Getting More: How You Can Negotiate to Succeed in Work and Life - Softcover

Diamond, Stuart

 
9780307716903: Getting More: How You Can Negotiate to Succeed in Work and Life
Softcover
ISBN 10: 0307716902 ISBN 13: 9780307716903
Verlag: Crown, 2012

Inhaltsangabe

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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

Über die Autorin bzw. den Autor

STUART DIAMOND is one of the world’s leading experts on negotiation. He has advised executives and managers from more than 200 of the Fortune 500 companies, and taught 30,000 people in 45 countries, from country leaders and professionals to homemakers and school children. A professor from practice at The Wharton School of business, where his course has been the most popular over 13 years, he has also taught at Harvard, Columbia, NYU, USC, Oxford and Berkeley, and advised the U.N. and the World Bank.  A former associate director of the Harvard Negotiation Project at Harvard Law School, he has managed a variety of business ventures, including technology, medical services, energy, agriculture, finance and aviation.
 
He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize–winning reporter for the New York Times. His negotiation process solved the 2008 Hollywood Writers Strike, and has been selected by Google to train its 30,000 employees worldwide. Other clients include JP Morgan, Morgan Stanley, Microsoft and multiple companies in the healthcare field. He advised the top government leaders in Latvia in organizing their government after the fall of the Soviet Union, assisted Kuwait in rebuilding its government after the first Gulf War and advised the President and Foreign Minister of Nicaragua on more effective media and political strategies.
 
He also helps parents to get their young children to willingly brush their teeth and go to bed and shows employees and executives how to get better jobs and raises.
 
For more information, visit www.gettingmore.com

Auszug. © Genehmigter Nachdruck. Alle Rechte vorbehalten.

1

Thinking Differently

My run slowed to a jog as we approached the gate for our flight 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 flight!” I panted.

“Sorry,” said the agent. “We’re done boarding.”

“But our connecting flight 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 intensified 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 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 five seconds. Collect your thoughts.

Third, find 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 finally, 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” or “win-lose.” They don’t depend on being a “hard” or “soft” bargainer. They don’t depend on a rational world, on who has the most power, or on phrases that make much of negotiation seem inaccessible and impractical. Instead, they are based on how people perceive, think, feel, and live in the real world. And they will help anyone do what this book suggests: get more.

And that’s one of those instinctive human desires, isn’t it? More. Whenever you do almost anything, don’t you wonder if there’s more? It doesn’t have to mean more for me and less for you. It just has to be, well, more. And it doesn’t necessarily mean more money. It means more of whatever you value: more money, more time, more food, more love, more travel, more responsibility, more basketball, more TV, more music.

This book is about more: how you define it, how you get it, how you keep it. Whoever you are, wherever you are, the ideas and tools in this book were meant for you.

The world is full of negotiation books telling you how to get to yes, get past no, win, gain an advantage, close the deal, get leverage, influence or persuade others, be nice, be tough, and so forth.

But of those who finish reading them, few can go out and do it. Besides, sometimes you may want to get to no. Or you want to get to maybe. Or you just want to delay things. But, instinctively, you always want to get more of what you want.

In Getting More, I present this information in such a way that you will actually be able to use it—immediately—whether ordering a pizza or negotiating a billion-dollar deal or asking for a discount on a blouse or a pair of pants. This is what people who take my course are required to do. I tell them to use the strategies the same day, write them down in their journals, practice them, and use them again.

WHY IS THIS SO IMPORTANT?

Negotiation is at the heart of human interaction. Every time people interact, there is negotiation going on: verbally or nonverbally, consciously or unconsciously. Driving, talking to your kids, doing errands. You can’t get away from it. You can only do it well or badly.

That doesn’t mean you have to actively negotiate everything in your life all the time. But it does mean that those who are more conscious of the interactions around them get more of what they want in life.

There is an old maxim about the difference between expert and nonexpert knowledge. A nonexpert looks at a field and sees flat land. An expert looks at the same field and sees small peaks and valleys. It takes no more time and energy for the expert to collect the greater amount of information from that landscape. But the expert can make much better use of that information to pursue opportunities or minimize risks.

What we are talking about in Getting More is learning better negotiation tools so that you become exquisitely more conscious of the topography of your dealings with others. The result will be a better life.

Like Rayenne Chen at the opening of the book, most of those who have taken my course are ordinary people. But they have learned to achieve extraordinary results by negotiating with greater confidence and skill. More than one woman from India in my class, using tools from the course, persuaded her parents to let her out of her own arranged marriage. My advice on the negotiation process helped to end the 2008 Writers Guild strike. It is the same kind of advice taught in my classes and outlined in Chapter 2.

A business student who hadn’t made it past the first-round interview with eighteen firms took the course, applied my negotiation tools, and got twelve consecutive final-round interviews and the job of his choice. Parents get their young children to brush their teeth without...

„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.

Verlag
Crown
Erscheinungsdatum
2012
Sprache
Englisch
ISBN 10 
0307716902
ISBN 13 
9780307716903
Einband
Taschenbuch
Anzahl der Seiten
416
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Deutschland

Weitere beliebte Ausgaben desselben Titels

9780307716897: Getting More: How to Negotiate to Achieve Your Goals in the Real World

Vorgestellte Ausgabe

ISBN 10:  0307716899 ISBN 13:  9780307716897
Verlag: Crown Pub, 2010
Hardcover