IBA Karachi Negotiations for Top Leaders, How to Negotiate to Succeed work life
Institute of Business Administration Karachi
The Getting More model was developed over 20 years of research among 30,000 people in 50 countries by Wharton Business School Professor Stuart Diamond, who was Associate Director of the Harvard Negotiation Project and executive director of its outside negotiation consulting firm, Conflict Management.
The Getting More model challenges the conventional wisdom of power, leverage, logic, threats, walking out and win-win, all based on research that is now 40 years old. The new model says that finding, understanding and valuing the pictures in the heads of the other parties creates four times as much value – twice as many deals and each deal averages twice as much. That’s because if you understand their perceptions and emotions, you have a better starting point. If you value those perceptions, they are more likely to agree.
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