Expert explains situation specific negotiation strategies

Posted by Elena del Valle on March 2, 2012

Getting More book cover

Getting More book cover

Photos: Sullivan and Partners

Stuart Diamond, a Pulitzer Prize Winner and Wharton School of Business professor who taught negotiation to 30,000 people in 45 countries, believes obtaining the most out of a negotiation varies with the situation. Although it may sometimes seem counter intuitive, good negotiations are about more than the familiar win-win or win-loose approaches, according to Diamond. In Getting More: How to Negotiate to Achieve Your Goals in the Real World (Crown Business, $26), a 400-page hardcover book published in 2010, Diamond outlines his situation specific approach to negotiation in 16 chapters.

Based on years of personal experience and the experience of his students, including 400 anecdotes in the book, he believes that: focusing on your goals, being knowledgeable about the other party and making human contact is key to success; emotion destroys negotiation; preparing, even briefly, is essential; dealing with the decision maker is necessary; acknowledging the other party’s power and position may be helpful; an incremental strategy can be most productive; being yourself and transparent is conducive to good negotiations; constant communication is powerful; identifying the source of the problem and converting it into an opportunity can lead to getting more in the negotiation; celebrating differences can be conducive to better negotiations; using power in a negotiation may harm a relationship, and result in retaliation and loss of credibility.

Stuart Diamond, author, Getting More

Stuart Diamond, author, Getting More

To get more when negotiating he relies on emotional sensitivity, clear goals, relationships, being incremental and viewing each situation independently; trusting while insisting on commitments in return. According to his biography, Diamond has advised executives from Google, Microsoft, JP Morgan, and Prudential as well as managers from more than 200 of the Fortune 500 countries.