Tag Archives: communications

0212

Initial review: “Getting More” by Stuart Diamond

I have recently been reading the book Getting More: How to Negotiate to Achieve Your Goals in the Real World by Stuart Diamond, New York: Crown Publishing Group, 2010 . I have found it to be a well written and sensitive book looking at strategies of negotiation. I am not overly keen about the title as I find it a little aggressive in tone but after reading a few chapters I understand from what perspective he is writing. Stuart focuses on a number of principles throughout the book to increase your negotiation strengths. He really emphasizes the importance of having goals and that every action you take should be measured against whether they bring you closer to your goals. Secondly, he encourages people to look at the perceptions of those with whom you are negotiating. This is interesting as it challenges you to listen very carefully and consider the positions of other people. For people that you share common values with this is easy but for those who share different values, this is much more challenging. For negotiating with those who share dissimilar values, it is riskier as it forces you to step out of your comfort zone. This can ultimately be the most rewarding experience however. Next, he looks at making emotional payments and emphasizing that every negotiating situation is different. He next focuses on the idea that incremental is best. This is especially true if the negotiation is very complex and where the two parties are very far apart in their positions. I like Stuart’s idea of trading things you value unequally. I have come across this many times in my own negotiations. There are often times that you can offer services to another party that you consider to be trivial but the other party finds essential. The only way to find those issues or services is by engaging in active communication and active listening. Stuart also writes about finding your negotiating party’s standards. I find that this is usually very easy to identify and is very helpful especially when the person you negotiate with appears to be inflexible. There are many more strategies covered in the book. I find that Stuart does a great job of introducing anecdotal information and is a good storyteller which draws the reader deeper into the text. He highlights examples of good and bad negotiation and analyzes why they were effective or not. I highly recommend this book to anyone interested in enhancing their communications skills.