Academic journal article Military Review

GETTING MORE: How You Can Negotiate to Succeed in Work and Life

Academic journal article Military Review

GETTING MORE: How You Can Negotiate to Succeed in Work and Life

Article excerpt

GETTING MORE: How You Can Negotiate to Succeed in Work and Life

Stuart Diamond, Three Rivers Press, New York, 2012, 416 pages

Every reader who wants to learn how to get more of what he or she personally values, from improved stability in an Afghan village to a child eating dinner without a fuss, should read Getting More: How You Can Negotiate to Succeed in Work and Life.

Stuart Diamond is one of the world's leading negotiation strategists, and he has advised corporate and governmental leaders in over forty countries; academic and military leaders also trust his advice. He currently teaches negotiation at the University of Pennsylvania's Wharton Business School, and he previously taught negotiation at Columbia, New York University, Berkeley, Oxford, and Harvard. Retired Adm. William McRaven, former commander of U.S. Special Operations Command, included Getting More as one of only fourteen books on his 2014 reading list.

Diamond's thesis is that every interaction in life is a negotiation. Consistently using the strategies discussed throughout the book results in a marked improvement toward getting more of what the reader values. As Diamond explains his negotiation techniques, he illustrates his points with anecdotes about real-world successes from his students. Those stories are concise and appropriate. Each illustration lends practical credibility to Diamond's theories. Collectively, they motivate the reader to try the negotiation tools explained in the book.

Diamond organizes Getting More into three primary topics. First, he contrasts his theory with other well-known negotiation styles. For example, he strongly disagrees with using leverage to coerce other parties in a negotiation. He also shuns purely logical win-win arguments. Instead, his negotiation approach centers on building relationships, situational relativity, and incremental progress toward clear goals.

Second, he explains the details of his many strategies to progress toward one's goals. …

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