5.2 Getting More

In Getting More (2010), Stuart Diamond’s approach focuses on finding and valuing the perceptions and emotions of others rather than using the traditional tactics of power, logic, and leverage. “Think of yourself as the least important person in the negotiation,” a written quote on his website suggests. “Even with hard bargainers, it has to begin with their feelings and perceptions, their sensibilities” (The Getting More Model, n.d.).

Getting More emphasizes valuing the trust aspect of negotiations, encouraging participants to be transparent and constructive, not manipulative. He even encourages parties to “make emotional payments,” that is, tapping into the other party’s emotional psyche with empathy or simply by valuing them. Getting More takes the idea of preserving a relationship during the bargaining process and escalates it to the next step by actually leveraging the personal connection.

Examples

This negotiations model has been adopted by U.S. Special Operations Command for the training of U.S. Special Forces, Green Berets, U.S. Navy Seals, the U.S. Marines and other units, and Google has used the book to train 12,000 of their employees worldwide.

 

 

 

 

“Module 11: Conflict and Negotiation” from Organizational Behaviour and Human Relations by Barbara Egel and Robert Danielson is licensed under a Creative Commons Attribution 4.0 International license, except where otherwise noted.