How confident are you in your negotiation workshop, whether in your personal relationships, professional endeavors, or marketplace, including travel?
One book with a fresh perspective on negotiating is "Getting More: How to Negotiate to Achieve Your Goals in the Real World-The 12 Invisible Strategies That Changes Everything You Thought You Knew About Negotiating," by Stuart Diamond.
Diamond embodies 40 years of negotiation expertise and teaches a negotiation workshop for MBA students.
He shares his entire negotiation workshop in three broad questions:
The first six chapters explain Diamond's 12th invisible negotiation workshop. These methods aren't rocket science, but unless you already know how to do them; they're completely unseen he says. Five of those skills are:
Diamond emphasizes that mastering the twelve strategies occurs only through negotiation workshop; and that each method is situation-specific. He also uses the Baseball Hall of Fame as an analogy for your negotiation workshop efforts: "If you are a.280 hitter in baseball, and you get one extra hit every nine games, you become a.310 hitter in baseball. And that is worth a spot in the Baseball Hall of Fame and $10 million more in your compensation. All for one extra hit every thirty-six times at bat." You needn't hit a home run in a negotiation workshop. Aim for one extra hit every nine games and you'll be highly successful.
The people and processes used comprise more than 90 percent of what's important in a negotiation workshop says Diamond. The substance, facts, and expertise account for less than 10 percent, which is quite counterintuitive for most people.
Negotiating is often viewed as confrontational and manipulative, reserved only for the most talented. Diamond says that great negotiators are developed, not born. Becoming a better negotiator with a negotiation workshop will enhance your self-confidence and provide a detailed approach to problem solving. It will also produce greater control over your life, more money and more peace of mind.
Getting More's chapters include Getting More at Work, Getting More in the Marketplace, Parents and Kids, and Travel. Chapter 15, entitled "Public Issues" provides prescient insight on some of the key questions to ask when evaluating how well people are doing in solving a problem. Those challenges could be within the local school board or halfway around the world in the Middle East. The answers will reveal whether you have the right people negotiating, and the right processes.
If you're looking to hone your negotiation skills, Getting More will provide some clear direction.