Getting More

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  • Format: Hardcover
  • Copyright: 2010-12-28
  • Publisher: Crown Business

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World renowned negotiator and Wharton Professor Stuart Diamond believes that the negotiation seems to have succumbed to the dogma of win-win. But win-win--and in fact any rigid stance to negotiation--is flawed.

Sometimes, the point is to lose--in order to gain what you want another time. Sometimes it pays to trade favors of unequal value--not everything is about dollars and cents. The point is to define your goals, and meet them--whatever those goals are. As Diamond makes clear, negotiation is a part of life--it is the basic process of interaction. And most of us are terrible at it.

Negotiation experts tell people negotiations should be, or can be, rational. Bunk! People get scared, angry, vengeful, fearful and irrational. That is how real life plays out. You have to be able to deal with the unpredictable. In a book that shows how negotiation plays out in the real world, Stuart Diamond offers a powerful toolkit on how to get more in any situation. He talks about being incremental instead of going for the fences; about the fact that people are the single most important element in a negotiation. Miscommunication, he says, is the biggest cause of a negotiation breakdown. He suggests a tool that can overcome even the hardest bargainer--using their own standards and policies against them.

Diamond talks about intangible elements that can be traded off in a negotiation, how emotions can undermine the quality of any negotiation, and creative ways to break impasses. He looks at how we can negotiate better at work and in our careers, in our relationships with our kids, and in our everyday lives. Negotiation is part of the fabric of our lives--we don't have the option of sitting on the sidelines, and letting others run roughshod over our careers and our lives.

Stuart Diamond shows us how to achieve what we want--how to get more--whether we are negotiating the cost of a new car with a dealership, or negotiating with a troublesome teen over his or her homework.

Author Biography

STUART DIAMOND is the foremost negotiator, and teacher on negotiation, in the world. He advises 200  of the Fortune 500 companies and firms in the country, from Microsoft and IBM to Amazon and Sprint. His course on negotiation has been rated the most popular at Wharton for the last ten years. A former associate director of the Harvard Negotiation Project at the Harvard Law School, he is currently president of Global Strategy Group. He holds a JD from Harvard Law School and an MBA from Wharton.  In a previous life, Diamond was a Pulitzer Prize-winning reporter for the New York Times, where in the 1980s he wrote over 90 front-page stories.  He has appeared on Today and Good Morning America.

Table of Contents

Prefacep. ix
Thinking Differentlyp. 1
People Are (Almost) Everythingp. 32
Perception and Communicationp. 57
Hard Bargainers and Standardsp. 83
Trading Items of Unequal Valuep. 113
Emotionp. 134
Putting It All Together: The Problem-Solving Modelp. 158
Dealing with Cultural Differencesp. 174
Getting More at Workp. 201
Getting More in the Marketplacep. 223
Relationshipsp. 247
Kids and Parentsp. 279
Travelp. 304
Getting More Around Townp. 327
Public Issuesp. 344
How to Do Itp. 370
Acknowledgmentsp. 385
Indexp. 387
Table of Contents provided by Ingram. All Rights Reserved.

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Customer Reviews

The art of negotiation June 24, 2011
It really is a textbook on interacting with others, which essentially is what negotiation is. You'll find you get along better with people and just might enjoy your interactions with others more too. Diamond's wisdom and insight will bring about a lot of positive change to the way you communicate and interact with people. The tools that he introduces in the textbook really work and are very helpful in regards to relationships. I encourage anyone who wants to improve their interactions with others and "get more" to read this textbook.
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Getting More: 5 out of 5 stars based on 1 user reviews.

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