation skills and techniques including his latest, Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiations Acknowledging that we all negotiate in many aspects of our daily lives— with our spouses, our friends, our children—Professor Susskind defines how to negotiate, as it applies to his online course, as the proper interaction between investors and entrepreneurs, so that each party presents and protects their respective interests in a manner that leads to positive results all the way around. As opposed to the “old school” way of selling, where the presenter or sales person goes into the room with a product or an idea and simply puts it on the table, Susskind teaches the value of advance preparation, the importance of building relationships, studying all the angles, and anticipating resistance, all important components of how to negotiate successfully.