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.