Be Among the First to Assign Renowned Negotiator and Wharton Professor Stuart Diamond’s Negotiation Book, Getting More

December 7, 2010 at 9:53 pm Leave a comment

For a Limited Time: Free Copy Available to Professors*getting
*E-mail LeLee@randomhouse.com for a free copy

His life-changing course has been the most sought-after at The Wharton Business School for more than a decade. As a professor from practice at Wharton and an adjunct Professor at Penn Law School, Stuart Diamond has taught and consulted on negotiation in more than 40 countries from the Hollywood Writers’ Strike to billion dollar money deals to family business. His new book, GETTING MORE, debunks myths like “win-win” and “alternatives to agreement” and refocuses on meeting goals in an emotional world.

Here is an exclusive note from Prof. Diamond on his new book, Getting More:

My award-winning business negotiation course has been the most sought-after course at Wharton School of Business for 13 years, based on the school’s course auction. It has won more than 10 teaching awards, including half a dozen in the regular Wharton MBA program, three as the top elective in the Wharton Executive MBA program and the top elective course at Penn Law School and the NYU Executive MBA programs. I am thrilled to report that the course is now available as a book, Getting More.

Twenty years in the making, Getting More draws on more than 100,000 journals and other negotiation papers from the 30,000 people that I have taught at Wharton, University of Pennsylvania Law School, Harvard, Columbia, NYU, Berkeley, USC, Tulane, Oxford, as well as managers and attorneys from half of the Global 100 companies, including to senior government officials, in more than 40 countries.

The book also draws on my decades-long experience as a practicing negotiator and in addition to course work, can be used as the basis for outside consulting and training. In fact, managers from companies such as Microsoft, Yahoo, Eli Lilly and Proctor & Gamble have said that the material is the best they have ever seen on negotiation. More recently, my process was provided to The Writer’s Guild to solve their 2008 strike with the studios. My models were also used to solve a multibillion dollar electronic trading fee dispute on Wall Street and to put together the largest foreign-sourced commercial loan in the history of Ukraine.

The book itself is jargon-free, structured, and logical, with clear assignment possibilities. Cases, lessons, slides and teaching notes for the course are available separately (visit http://www.gettingmore.com or contact me at diamonds@wharton.upenn.edu for more information), and may be used in conjunction with the book. It is ultimately very different from the conventional wisdom on negotiation, and derives its quality and draw from those differences. Among the differences are the following:

• Power, and “leverage,” are greatly overrated as negotiation tools; their raw use is usually harmful to negotiation.

• Tactics like “Best Alternative to a Negotiated Agreement” (BATNA) tend to limit creativity and deals.

• The common tactic “interest-based” negotiation is too narrow to get the best deals.

• The world is irrational, so attempts to fit negotiation into a rationally-based framework, including game theory, miss the mark.

• The starting point for effective negotiations should be the perceptions of the other party—reasonable or not.

• Negotiation should be more about meeting goals in each situation than “win-win” or any other jargon-based formula.

• A comprehensive four quadrant model, the “Getting More” model, will help students to much better understand how to persuade the other side.

Over the years, countless students have remarked how my course’s innovative tools have helped them to negotiate benefits for themselves throughout the semester, and beyond; they have gone on to make millions of dollars, fixed relationships, get better jobs and gain confidence in the myriad encounters in their lives. With the book, I am pleased to say that these benefits are now available to students and negotiators everywhere.

ABOUT THE AUTHOR

STUART DIAMOND has taught and advised on negotiation and cultural diversity to corporate and government leaders in more than 40 countries, including in Eastern Europe, former Soviet Republics, China, Latin America, the Middle East, Canada, South Africa and the United States. He holds an M.B.A. with honors from Wharton School of Business, ranked #1 globally by The Financial Times where he is currently a professor from practice. For more than 90% of the semesters over the past 13 years his negotiation course has been the most popular in the school based on the course auction, and he has won multiple teaching awards. He has taught negotiation at Harvard Law School, from which he holds a law degree and is a former Associate Director of the Harvard Negotiation Project.

Author Website: www.gettingmore.com

Professors: To request a free copy, email, LeLee@randomhouse.com

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