Getting More: How to Negotiate to Achieve Your Goals in the Real World: The 12 Invisible Strategies That Change Everything You Thought You Knew About Negotiating

Diamond, Stuart

ISBN 10 : 0307749126 ISBN 13 : 9780307749123

Editeur : Random House, 2011

A propos du livre

Présentation de l'éditeur

Negotiation is part of every human encounter, and most of us do it badly. Whether dealing with family, a business or diplomacy, people often fail to meet their goals in every country and context. They focus on power and “win-win” instead of relationships and perceptions. They don’t find enough things to trade. They think others should be rational when they should be dealing with emotions. They get distracted from their goals.
 
In this revolutionary book, leading negotiation practitioner and professor Stuart Diamond draws on the research and practice of 30,000 people he has taught and advised in 45 countries over two decades to outline specific, practical and better ways to deal with others. They range from country and corporate leaders to administrative assistants, lawyers, housewives, students and laborers. To this he adds his 40-year experience as an executive, Harvard-trained attorney and Pulitzer Prize winning journalist.
 
Getting More is based on Professor Diamond’s award-winning negotiations course at The Wharton Business School, where it has been the most sought-after course by students for 13 years. It contains a powerful toolkit that can be used by anyone in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors.
 
The advice is addressed through the insightful stories of hundreds of people who have used Diamond’s tools with great success. A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. A 4 year old willingly brushing his teeth and going to bed.
 
Conventional wisdom is challenged on almost every page. Instead of “win-win,” it sometimes makes more sense lose today to get more tomorrow. The use of power, Diamond cautions,  too often causes retaliation, harms relationships and costs credibility. Walking out is almost never as good as understanding the other person’s perceptions and fixing the problem. Not everything is about money; intangibles such as valuing others will often get you much more in return. Even the hardest bargainers can be tamed by using their own public standards against them.
 
The key to getting more is finding the right tools for each situation; being more flexible, and better understanding the other party. These strategies are invisible, until you learn them. Once you see them, they will always be there to help you get more.

From the Hardcover edition.

Revue de presse

A former Pulitzer Prize-winning reporter for the New York Times, Diamond (Law/Univ. of Pennsylvania) debuts with a superb how-to based on his immensely popular course on negotiation. The author prepares for any negotiation by asking himself, “What are my goals? Who are ‘they’? What will it take to persuade them?” Depending on the answers, he then draws selectively on bargaining tools and strategies described in this anecdote-rich book. Others in his field assume that most people in a negotiation are rational. Not so, says Diamond. People in the real world—whether friends, store clerks or CEOs—tend to be emotional and irrational in their interactions. Since the People involved make up 90 percent of a negotiation (substance accounts for only 10 percent), you must negotiate based on your understanding of “the pictures in the head of the other party”—a phrase Diamond frequently uses to underscore that psychology trumps the issues at the bargaining table. Successful negotiators must prepare, learn what makes others tick (through research and small talk), take small steps, communicate clearly, turn problems into opportunities, avoid deceit and embrace differences. Above all, writes the author, they must stay focused on specific goals and connect with the other party. Many of Diamond’s suggestions are counterintuitive...This immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work.
---Kirkus
From the Hardcover edition.

Détails de l'édition

• Éditeur: Random House
• Date d'édition: 2011
• Langue: anglais
• ISBN 10: 0307749126
• ISBN 13: 9780307749123
• Reliure: CD
• Coordonnées du fabricant: non disponible
• Personne responsable: Alive AG; info@alive-ag.de; ; Von-H�nefeld-Str.2 DE 50829 K�ln; K�ln; Allemagne