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Getting More How to Negotiate to Achieve Your Goals in the Real World

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ISBN-10: 0307716899

ISBN-13: 9780307716897

Edition: 2010

Authors: Stuart Diamond

List price: $30.00
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Description:

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,…    
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Book details

List price: $30.00
Copyright year: 2010
Publisher: The Crown Publishing Group
Publication date: 12/28/2010
Binding: Hardcover
Pages: 416
Size: 6.50" wide x 9.50" long x 1.50" tall
Weight: 1.386
Language: English

Stuart Diamond is one of the world�s leading experts on negotiation. He has advised many Fortune 500 companies, from Google and Microsoft to Prudential and JP Morgan. In addition to The Wharton School, he has also taught at Harvard, Columbia, NYU, USC and Berkeley, and advised the U.N. and the World Bank. A former associate director of the Harvard Negotiation Project at Harvard Law School, he has headed a variety of business ventures, from agriculture to high technology. He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize�winning reporter for the New York Times. He lives with his wife and son in the Philadelphia area. For more…    

Preface
Thinking Differently
People Are (Almost) Everything
Perception and Communication
Hard Bargainers and Standards
Trading Items of Unequal Value
Emotion
Putting It All Together: The Problem-Solving Model
Dealing with Cultural Differences
Getting More at Work
Getting More in the Marketplace
Relationships
Kids and Parents
Travel
Getting More Around Town
Public Issues
How to Do It
Acknowledgments
Index