Getting More: How You Can Negotiate to Succeed in Work and Life

by Stuart Diamond

First, here it is: THE GETTING MORE MODEL (aka the Four Quadrant Negotiation Model) Quadrant I—Problems & Goals 1. Goals: short-/long-term. 2. Problem(s): in reaching goals. 3. Parties: List. Decision-maker, counterpart, third parties. 4. What if no deal? Worst case? 5. Preparation: Time, relative preparation. Who has more information? Quadrant II—Situation Analysis 6. Perceptions: Pictures in the head of each party? Role reversal, culture, trust, conflicts, relationships, emotion. 7. Communication: style, frequency, method. 8. Standards: theirs, norms. 9. Needs/Intangibles: rational, emotional, shared, conflicting, unequally valued. 10. Reexamine goals: Modify steps 1 to 9 as needed. Quadrant III—Options/Risk Reduction 11. Brainstorm: options to meet goals, needs. What to trade or link? 12. Incremental: steps to reduce risk. 13. Third parties: common enemies, influencers. 14. Framing: to create a vision, develop questions to ask. 15. Alternatives: to deal if necessary. Quadrant IV—Actions 16. Best options: Priorities, dealbreakers, giveaways. 17. Who presents: How and to whom?