Good for you, great for me: finding the trading zone and winning at win-win negotiation

You've read the classic on win-win negotiating, Getting to Yes ? but so have they, the folks you are now negotiating with.

How can you get a leg up ? and win??Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share; they want to win.

Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: ?May