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Getting More
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402쪽 | 340.36 * 518.16 * 76.20 (cm)
ISBN-10 : 0307716902
ISBN-13 : 9780307716903
Getting More [Paperback] 중고
저자 Diamond, Stuart | 출판사 Three Rivers Press (CA)
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2012년 8월 21일 출간
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Related LinksThis new model of human interaction has been chosen by Google to train the entire company worldwide (30,000 employees), is the #1 book for your career chosen by The Wall Street Journal’s website, and is labeled “phenomenal” by Lawyers’ Weekly and “brilliant” by Liza Oz of the Oprah network.

Based on more than 20 years of research and practice among 30,000 people in 45 countries, Getting More concludes that finding and valuing the other party’s emotions and perceptions creates far more value than the conventional wisdom of power and logic. It is intended to provide better agreements for everyone no matter what they negotiate ? from jobs to kids to billion dollar deals to shopping.

The book, a New York Times bestseller and #1 Wall Street Journal business best seller, is based on Professor Stuart Diamond’s award-winning course at the Wharton Business School, where the course has been the most popular over 13 years. It challenges the conventional wisdom on every page, from “win-win” to BATNA to rationality to the use of power. Companies have made billions of dollars so far using his new model and parents have gotten their 4-year-olds to willingly brush their teeth and go to bed.

Prof. Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Harvard-trained attorney, Wharton MBA, U.N. Consultant in many countries and manager and executive in many sectors, including technology, agriculture, medical services, finance, energy and aviation. “The ROI from reading Getting More will make it the best investment you make this year,” says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. He added that the book was his team’s best investment of the year too. The model was also used to quickly solve the 2008 Hollywood Writer’s Strike.

The advice is addressed through the insightful stories of more than 400 people who have used Prof. Diamond’s tools with great success: A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. Better relationships with the family, including teenagers. Raises at work. Better jobs. Dealing with emotional situations. Meeting one’s goals. Finding better things to trade. Solving cultural and political problems, sports conflicts, and ordinary arguments.

The book is intended to be used in any situation. The most common response is “life changing”, beginning on page one. “The most inspirational book I have read this year” said David Simon, an attorney in San Francisco, CA. “This book can change the world,” says Craig Silverman, Investment Advisor, Long Island, NY

저자소개

저자 : Diamond, Stuart
STUART DIAMOND is one of the world’s leading experts on negotiation. He has advised executives and managers from more than 200 of the Fortune 500 companies, and taught 30,000 people in 45 countries, from country leaders and professionals to homemakers and school children. A professor from practice at The Wharton School of business, where his course has been the most popular over 13 years, he has also taught at Harvard, Columbia, NYU, USC, Oxford and Berkeley, and advised the U.N. and the World Bank. A former associate director of the Harvard Negotiation Project at Harvard Law School, he has managed a variety of business ventures, including technology, medical services, energy, agriculture, finance and aviation.

He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize?winning reporter for the New York Times. His negotiation process solved the 2008 Hollywood Writers Strike, and has been selected by Google to train its 30,000 employees worldwide. Other clients include JP Morgan, Morgan Stanley, Microsoft and multiple companies in the healthcare field. He advised the top government leaders in Latvia in organizing their government after the fall of the Soviet Union, assisted Kuwait in rebuilding its government after the first Gulf War and advised the President and Foreign Minister of Nicaragua on more effective media and political strategies.

He also helps parents to get their young children to willingly brush their teeth and go to bed and shows employees and executives how to get better jobs and raises.

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  • Review: Getting More | be**y0504 | 2015.12.20 | 5점 만점에 4점 | 추천:0
    Getting more is one of the best books in the field of business and it ...

    Getting more is one of the best books in the field of business and it is read by millions of people around the world. The book provides practical guide on how to become a better negotiator. The subtitle explains the concept of the book quite well: How to Negotiate to Achieve Your Goals in the Real World. I would recommend this book not only to businessmen but also to people who are interested in human interaction.  

     

       Beginning his story, the author said that every time people interact, there is negotiation going on: verbally or nonverbally, consciously or unconsciously. It reminds me of how much the negotiation takes up a part of my life. In the early chapters of the book, they cover the basic principles and concepts of negotiation. The author presents a somewhat more touchy-feely approach. Among his proposals, the most impressive one is that place importance on human connection. Most people including me easily think we can achieve what we want only with fertile negotiating tactics. However, he believes the negotiation is about the people; therefore, the success of it may depend on the relationship with the people. He picks out the point well which people usually ignore at the negotiating table.  

     

       One of the salient features of the book is that it illustrates abundant and interesting anecdotes. This can be both its strengths and weaknesses. Various examples show us that it is possible to improve negotiation skills and apply them in our real life. Nevertheless, some examples do not seem practical because of cultural differences between Korea and the United States. For example, in American society, small talk is natural and people will be able to use it as a strategy. After reading, I am curious about whether this strategy is also applicable to our society. Compared to American, Korean people may not be used to talking with a stranger. Another weak point of the book is it requires an investment of your time. Much of content seemed redundant and repetitive. Although it has some weaknesses, I believe the book is worth reading.   

  • getting more review | ja**ekwon | 2015.12.18 | 5점 만점에 3점 | 추천:0
    Stuart Diamond has covered a wide scope of how to negotiate effective...

    Stuart Diamond has covered a wide scope of how to negotiate effectively in this book, suggesting readers to follow his steps to get what you want from the person or people sitting in front of you. He dealt with and put a huge emphasis on people who you are talking to by being in their shoes first. I like how he emphasized on people unlike other negotiators. However, I personally am not fond of this book.

    I especially did not like the part when the author gives an example of negotiating with the police officer or getting a discount from a salesclerk, etc. I just didn’t like him proudly giving examples that do not seem so reasonable to me and these even raised my eyebrows when reading. How can negotiating with police officer after violating laws can be negotiation? How can getting more discounts from the salesclerk by saying “I must be the only one sending you a condolence so please give me more discount for being a nice guy.” be called as negotiation? I was expecting the author to mainly discuss about how to negotiate properly but effectively when you are dealing with something more serious such as in a contract or business meeting with other companies. I think the author was so short of materials through his thick book that he ended up including extra things that lower the value of his real intention. The title of this book, “Getting more” attracted me at first because I wanted to know more about effective negotiation. However, after reading this whole book, my impression of this title changed negatively to excessive greed of someone who wants to get more things in his own way in the name of “negotiation”.  

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