How to Negotiate to Achieve your Goals in the Real WorldBook - 2010
Negotiation is part of every human encounter, and most of us do it badly. Whether dealing with family, a business, or diplomacy, people in every country and context often fail to meet their goals. They focus on power and "win-win" instead of relationships and perceptions. They don't find enough things to trade. They think others should be rational when they should be dealing with emotions. They get distracted from their goals. In this revolutionary book, leading negotiation practitioner and professor Stuart Diamond draws on the research and practice of 30,000 people he has taught and advised in forty-five countries over two docades to outline specific, practical, and better ways to deal with others. They range from country and corporate leaders to administrative assistants, lawyers, housewives, students, and laborers. To this he adds his forty years of experience as an executive, a Harvard-trained attorney, and a Pulitzer Prize-winning journalist.
Publisher: New York : Three Rivers, 2010
Edition: First paperback edition
Characteristics: x, 402 pages : illustrations ; 21 cm
Alternative Title: How to negotiate to achieve your goals in the real world