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 .
發表於2024-06-18
Getting More 2024 pdf epub mobi 電子書 下載
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...
評分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...
評分這麼長的一本英文書,我居然快要看完瞭。其實後半部分,就是從Getting More At Work開始,很多都是在反復講前半部分的那些個方法的瞭。看到這本書4/5的地方,迴過頭想想,很多道理都是很淺顯的,基本沒什麼高深的理論,或者讓我們大吃一驚的地方。還是那句話,談判是個需要一直...
評分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...
評分這麼長的一本英文書,我居然快要看完瞭。其實後半部分,就是從Getting More At Work開始,很多都是在反復講前半部分的那些個方法的瞭。看到這本書4/5的地方,迴過頭想想,很多道理都是很淺顯的,基本沒什麼高深的理論,或者讓我們大吃一驚的地方。還是那句話,談判是個需要一直...
圖書標籤: 談判 溝通 negotiation 商業技能 管理 商業 職場 business
美國聰明人教怎麼光明正大做自私人
評分Audible上聽瞭兩個月勉強聽完。有一些有用的概念,但注水太多,敘述邏輯令人捉急。作者列瞭看似完整個大框架,然後就開始扯例子,不肯花功夫講清楚自己的理論,關鍵是例子寫得也不好,潦潦草草,避重就輕,安利傳銷培訓教材裏的成功案例的調調,參考價值有限。又,作者的三觀和我的顯著不同,倒是個開開眼界,瞭解世界上另一種人的想法的有趣方式。
評分The best training we have ever received on this or any subject. The benefits are immediate and tangible
評分某人讀瞭,學以緻用,立刻跑去勾搭襯衣店收銀姑娘,把姑娘哄得花枝亂顫,他女朋友在旁邊默默無語…不過結果是多弄到一個15%off…!
評分商業技巧,講很多道理性的原則,但在中國不太實用吧
Getting More 2024 pdf epub mobi 電子書 下載