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

by Stuart Diamond

A significant part of Getting More, however, concerns Quadrant II—analyzing the situation—that is, the pictures in the head of each party. Quadrant II is the key information collection quadrant. Step 6, “Perceptions,” is a major part of the Getting More model that makes it especially powerful. It refers to how each party, especially the other person, views the world. Use role reversal—that is, mentally put yourself in their shoes—to get a better idea about them. What are they thinking and feeling? What are the pictures in their heads? How do they view relationships? Are they emotional or angry? How is their culture different from yours? What are they conflictive about? Do they feel undervalued or disrespected? Step 7 refers to how perceptions, and in fact the whole situation, manifests itself in your conversation or communication with them. What is their style? Are the other person’s perceptions affecting your ability to communicate effectively? Are you sure you understand their communication, given differences in culture and emotion? Is what you think you said the