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.

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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. 12 strategies for negotiation
1. Setting goals
2. It’s about them
3. Make emotional payments
4. Every situation different
5. Bite‐sized chunks best
6. Trade unequal things

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. 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. 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. From pictures to goals
Too big a jump in one step
Pictures in Your goals
their heads
Bite‐sized steps

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