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GETTING MORE by Stuart Diamond - Best Business Books

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You don't get the life you deserve; you get the life you negotiate!

Negotiation touches every aspect of our lives from interacting with our children, our partners, in business and in our day-to-day dealings with retailers, service providers etc. Everyone deserves to get a "little bit more" out of life and Professor Stuart Diamond of Wharton will show you how.

Filled with credible insights into the human psyche this book will guide you to get more out of every negotiation you engage in. It makes no claims in showing you have to get it all - but it does promise to ensure you get more.

Becoming a proficient negotiator is within everyone's grasp.

GETTING MORE by Stuart Diamond - Best Business Books

  1. 1. BEST BUSINESS BOOKSPRESENTED BY DAVE HENDRIE 1
  2. 2. Gateways is a strategy, leadership and execution consultancy.For 16 years, Gateways consultant Ian Mann has been hosting business book breakfasts to help business leaders get the most current insights into what it takes to succeed.Now, for the first time, get the value of these insights online. Click. Discover business greatness. www.gateways.co.za
  3. 3. Getting
more Getting
More
‐
full
of
great
optimism
and
practical
 guidelines! Get
more,
not
everything.
Big
difference! Great
negotiators
are
developed
not
born“You
don’t
get
the
life
you
deserve,
you
get

















the
life
you
negotiate!”
  4. 4. 12
strategies
for
negotiation














1. Setting
goals2. It’s
about
them3. Make
emotional
payments4. Every
situation
different5. Bite‐sized
chunks
best6. Trade
unequal
things
  5. 5. 12
strategies
for
negotiation
cont. 7.


Find
out
what
their
standards
are 8.


Be
constructive,
not
manipulative 9.


Communicate
and
frame
vision 10.
Find
out
the
real
problem 11.
Embrace
differences 12.Preparation,preparation,preparation
  6. 6. Trust,
communication
&
trading  World
is
an
untrustworthy
place  Trust
is
good,
but
you
need
commitment
 much
more
in
a
negotiation  Communication
biggest
cause
of
negotiation
 failure
–
worldwide  Trade
items
of
unequal
value  Best
negotiators
are
problem
solvers
  7. 7. Cultural
differences Very
relevant
chapter
for
RSA Watch
assumptions

–
much
more
NB
where
 people
think
they
get
their
culture
from Ability
to
deal
with
differences
makes
for
a
 very
competent
negotiator Cultural
stereotyping
is
a
minefield!!!!
  8. 8. From
pictures
to
goals Too
big
a
jump
in
one
stepPictures
in
 Your
goalstheir
heads Bite‐sized
steps
  9. 9. Click.Discover business greatness. gateways.co.za

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