Getting More: How to Negotiate to Achieve Your Goals in the Real World
What passes for negotiation in most of the world – threats, power plays, walking out, invoking alternatives, win-wins, good cop/bad cop techniques, actually invoke resentment and retaliation, from terrorism to malicious obedience in the workplace to the kid who is kicking and screaming on the floor. As the daily news is filled with conflict, a new model of human interaction is needed. Getting More says that emotions and perceptions are more important than power and logic. Finding, valuing and addressing the pictures in the heads of the other party is more important than any collection of facts, evidence or resources that one can muster. Focusing on getting more rather than getting everything makes all the difference in effective negotiation.
Please Note – this video is provided for informational and/or reference purposes only and is not to be used as a training tool.
Speaker Details
Stuart Diamond is one of the world’s foremost experts on negotiation. He has taught and advised many Fortune 500 companies and has consulted with governments and public and private entities in dozens of countries. His award-winning course on negotiation at the Wharton School of the University of Pennsylvania has been rated the most popular in the school by students over the last 13 years. A former associate director of the Harvard Negotiation Project at the Harvard Law School, he has been an executive or director in a variety of businesses, including aviation, agriculture, and high technology. He holds a JD from Harvard Law School and an MBA from Wharton. He is also an adjunct professor at Penn Law School.
Previously, Diamond was a Pulitzer Prize–winning reporter for the New York Times. He has written more than 2,000 published articles. He lives with his wife and son in the Philadelphia area.
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- Speakers:
- Stuart Diamond
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Jeff Running
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