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 .
没有《愤怒的葡萄》,就不会有《追风筝的人》!──卡勒德•胡赛尼·诺贝尔文学奖得主约翰·斯坦贝克的经典名著,荣获美国国家图书奖、普利策奖双项大奖。·我不知道那里是...
约翰·罗尔斯,美国政治哲学家、伦理学家,哈佛大学教授,20世纪英语世界最著名的政治哲学家之一
作品目录丝绸之路上的于阗 荣新江和田考古简史 郭物克孜尔石窟——龟兹石窟寺之典范 李崇峰于阗故地的诉说 段晴唐代丧葬图像与绘
什么是什么 第二集 自然灾害 本书特色 《自然灾害》是全球驰名的青少年科普经典,中小学图书馆*佳馆配图书。什么是什么 第二集 自然灾害 内容简介 我们的地球看上...
保罗·S.芮恩施(Paul S.Reinsch)(1869--1923年)是美国学者、外交官,美国当时著名的远东事务权威。1898——1913年在威斯康星大学教...
你们俩既然合租,那下班怎么从来不一起走?李亦非撇撇嘴:“我怕别人以为她是我女朋友,拉低我的审美。”钱菲“切”了一声:“我怕别人误会我包养小白脸也不挑个嘴甜会来事...
合同纠纷 目录 序言/1前言/1案例1:要约邀请不等于要约/1案例2:如何判断合同是否显失公平/6案例3:什么情况下签订的合同是效力待定合同/}1案例4:如何认...
《庆典序曲》内容简介:《庆典序曲(为武汉音乐学院建校60周年而作)》是作者赵曦于2013年为庆祝武汉音乐学院建校60周年而创作的。
中华砖瓦史话 本书特色 ★ 12开硬精装,中国建材工业出版社出版★ 一部在砖瓦行业具有历史文献意义的巨著,由中国砖瓦工业协会出品★ 所述时期从史前文化到近代,包...
《单读·十周年特辑》首次推出上下两册,《时间的移民》与《在世界的门外》。上册聚焦“时代性”,将目光从难以名状的此时此刻移开,转向人类社会在不同年代里的文化状况,...
想当年贫尼看《射雕英雄传》时,很烦丘处机。此人像是得了歇斯底里症,吵死了。尤其是给郭、杨两家小孩儿起名字那一段,看得我差点笑死——丘道长你光想着“靖康之耻”,就...
作品目录引言 第一章 误以为“信” 第二章 解析“永生” 第三章 上帝与哲学家面对面 第四章 基督教,后现代的神话 第五章 好的生
郑治桂郑治桂,画家,艺术评论家,台湾艺术大学美术系教授。毕业于法国巴黎第八大学,专研十九世纪法国风景绘画史和柯罗研究。对中西方艺术史亦有相当研究,人称“小蒋勋”...
程一身,原名肖学周。河南人。著有诗集《北大十四行》;中国传统文化研究三部曲《中国人的身体观念》、《权力的旋流》、《理解父亲》;专著《朱光潜诗歌美学引论》、《朱光...
★保罗·策兰的“灵魂姐妹”,1966年诺贝尔文学奖得主★德国犹太裔女诗人奈莉·萨克斯 诗作全面译介★以动人的感情力度,描述犹太民族世界性的悲剧【内容简介】奈莉·...
电力系统继电保护原理(第四版) 内容简介 本书为普通高等教育“十一五”国家级规划教材。本书着重阐明电力系统继电保护的基本原理、分析方法和应用技术。**章绪论。第...
《打开Go语言之门》内容简介:通过不断思考和整理,作者编写了这本更具系统性也更通俗易懂的Go语言入门和进阶书籍,以帮助学习者少
[ 日 ] 大竹乃梨子一级理财顾问日本金融学习协会理事日本知名理财学院 Financial Academy 董事原为出版社编辑,主要从事金融专业书籍、杂志的编辑...
一本实地考察、精准复原境内外丝绸之路经典路线的历史纪行作品。用重走求真,以行动求实,带你走过这条人人知道但从未真正了解的亚欧古道。复旦大学侯杨方教授在对《史记》...
The Software Foundations series is a broad introduction to the mathematical unde...