Military Review English Edition March-April 2016 - Page 126

GETTING MORE: How You Can Negotiate to Succeed in Work and Life Stuart Diamond, Three Rivers Press, New York, 2012, 416 pages E very reader who wants to learn how to get more of what he or she personally values, from improved stability in an Afghan village to a child eating dinner without a fuss, should read Getting More: How You Can Negotiate to Succeed in Work and Life. Stuart Diamond is one of the world’s leading negotiation strategists, and he has advised corporate and governmental leaders in over forty countries; academic and military leaders also trust his advice. He currently teaches negotiation at the University of Pennsylvania’s Wharton Business School, and he previously taught negotiation at Columbia, New York University, Berkeley, Oxford, and Harvard. Retired Adm. William McRaven, former commander of U.S. Special Operations Command, included Getting More as one of only fourteen books on his 2014 reading list. Diamond’s thesis is that every interaction in life is a negotiation. Consistently using the strategies discussed throughout the book results in a marked improvement toward getting more of what the reader values. As Diamond explains his negotiation techniques, he illustrates his points with anecdotes about real-world successes from his students. Those stories are concise and appropriate. Each illustration lends practical credibility to Diamond’s theories. Collectively, they motivate the reader to try the negotiation tools explained in the book. Diamond organizes Getting More into three primary topics. First, he contrasts his theory with other well-known negotiation styles. For example, he strongly disagrees with using leverage to coerce other parties in a negotiation. He also shuns purely logical win-win arguments. Instead, his negotiation approach centers on building relationships, situational relativity, and incremental progress toward clear goals. Second, he explains the details of his many strategies to progress toward one’s goals. One of his primary techniques is trading items of unequal value. Diamond explains, “First, find out what each party cares and doesn’t care about, big and small, tangible and intangible, in the 124 deal or outside the deal, rational and emotional. Then trade off items that one party values but the other party doesn’t.” Only creativity limits negotiations. Another technique uses the other party’s standards to frame the situation. Diamond’s students showed scores of convincing examples using this technique: from negotiating with Comcast about poor customer service to buying sponsorship rights from a professional sports team. In addition to techniques like these, he also explains that no individual technique is flawless in every situation. The cumulative goal is improving one’s batting average, not total victory. Third, Diamond shows how to apply his many negotiation techniques in a variety of settings. Constantly prepare. Understand the other party’s needs, and keep asking questions to refine one’s understanding of those needs. Always stay focused on one’s own goals. Through the myriad settings and student examples, the reader feels overwhelmingly convinced of the validity of Diamond’s techniques. The only weakness in Diamond’s strategy is that it requires the reader to practice, as success depends on one’s effort. One must use the techniques and work to master them. Luckily, Diamond’s approachable writing style motivates the reader to try. Throughout Getting More, he proves how commonplace negotiations are in daily life. Diamond’s strategies teach the reader how to get more of what each reader values, and the student examples show the reader success is possible. If one wants to get more in life, reading this book is a good place to start. Maj. Christie Downs, U.S. Army, Fort Leavenworth, Kansas THE RUSSIAN ARMY IN THE GREAT WAR: The Eastern Front, 1914-1917 David R. Stone, University Press of Kansas, Lawrence, Kansas, 2015, 368 pages T he centenary of the First World War has been met with a flood of commemorative scholarship and events, helping us to reassess the causes and course of the war. David Stone’s The Russian Army in the Great War: The Eastern Front is a very necessary reexamination of the Eastern Front. This is the first English language general work about March-April 2016  MILITARY REVIEW