Getting more : how to negotiate to achieve your goals in the real world / Stuart Diamond.

Thinking different — People are (almost) everything — Perception and communication — Hard bargainers and standards — Trading items of unequal value — Emotion — Putting it all together : problem-solving model — Dealing with cultural differences — Getting more at work — Getting more in the marketplace — Relationships — Kids and parents — Travel — Getting more around town — Public issues — How to do it.

Negotiation is part of every human encounter, and most of us do it badly. Whether dealing with family, a business, or diplomacy, people often fail to meet their goals in every country and context. They focus on power and win-win instead of relationships and perceptions. They don't find enough things to trade. They think others should be rational when they should be dealing with emotions. They get distracted from their goals.

In this revolutionary and seminal bestselling book, leading negotiation practitioner, coach and professor Stuart Diamond shows how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. Drawing on thirty-plus years of research involving 30,000 people across 45 countries - ranging from political and corporate leaders to administrative assistants, lawyers, housewives, students, and labourers - he outlines specific, practical and better ways to deal with others. To this, he adds his 40-year experience as a corporate executive, Harvard-trained attorney, and Pulitzer Prize-winning journalist.

Getting More is based on Professor Diamond's award-winning negotiations course at The Wharton Business School, where it has been the most sought-after course by students for almost two decades. It contains a powerful toolkit that can be used in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors. His advice is brought to life in an accessible and entertaining manner through the stories of hundreds of people who have used the toolkit with great success.

MSc International Business: Unit 6. Managing Cross-Cultural Interactions