Praise for Beyond Dealmaking
"Every potential rainmaker and savvy competitor needs Melanie
Billings-Yun's GRASP method for negotiation. You'll never have to
search for leads again. I highly recommend this book."
Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and How to Be a Fierce Competitor
"Stepping back from the details of the deal, Beyond Dealmaking
focuses on the bigger pictureengaging people to work together
in an authentic way to resolve issues. Dr. Billings-Yun's
accessible approach offers negotiators more than merely how to 'get
to yes' but, more importantly, how to stay there."
Carol Frohlinger, coauthor, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, and co-founder of Negotiating Women, Inc.
"The concepts advocated in Beyond Dealmaking are spot on,
particularly for global negotiations and joint ventures such as
ones I routinely dealt with in mergers and acquisitions. Attention
to productive relationships is one element that consistently
crosses cultures and geographies. Dr. Billings-Yun captures the
essence of a complicated topic concisely, with concrete examples
that bring it to life and a conversational tone that makes it a
Jacqui Winship, director, Corporate Strategy and Business Development, Whirlpool Corporation
"Melanie Billings-Yun has produced an innovative, refreshing
approach to negotiation based on her years of practical experience
around the world. She treats negotiation as an on-going process
that forms the core of a successful relationship, not as merely a
free-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 and Diplomacy, Tufts University
"Finally, a clear-eyed how-to book that understands that
negotiation is not just about terms, but about people. Beyond
Dealmaking shows us how to make lasting agreements based on
understanding, fairness, and respect. Filled with fascinating
stories of negotiations of every type, this is a book that everyone
can learn from to improve their work and their livesand maybe
even ease the burden on our overloaded courts."
Betty Roberts, arbitrator, mediator, and former Oregon Supreme Court Justice
"I am delighted to see a considered and sustainable approach to
negotiation that understands that actions, words, and fairness have
an impact that continues far beyond the signing of a deal."
Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics