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    Getting More 2

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    1. The document summarizes Stuart Diamond's book "Getting More" which provides 12 strategies for becoming a better negotiator in order to achieve one's goals. It discusses using an incremental approach to negotiations and answering four key questions: what are your goals, who are the other parties, what will it take to persuade them, and how can you get to your goal. 2. It then presents the 12 strategies of negotiation and the Getting More negotiation model which brings the 12 strategies together into a roadmap. The model outlines 20 sections addressing the four questions to guide negotiators from their initial position to achieving their goal in a step-by-step manner. 3. The last paragraphs advertise Summaries.com

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    Getting More 2

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    79 views3 pages
    1. The document summarizes Stuart Diamond's book "Getting More" which provides 12 strategies for becoming a better negotiator in order to achieve one's goals. It discusses using an incremental approach to negotiations and answering four key questions: what are your goals, who are the other parties, what will it take to persuade them, and how can you get to your goal. 2. It then presents the 12 strategies of negotiation and the Getting More negotiation model which brings the 12 strategies together into a roadmap. The model outlines 20 sections addressing the four questions to guide negotiators from their initial position to achieving their goal in a step-by-step manner. 3. The last paragraphs advertise Summaries.com

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    Getting more - book on negotiation skills

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    1. The document summarizes Stuart Diamond's book "Getting More" which provides 12 strategies for becoming a better negotiator in order to achieve one's goals. It discusses using an incremental approach to negotiations and answering four key questions: what are your goals, who are the other parties, what will it take to persuade them, and how can you get to your goal. 2. It then presents the 12 strategies of negotiation and the Getting More negotiation model which brings the 12 strategies together into a roadmap. The model outlines 20 sections addressing the four questions to guide negotiators from their initial position to achieving their goal in a step-by-step manner. 3. The last paragraphs advertise Summaries.com

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    79 views3 pages

    Getting More 2

    Uploaded by

    jawadmaq539
    1. The document summarizes Stuart Diamond's book "Getting More" which provides 12 strategies for becoming a better negotiator in order to achieve one's goals. It discusses using an incremental approach to negotiations and answering four key questions: what are your goals, who are the other parties, what will it take to persuade them, and how can you get to your goal. 2. It then presents the 12 strategies of negotiation and the Getting More negotiation model which brings the 12 strategies together into a roadmap. The model outlines 20 sections addressing the four questions to guide negotiators from their initial position to achieving their goal in a step-by-step manner. 3. The last paragraphs advertise Summaries.com

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 3

    GETTING MORE

    How to Negotiate to Achieve


    Your Goals in the Real World
    STUART DIAMOND

    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 at www.GettingMore.com.

    ISBN 9781-77544-683-5

    SUMMARIES.COM is a concentrated business information service. Every week, subscribers are e-mailed a
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    Getting More - Page 1

    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.

    Mental What are Who are they, What will it take How can we
    Goal
    picture my goals? what do they want? to persuade them? get there?

    1. The twelve strategies of negotiation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Pages 2 - 4


    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.
    The Twelve Strategies of Negotiation

    Goals are the key to any negotiation 1 7 Use their standards, not yours

    It’s never about you – it’s always about them 2 8 Be 100% transparent and ethical

    Be prepared to make emotional payments 3 9 Make sure you communicate and frame well

    Never forget every situation is different 4 10 Always focus on the real problem at hand

    In everything you do, be incremental 5 11 Embrace differences, they help negotiations

    Find ways to trade items you value unequally 6 12 Prepare – Make a list and practice

    2. The Getting More Negotiation Model . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Pages 5 - 8


    This negotiation model brings the twelve strategies together in a road map for getting more every time you
    negotiate. Each section address one of the four questions you have to answer to go from having a mental
    picture of what success would look like to realizing your goal.

    1è Goals – long term and short term 11è Brainstorm – come up with ideas
    2è Problems – in reaching goals 12è Incremental – steps to reduce risk
    3è Parties – decision makers, others 13è Third parties – enemies, influencers
    4è What if no deal – worst case scenario 14è Framing – create a vision, questions
    5è Preparation – time, information sources 15è Alternatives – to improve deal if possible

    Mental What are Who are they, What will it take How can we
    Goal
    picture my goals? what do they want? to persuade them? get there?

    6è Needs/interests –of all parties 16è Priorities – deal breakers, giveaways


    7è Perceptions – pictures in people’s heads 17è Who presents – how and to whom
    8è Communication – style, preferences 18è Process – agenda, deadlines, time
    9è Standards – theirs and norms 19è Incentives, commitments – for them
    10è Reexamine goals – why yes, why no 20è Next steps – who does what
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