First ContactMaking a human connection makes it almost six times more likely you'll meet your goals: 90% versus 16%.
Looking to get a raise? Think you deserve a promotion? Hoping to land a new job? Knowing what to say and how to say it can be the difference between success and failure. But how do you know which cards to play? Stuart Diamond, author of Getting More: How to Negotiate to Achieve Your Goals in the Real World and a professor at the University of Pennsylvania's Wharton School of Business, says there are ways you can interact with bosses and hiring managers to get what you want. See also 10 Things Not To Put On Your Resume. The key, says Diamond, is focusing on people and emotions, instead of power and logic. Effective negotiation is situational; there is no one-size-fits-all model. "It’s time for a new model of human interaction," says Diamond. "Negotiating is not about gaining power over people to force your will on them. It is about how to get more, not getting everything, but doing better every single day." Diamond shares situation-specific ways to evaluate your goals, figure out what stand in your way, and who can help you. See also 10 Ways to Sell an Idea For more on Diamond's book, click here.
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