Book Byte #289 "Getting More" by Stuart Diamond
How You Can Negotiate to Succeed in Work and Life
📣 Curious Quotes from the Author
“If you make friends with the other party, they will look for ways to help you meet your goals.”
Think about meeting your goals, not about wining over someone else”
“Never make yourself the issue. Just because the other side is a jerk doesn't mean you should be a jerk.”
“The next time a police officer stops you for a traffic infraction, apologize and thank the officer for doing his or her job. You are valuing their judgment in stopping you. You are valuing the time they have spent building a career. And when you value other people, they give you stuff.”
“First, here it is: THE GETTING MORE MODEL (aka the Four Quadrant Negotiation Model) Quadrant I—Problems & Goals 1. Goals: short/long term. 2. Problem(s): in reaching your goals. 3. Parties: List. Decision-maker. Counterpart. Third parties. 4. What if no deal? Worst case? 5. Preparation: Time, relative preparation. Who has more information?”
“When the other party realizes you care about their feelings, they will listen more, making them more persuadable.”
“I’m not trying to hit home runs in negotiations. I’m trying to get one extra hit every nine games. It’s a good lesson for negotiation, and a good lesson for life. A few incremental improvements and you will be fabulously more successful.”
“How good is email as a communication device? “Terrible,” most people say. One reason is that email has no tone. It’s sort of like tofu—it takes on the flavor of what the recipient is feeling at the moment.”
“As in all negotiations, using third parties can help. But this cannot be perceived as manipulative in any way, or you risk hurting the relationship.”
“Common enemies bring parties closer together and make the negotiation easier. That’s why people complain about the weather;”
📚 Cognition of the Book’s Big Idea
You must be well-prepared, communicate effectively, and comprehend the standards and values of your negotiating partner if you want to get the most out of every negotiation and accomplish your objectives.
Until Tomorrow,
Jason (Founder Club255)