Leading@Google: Stuart Diamond

"Getting More: How to Negotiate to Achieve Your Goals in the Real World " by Stuart Diamond

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.

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• negotiation

[glick234]

@monk3ification you are completely right...i want to see how he would have negotiated with the Republicans whose philosophy is just not negotiate and to bring this economy to a standstill so they can win out of frustrations...i find it sad that he made it look like the Dems just stuffed this health care bill down the throats of people whose mantra is just to obstruct...i love his book but the health care bill is not a good example

[likeachampion]

I love his book and his 15audio cd's

I grew up in Mexico City and studied the hard core left meaning Marxism Leninism..etc.. my first physics class in Mexico was not a Physics class but a red book given to me about Chinese Comunism and the transformation of ape to man.. then being in the USA for many years and learning the other side I realize what the "left" doesn't know (and I didn't know myself)

Study Diamond bec if not.. you will think like a poor person forever

Open your mind to Stuart!

[3K1]

Giving your client's daughter free computer lessons? Making sure everyone 'feels good'? Conceding that everyone is largely 'irrational'? His strategies are not too far from bribery. I would love to find a client who is happy with prostitutes and drugs and negotiate according to his style.

[monk3ification]

I have to disagree with his example of the health care bill. The GNP/Converavatives gamed a success. They refused to accept the premise that the health system is flawed and is ineffective, rather than considering another point of view. I would wonder how Mr. Diamond would consider his suggestions of negoiations with stubborn and unwilling people. The democrats did attempt to work with the conservatives and all it resulted was privilege stripping. Repealing? lol talk about gov waste.

[McPrfctday]

This guy has taught me quite a few things in the last hour. I have a problem when he talks about bigger and better deals. He's very 'middle class' and doesn't really think about the labour cost. The fact that several people have to work at minimum wage to allow for one person to 'get more'.

[74mickyboy]

fantastic talk, having read this book I cannot recommend it highly enough! No matter what you do in life read this book and follow Professor Diamonds techniques you WILL get more !

[BigMTBrain]

Great talk! I'll be infusing some of these concepts and methods into my website and negotiations IMMEDIATELY!!