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Back to the Future

By Jennifer Lawinski  |  Posted 01-13-2012 Print

You're a tough negotiator when it comes to working with vendors to make sure your company gets the best technology it can for its money. But, how well do you negotiate when it comes to advancing your own career? Whether you're looking to move on to a new organization, or to get a raise and acknowledgement for your hard work and success at your current job, knowing what to say and how to say it can make the difference between getting what you want and being left out in the cold. According to 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, there are some sure-fire ways you can interact with your CEO, present or potential, to advance your career. The key, he says, 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." In his book, Diamond shares situation-specific examples on how to evaluate your goals, what could be standing in your way and who can help you get there. For more on Diamond's book, click here


It's better to ask how you can get a raise tomorrow than to ask for a raise for what you've done. Find out what the bar is, and surpass it.


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