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

ISBN-10: 0307716899

ISBN-13: 9780307716897

Edition: 2010

Authors: Stuart Diamond

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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. From the Hardcover edition.
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Book details

List price: $30.00
Copyright year: 2010
Publisher: 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: 1.672

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 information on Stuart visit:

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