Summary: Getting More - BusinessNews Publishing - ebook

Summary: Getting More ebook

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The must-read summary of Stuart Diamond’s book: “Getting More: How to Negotiate to Achieve Your Goals in the Real World”. This complete summary of the ideas from Stuart Diamond’s book “Getting More: How to Negotiate to Achieve Your Goals in the Real World” shows how you can get more of what you want by learning how to be a good negotiator. In his book, the author explains twelve strategies of negotiation that are suitable for various situations and contexts. By mastering these strategies, you can become an expert at negotiating and start achieving your goals. Added-value of this summary: • Save time • Understand key principles • Expand your negotiation skills To learn more, read “Getting More: How to Negotiate to Achieve Your Goals in the Real World” to master the art of negotiation and use your skills to get what you want.

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Book Presentation: Getting More by Stuart Diamond

Book Abstract

About the Author

Important Note About This Ebook

Summary of Getting More (Stuart Diamond)

1. The twelve strategies of negotiation

2. The Getting More Negotiation Model

Book Presentation: Getting More by Stuart Diamond

Book Abstract

MAIN IDEA

No matter what you do in life, you can get more of whatever you want by becoming a better negotiator.

Many people make the mistake of trying to go from the picture they have in their head to their goal in one step. That usually doesn’t work because it’s too big a step to take. Instead, when negotiating, always try and be incremental. Figure out the answers to four key questions along the way and you then know what it will take to move them there bit-by-bit.

About the Author

STUART DIAMOND is a negotiation teacher and adviser. He teaches a negotiation course at The Wharton School and Penn Law School where he is an adjunct professor. Mr. Diamond is president of Global Strategy Group, a consulting company which advises companies and governments on negotiating foreign investments and other persuasion skills. He specializes in cross-cultural negotiations and has advised more than half the Global 100 companies and a quarter of the Global 500 companies. Mr. Diamond was previously a journalist at the New York Times where we won the Pulitzer Prize as part of the team which investigated the space shuttle Challenger disaster. Mr. Diamond is a graduate of Columbia University, Harvard Law School and Rutgers University.

The Web site for this book is atwww.GettingMore.com.

Important Note About This Ebook

This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.

Summary of Getting More (Stuart Diamond)

1. The twelve strategies of negotiation

The twelve strategies are a different way of thinking about negotiation. These are the building blocks for negotiations. You won’t use all twelve every time you negotiate but you need to know them all because they will all crop up at different times and in different contexts. Master these twelve strategies and you’ll become a better negotiator.

Goals are the key to any negotiationIt’s never about you – it’s always about themBe prepared to make emotional paymentsNever forget every situation is differentIn everything you do, be incrementalFind ways to trade items you value unequallyUse their standards, not yoursBe 100% transparent and ethicalMake sure you communicate and frame wellAlways focus on the real problem at handEmbrace differences, they help negotiationsPrepare – Make a list and practice

1. Goals are the key to any negotiation

Goals specify everything you want to be in place by the end of the negotiation which is not there at the beginning. The whole object of entering into a negotiation is to realize your goals so it makes good sense to take the time and effort to pause and clarify precisely what your goals are before you begin.

It’s amazing how many people get mad at themselves over the course of a negotiation because they’re so busy thinking about other stuff they end up taking actions which are counterproductive to their own goals. That can easily happen. Don’t pursue other interests or relationships just because you’ve heard they are an effective tool to use during a negotiation. Do only those things which will explicitly move you and the other party towards your shared goals. Make realizing those mutual goals what you live for.

“Think about the worst thing that could happen to you in a negotiation. If you can withstand it, you will be more confident. If you can’t, this is probably a bad negotiation for you to attempt. Find someone else to conduct the negotiation; prepare more, change the perceived risk, or examine opportunities elsewhere. Get yourself more mentally ready.”

– Stuart Diamond

“Your ability to meet your goals, and your confidence level, is often in your mind. As Henry Ford once said, ‘Whether you think you can or you can’t, you’re right.’”

– Stuart Diamond

2. It’s never about you – it’s always about them

You won’t be able to persuade anyone else to move towards their goals or your goals until you know and understand the pictures in their heads. You need to know: