Getting More
How You Can Negotiate to Succeed in Work and Life
(Sprache: Englisch)
Negotiation is the key to all human interaction. And most of us are terrible at it. In Getting More, Stuart Diamond offers surprising and practical rules and strategies for negotiation.
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Negotiation is the key to all human interaction. And most of us are terrible at it. In Getting More, Stuart Diamond offers surprising and practical rules and strategies for negotiation.
Klappentext zu „Getting More “
NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally ("this stuff saves lives"), and families to forge better relationships.A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one.
Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic.
As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors.
The tools are invisible until you first see them. Then they're always there to solve your problems and meet your goals.
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1Thinking Differently
My run slowed to a jog as we approached the gate for our ight to Paris. The plane was still there, but the door to the Jetway was shut. The gate agents were quietly sorting tickets. They had already retracted the hood connecting the Jetway to the airplane door.
Hi, we re on this ight! I panted.
Sorry, said the agent. We re done boarding.
But our connecting ight landed just ten minutes ago. They promised us they would call ahead to the gate.
Sorry, we can t board anyone after they ve closed the door.
My boyfriend and I walked to the window in disbelief. Our long weekend was about to fall to pieces. The plane waited right before our eyes. The sun had set, and the pilots downturned faces were bathed in the glow of their instrument panel. The whine of the engines intensi ed and a guy with lighted batons sauntered onto the tarmac.
I thought for a few seconds. Then I led my boyfriend to the center of the window right in front of the cockpit. We stood there, in plain sight, my entire being focused on the pilot, hoping to catch his eye.
One of the pilots looked up. He saw us standing forlornly in the window. I looked him in the eye, plaintively, pleadingly. I let my bags slump by my feet. We stood there for what seemed an eternity. Finally, the pilot s lips moved and the other pilot looked up. I caught his eye, as well, and he nodded.
The engine whine softened and we heard the gate agent s phone ring. She turned to us, wide-eyed. Grab your stuff! she said. The pilot said to let you on! Our vacation restored, we clutched each other joyously, snatched our bags, waved to the pilots, and tumbled down the Jetway to our plane.
rayenne chen, Wharton Business School, Class of 2001
The story above, told to me by a student in my negotiation course, was clearly an account of a negotiation. Completely nonverbal, to be sure. But it was done in a conscious, structured, and highly effective way. And it used six separate
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negotiation tools that I teach that are, in practice, invisible to almost everyone.
What are they? First, be dispassionate; emotion destroys negotiations. You must force yourself to be calm.
Second, prepare, even for ve seconds. Collect your thoughts.
Third, nd the decision-maker. Here, it was the pilot. There was not a second to waste on the gate agent, who was not about to change company policy.
Fourth, focus on your goals, not on who is right. It didn t matter if the connecting airline was late, or wrong in not calling ahead to the gate. The goal was to get on the plane to Paris.
Fifth, make human contact. People are almost everything in a negotiation.
And nally, acknowledge the other party s position and power, valuing them. If you do, they will often use their authority to help you achieve your goals.
These tools are often very subtle. But they are not magic. They helped this young couple in a way they will remember for a lifetime. And they help to bring about successful negotiations, day in and day out, for those who have learned these tools from my courses. From getting a job to getting a raise, from dealing with kids to dealing with colleagues, the kind of negotiation practiced here has given upwards of thirty thousand people more power and control over their lives.
My goal with this book is to re-create my course on the page, making it available to readers everywhere. It offers a set of strategies, models, and tools that together will change the way you view and conduct virtually every human interaction. These teachings are very different from what you have read or studied about negotiation. Based on psychology, they don t depend on win-win&
What are they? First, be dispassionate; emotion destroys negotiations. You must force yourself to be calm.
Second, prepare, even for ve seconds. Collect your thoughts.
Third, nd the decision-maker. Here, it was the pilot. There was not a second to waste on the gate agent, who was not about to change company policy.
Fourth, focus on your goals, not on who is right. It didn t matter if the connecting airline was late, or wrong in not calling ahead to the gate. The goal was to get on the plane to Paris.
Fifth, make human contact. People are almost everything in a negotiation.
And nally, acknowledge the other party s position and power, valuing them. If you do, they will often use their authority to help you achieve your goals.
These tools are often very subtle. But they are not magic. They helped this young couple in a way they will remember for a lifetime. And they help to bring about successful negotiations, day in and day out, for those who have learned these tools from my courses. From getting a job to getting a raise, from dealing with kids to dealing with colleagues, the kind of negotiation practiced here has given upwards of thirty thousand people more power and control over their lives.
My goal with this book is to re-create my course on the page, making it available to readers everywhere. It offers a set of strategies, models, and tools that together will change the way you view and conduct virtually every human interaction. These teachings are very different from what you have read or studied about negotiation. Based on psychology, they don t depend on win-win&
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Autoren-Porträt von Stuart Diamond
Stuart Diamond
Bibliographische Angaben
- Autor: Stuart Diamond
- 2012, 416 Seiten, Maße: 13 x 20,3 cm, Kartoniert (TB), Englisch
- Verlag: Penguin Random House
- ISBN-10: 0307716902
- ISBN-13: 9780307716903
- Erscheinungsdatum: 01.08.2012
Sprache:
Englisch
Pressezitat
#1 Business Book to read for your career in 2011. Wall Street Journal FINS blogPhenomenal. Lawyers Weekly
Brilliant. Lisa Oz, Oprah Network
This book will give the reader a massive advantage in any negotiation. Stephanie Camp, Senior Digital Strategist, Microsoft.
Superb counterintuitive immensely useful. Kirkus starred review (new books)
"The Getting More Model is the negotiation model of choice for our CEO clients & staff of Financial Advisors.
Morgan Stanley Smith Barney
The book is amazing . . . extremely powerful in the real world. A must read! Adam Guren, Chief Investment Officer, First New York Securities
I am living proof that this course does pay! I saved $245 million for my company. Richard T. Morena, CFO, Asbury Park Press, NJ
The most valuable tools in my 15 years in sales, marketing, and business development. Sandeep Sawhney, Director of Business Development, The Weather Channel
The best training we have ever received on this or any subject. The benefits are immediate and tangible. John Sobel, Senior Vice President/General Counsel, Yahoo
I am one of Stuart Diamond s biggest fans; he taught me more than anyone I can recall. Rob McIntosh, Procurement Director, Dell
The crown jewel; it fundamentally changed my way of thinking. Ravi Radhakrishnan, Senior Manager, Accenture
The best book I ve read after the Bible. Jeff Schultz, Health Benefits Advocate, MN
This book can change the world. Craig Silverman, Investment Advisor, NY
After just a few chapters, I became a better parent. Vivek Nadkarni, Technology Exec, CA
Life changing. Kerri Kuhn, Morrison & Foester Law Firm, CA
Wow, it really works! This
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stuff is truly valuable. Matthew Doyle, Director, The Strauss Group HR & Executive Recruitment Co., Buffalo, NY.
Cannot put it down! Michael Magee, Director, Development Finance Bank, UK
The first book I ve bought that has actually made me money. Owen Devitt, Marketing Executive, Enterprise Ireland, Irish Government
"I am still amazed how much I learned." Sylvia Reul, Managing Partner, Reul Law Firm, Germany
Definitely, this book is a MUST for everybody. Katrina Agustin, Network Marketing Firm, Philippines
Stuart Diamond is the master of negotiation. Robin Khuda, Executive Director, NEXTDC (data centers) Ltd., Australia & New Zealand.
I rely on Stuart Diamond s negotiation tools every day. Christian Hernandez, Head of International Business Development, Facebook.
Practical, immediately applicable and highly effective. Evan Wittenberg, Chief Talent Officer, Hewlett-Packard
A flexible toolkit for getting your way, whether a million-dollar deal, a botched restaurant dish, or a petulant 4-year-old. Psychology Today
Stuart Diamond equipped me with the tools to be more effective in all of life s pursuits. Larry B. Loftus, Head of Procter & Gamble Far East
For women, empowering and enabling. Umber Ahmad, Exec Director, Platinum Gate Capital Management; former vice president, Goldman Sachs
Invaluable in helping me achieve my goals, whether on the field, in the office, or at home with my five children. Anthony Noto, CFO, National Football League
There isn t an hour that goes by in my personal and professional lives when I don t use what I learned from you Bill Ruhl, Director, National Customer Service Operations, Verizon
Wonderful! Laura Chavez, Host, ABC s Let s Talk Live.
Cannot put it down! Michael Magee, Director, Development Finance Bank, UK
The first book I ve bought that has actually made me money. Owen Devitt, Marketing Executive, Enterprise Ireland, Irish Government
"I am still amazed how much I learned." Sylvia Reul, Managing Partner, Reul Law Firm, Germany
Definitely, this book is a MUST for everybody. Katrina Agustin, Network Marketing Firm, Philippines
Stuart Diamond is the master of negotiation. Robin Khuda, Executive Director, NEXTDC (data centers) Ltd., Australia & New Zealand.
I rely on Stuart Diamond s negotiation tools every day. Christian Hernandez, Head of International Business Development, Facebook.
Practical, immediately applicable and highly effective. Evan Wittenberg, Chief Talent Officer, Hewlett-Packard
A flexible toolkit for getting your way, whether a million-dollar deal, a botched restaurant dish, or a petulant 4-year-old. Psychology Today
Stuart Diamond equipped me with the tools to be more effective in all of life s pursuits. Larry B. Loftus, Head of Procter & Gamble Far East
For women, empowering and enabling. Umber Ahmad, Exec Director, Platinum Gate Capital Management; former vice president, Goldman Sachs
Invaluable in helping me achieve my goals, whether on the field, in the office, or at home with my five children. Anthony Noto, CFO, National Football League
There isn t an hour that goes by in my personal and professional lives when I don t use what I learned from you Bill Ruhl, Director, National Customer Service Operations, Verizon
Wonderful! Laura Chavez, Host, ABC s Let s Talk Live.
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