From outlookindia.com

Vikas Khemani of Edelweiss Financial Services reviews Stuart Diamond’s How to Negotiate to Achieve Your Goals in the Real World

Negotiation is something I do for a living. As the father of a young child, negotiation is something I have to do at home as well, especially if I have to get my daughter to eat her vegetables. My approach to negotiations so far was a rational one, based on facts, and the attempt would always be to arrive at a ‘win-win’ situation for both sides. Most often it worked, sometimes it didn’t. Getting More: How to Negotiate to Achieve Your Goals in the Real Worldby Stuart Diamond, was an eye-opener.

Diamond is a Pulitzer-winning journalist for The New York Times, a Harvard-trained attorney, Wharton MBA, UN consultant and has served as manager and executive in many sectors. Currently, he teaches a course on negotiation at the Wharton School of the University of Pennsylvania. This book draws upon his vast experience and has several case studies drawn from the work of over 400 of his students. The book’s fundamental premise is that negotiation is at the heart of human interaction. One can’t get away from it, one can only choose to do it well or badly.

In his view, there is no difference between negotiation and persuasion, communication and selling. All four fields are based on achieving goals, are focused on people, and can be situational. All four share the fundamental aim of negotiation, “to meet your goals,” says Diamond.

The author says that since the people involved make up 90% of a negotiation — substance accounting for only 10% — one must negotiate based on one’s understanding of the “pictures in the head of the other party”.

Read more [HERE].