Stuart Diamond is a negotiation expert whose negotiation techniques are sought after by Fortune 500 companies. His book, Getting More: How to Negotiate to Achieve Your Goals in the Real World is a New York Times bestseller. It explains his 12 negotiating techniques, which he developed both as a business consultant and as a professor at The Wharton School, where he teaches a popular class on negotiation. By his count he has taught 30,000 people in 45 countries over the course of 20 years. His negotiating techniques, he says during an interview, can be boiled down to this.
“Perception and emotions are much more important than power and logic.”