Beyond Dealmaking

Beyond Dealmaking by Melanie Billings-Yun explores how focusing on building long-term relationships rather than just closing deals can lead to sustainable success in negotiation. Through her five-step GRASP method—covering goals, routes, arguments, substitutes, and persuasion—the book offers practical strategies to foster trust, mutual benefit, and collaborative problem-solving. Filled with real-life examples, it emphasizes that genuine fairness, empathy, and flexibility are key to creating alliances and achieving lasting results.