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The idea of negotiation is polarizing to many people. There are some individuals for whom the idea of sitting down at a bargaining table produces sweaty palms and heart palpitations. Others view negotiation as the opportunity to flex some muscle and crush an opponent. In Getting More: How to Negotiate to Achieve Your Goals in the Real World, a book recently reviewed by Soundview Executive Book Summaries, author Stuart Diamond attempts to bring negotiation off the battlefield and into more friendly confines.
One of the key phrases that propels Diamond’s book is “If you come to a negotiation expecting a war, you will get one.” Also, Diamond points out, you will get less from the negotiation. This notion moves negotiation into the realm of a collaborative endeavor where both parties attempt to reach a mutually beneficial solution. There are no victors or vanquished in Diamond’s world. The book contains some memorable stories of successful, positive negotiations. One of the most impressive is Diamond’s own foray into the jungles of Bolivia. He successfully negotiated with native farmers to forgo planting and harvesting the coca plant (used in the production of cocaine) and instead replace it with bananas. Diamond crossed cultural, economic and potentially life-threatening lines to undertake this negotiation. It’s an impressive feat that fits perfectly into Diamond’s book.
If you’re interested in learning more about Getting More, you can visit Soundview’s Web site, Summary.com, to read a FREE review of this and hundreds of other top business titles. You can also keep up with all of the latest business books by subscribing to Soundview’s FREE e-newsletter BizBook Review of the Week.
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