Summary : Getting More – Stuart Diamond

If I get too aggressive, let me know

If people don’t believe you, it’s hard to convince them of anything

usually strive to be consistent with their standards.”

is a fundamental tenet of human psychology that people hate to contradict themselves. So if you give people a choice between being consistent with their standards – with what they have said and promised previously – and contradicting their standards, people will

What do I have to do here to get people to want to do things which will help us move forward?”

When people are irrational, words don’t count. Emotions do

When the party you negotiate with says “I hate you,” your response should be “Tell me more

In a meeting, if someone is extreme, you

might turn to the other members of that person’s team and say something like, ‘Do you all agree with each and every word that was just said?’ If there is any hesitation, ask for a break. Maybe they can talk some sense into the person being extreme.”

Any time you incorporate items of unequal value to the parties into a negotiation, you expand the pie and create more opportunities for everyone.