Power, Risk, Goals and Standards in Negotiation – The Sell Phones Case
3.0 substantive credits in PA, NY, NJ, IL, FL, and CT. From the innovative Penn Law curriculum. Become a more persuasive person in all areas of work and life.Watch Promo
Led by world-renowned expert, Professor Stuart Diamond, this is the second in our series of interactive and insightful cases designed to help you become a more persuasive person in all areas of work and life, from getting a raise to doing a billion dollar business deal to getting your kids to go to bed. In this case you'll negotiate a multi-party deal focused on building a phone company and learn the tools taught at top universities and Fortune 500 companies around the world.
What You'll Learn
You will discover a new method of interaction that will get you more in any negotiation. You'll negotiate with another person from around the world, watch interactive videos, and compare your results with thousands of other students.
In this class, you will become much more skilled at:
- Understanding and using negotiation power
- Setting and focusing on goals
- Using standards
- Assessing and minimizing risk
- Handling extreme behavior and emotion
Commitment: ~3 to 4 hours total (videos, real-time negotiation, and short quizzes)
Language: English (subtitles coming soon)
Prerequisites: You must first complete the introductory course in the series on buying and selling, The Pink Cadillac case. Sell Phones is the second class in the series and will build upon what you learn in the Pink Cadillac case.
Level: All levels. Whether you're a beginner or a seasoned negotiator, this class will give you the opportunity to learn tools, practice, and significantly improve your negotiation skills.
More About the Model
The Getting More model is gaining considerable traction around the world. At prominent tech companies, tens of thousands of employees have been trained and have brought billions of dollars in extra revenues. U.S. Special Operations, the military elite, says that the model is saving lives. Job seekers have gotten more jobs and raises. Millions of discounts have resulted. And legions of parents have gotten their kids to go to bed on time or otherwise listen. All of them get through the day now with more confidence and calm. You can too.
Professor Stuart Diamond, the founder of the innovative Getting More model, is one of the world’s foremost experts on negotiation. His negotiation course at top-ranked Wharton Business School was the most sought-after by MBA students for over 20 years. He used the Getting More process, which focuses on emotional intelligence, perceptions and collaboration while insisting on fairness, to solve the 2008 Writer Strike in Hollywood, a multibillion dollar electronic trading rights dispute in New York, and numerous international political and financial issues.
His book on negotiation, Getting More: How You Can Negotiate to Succeed in Work and Life, is a New York Times bestseller and #1 U.S. business bestseller on the Wall Street Journal and USA Today lists. It has sold more than 1.3 million copies worldwide and has been translated into 19 languages. The Wall Street Journal’s career site calls Getting More “#1 book to read for your career.”
Stuart Diamond is one of the world’s foremost experts on negotiation. His negotiation course at top-ranked Wharton Business School has been the most sought-after by MBA students there over the past 20 years. Diamond and his team of 25 have trained more than 12,000 Googlers in his innovative model of human interaction.
Professor Diamond has trained more than 5,000 Special Ops soldiers, the elite of the U.S. military: Navy SEALs, Green Berets, Marines, Special Forces and others in finding better ways to negotiate – from collecting better intelligence to dealing with the chain of command to meeting more family needs. “Saves lives,” was the comment written about his model by U.S. Special Operations Command.
Professor Diamond’s book on negotiations, Getting More: How To Be A More Persuasive Person in Work and Life, is a New York Times bestseller and #1 U.S. business bestseller on the Wall Street Journal and USA Today lists. Worldwide it has sold more than 1.2 million copies and has been translated into 19 languages. The Wall Street Journal’s career site calls Getting More “#1 book to read for your career.” Lawyers Weekly called it “phenomenal.” The Commander of U.S. Special Ops has placed it on his read list of 15 books; it is only one of two books on military science.
Professor Diamond has a law degree from Harvard, an MBA from Wharton. In a prior career he was a journalist for The New York Times, where he won a Pulitzer Prize as part of a team investigating the 1986 crash of the Space Shuttle Challenger. He was Associate Director of the Harvard Negotiation Project at Harvard Law School and directed its outside negotiation consulting firm.
He used the innovative Getting More process, which focuses on emotional intelligence, perceptions and collaborations — while insisting on fairness — to solve the 2008 Writer Strike in Hollywood; a multibillion dollar electronic trading rights dispute among exchanges in New York, and numerous international political and financial issues. They include coordinating the largest foreign-sourced commercial financing in Ukraine history, advising the President and ministers of Nicaragua in solving public image and insurgency issues, and developing an international strategy for a $14 billion petrochemical company in China.
Among the 30,000 people Diamond has taught or advised in 50+ countries, more than 220 are managers and executives from the Fortune 500 companies. Another 25% are of the Global 1000 community. He has trained school children in South Africa, bankers in Dubai, art dealers in Arizona and car dealers in Russia. He has also headed or managed companies in various industries. He has been chairman of a publicly-traded U.S. high tech company in the wireless space, convinced 3,000 farmers in Bolivia to forsake coca for bananas, operated a medical services company performing laser eye surgery and worked on Wall Street as an energy futures executive.
Besides Wharton, Professor Diamond has also taught at Penn Law School, Penn Engineering, Harvard, Oxford, Columbia, NYC, UC Berkeley and USC. He is also an expert in cross-cultural negotiation and diversity and has advised on the subject to the United Nations, World Bank and many companies. He has written 3 books, 2 documentary films and more than 2,000 articles, including dozens on page 1 of The New York Times.