Stuart Diamond: Crafting Winning Negotiation Strategies
Whether it is getting a salary raise at work or deciding on the terms of a joint venture, life is all about negotiations. Stuart Diamond, a professor at Wharton School of Business and author of the bestselling Getting More, believes that a lot of the negotiation tactics we often use are counterproductive. He says that the use of power, logic and strategies like win-win, good-cop bad-cop, for instance, fail to create the desired impact, and negotiators must instead focus more on perceptions and emotions. Diamond, who is also Google’s Principal Negotiation Instructor and a Pulitzer Prize winning journalist in his earlier career as a reporter with The New York Times, shared his ideas with CKGSB Knowledge during a recent visit to Beijing.