EVER looked across the room and noticed how that friend / colleague / partner manages to work hi
s way around the most difficult of circumstances? And as the jealousy burns you up you can’t help but wonder “how does he do that?”
Well fret no more! Getting More by Stuart Diamond introduces the reader to the basics of the subtle art of negotiation and deals with most of heavy stuff too. This how – manual cuts the tall tales and extravagant promises. Throughout the book Stuart makes it painfully clear that the methods used aren’t going to make you the king of the world; but they will make you a lot more successful. From the very definition of negotiation to the vast arsenal one can choose from, Stuart’s advice is nothing short of revealing and he explicitly explains every tool one may use to raise the bar in every negotiation. In the process Stuart also goes about exploding popular myths and stereotypes. He dabbles with the various notions people have about “raw power”, “leverage” their application in negotiation. ”The problem with force is that it is very expensive, is not very reinforcing,” mentions Stuart. In the long run use of force normally leaves both parties worse off. On the other hand by tapping into the other party’s thoughts and feeling we get more not just now but repeatedly over a long term. Which is better?
The tips and tricks suggested in the volume are very subtle. To the untrained eye they are invisible. Yet they can’t be called manipulative. This is because by following Stuart’s steps both sides stand to benefit. He has thoroughly gone over each tool with a heavy use of examples. “Watch and learn”? , Well Getting More is close second. Illustratively, the use of clever tools such as “standards”, “intangibles” and “emotional payments” give you long term benefits, often with zero risk to yourself. Other instruments like role reversal may help form relationships or strengthen existing ones. Procedures like “being incremental” help in reaching means without compromising trust.
Stuart further addresses the needs of the reader by giving specific advice on what to do at work, in the market, home, and the public front. His advices are, as always, spruced up with ample examples, cutting across situations and cultures. The approach is holistic throughout the book and is sure to help anyone get through it with a general feeling of success.
Stuart Diamond runs the most popular class in Wharton Business School and his advice has helped thousands of people world over and has been able to save/make to the tune of millions of dollars. His unique methods have even been proved capable of weaning poor cultivators away from cocaine to bananas.
So whether you are up against cranky boss or a tough spouse, Getting More is sure to help you –well-get more.
(Portfolio Penguin, 80, Strand, London WC2R ORL, England)
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(SK Biswas, Other Books, Pp 173 (PB), Rs 190.00, Other Books, 1 Floor, New Way Building, Railway Link Road, Calicut-673 002, Kerala)