Negotiation is part of every human encounter, and most of us do it badly. Whether dealing with family, a business or diplomacy, people often fail to meet their goals in every country and context. They focus on power and “win-win” instead of relationships and perceptions. They don’t find enough things to trade. They think others should be rational when they should be dealing with emotions. They get distracted from their goals.
In this revolutionary book, leading negotiation practitioner and professor Stuart Diamond draws on the research and practice of 30,000 people he has taught and advised in 45 countries over two decades to outline specific, practical and better ways to deal with others. They range from country and corporate leaders to administrative assistants, lawyers, housewives, students and laborers. To this he adds his 40-year experience as an executive, Harvard-trained attorney and Pulitzer Prize winning journalist.
Getting More is based on Professor Diamond’s award-winning negotiations course at The Wharton Business School, where it has been the most sought-after course by students for 13 years. It contains a powerful toolkit that can be used by anyone in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors.
The advice is addressed through the insightful stories of hundreds of people who have used Diamond’s tools with great success. A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. A 4 year old willingly brushing his teeth and going to bed.
Conventional wisdom is challenged on almost every page. Instead of “win-win,” it sometimes makes more sense lose today to get more tomorrow. The use of power, Diamond cautions, too often causes retaliation, harms relationships and costs credibility. Walking out is almost never as good as understanding the other person’s perceptions and fixing the problem. Not everything is about money; intangibles such as valuing others will often get you much more in return. Even the hardest bargainers can be tamed by using their own public standards against them.
The key to getting more is finding the right tools for each situation; being more flexible, and better understanding the other party. These strategies are invisible, until you learn them. Once you see them, they will always be there to help you get more .
I felt like reading a book written by an attorney was a little time wasting at the end. The writer probably just put all his journals together and made the book. The book contains too much bloating I felt like the author didn't need to make. Overall I thi...
评分这么长的一本英文书,我居然快要看完了。其实后半部分,就是从Getting More At Work开始,很多都是在反复讲前半部分的那些个方法的了。看到这本书4/5的地方,回过头想想,很多道理都是很浅显的,基本没什么高深的理论,或者让我们大吃一惊的地方。还是那句话,谈判是个需要一直...
评分I felt like reading a book written by an attorney was a little time wasting at the end. The writer probably just put all his journals together and made the book. The book contains too much bloating I felt like the author didn't need to make. Overall I thi...
评分这么长的一本英文书,我居然快要看完了。其实后半部分,就是从Getting More At Work开始,很多都是在反复讲前半部分的那些个方法的了。看到这本书4/5的地方,回过头想想,很多道理都是很浅显的,基本没什么高深的理论,或者让我们大吃一惊的地方。还是那句话,谈判是个需要一直...
评分I felt like reading a book written by an attorney was a little time wasting at the end. The writer probably just put all his journals together and made the book. The book contains too much bloating I felt like the author didn't need to make. Overall I thi...
某人读了,学以致用,立刻跑去勾搭衬衣店收银姑娘,把姑娘哄得花枝乱颤,他女朋友在旁边默默无语…不过结果是多弄到一个15%off…!
评分It makes you think seriously about communication and negotiation and stuff like that.
评分Audible上听了两个月勉强听完。有一些有用的概念,但注水太多,叙述逻辑令人捉急。作者列了看似完整个大框架,然后就开始扯例子,不肯花功夫讲清楚自己的理论,关键是例子写得也不好,潦潦草草,避重就轻,安利传销培训教材里的成功案例的调调,参考价值有限。又,作者的三观和我的显著不同,倒是个开开眼界,了解世界上另一种人的想法的有趣方式。
评分如果让我取中文标题,会是【如何光明正大地做一个自私的人】。读这本书给我的最大感受是:以后要尽量多读外国书。要少花时间浪费在中国每年出版的那些文字垃圾上。http://www.lanqc.com/archives/215
评分感觉ikandou上面下的不是全本...
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