Get It! Street-Smart Negotiation at Work by Brian J. Dietmeyer

Last updated: Aug 10, 2023

Summary of Get It! Street-Smart Negotiation at Work by Brian J. Dietmeyer

Get It! Street-Smart Negotiation at Work by Brian J. Dietmeyer is a comprehensive guide that provides practical strategies and techniques for successful negotiation in the workplace. The book is divided into three parts, each focusing on different aspects of negotiation.

In Part 1, Dietmeyer introduces the concept of street-smart negotiation and emphasizes the importance of preparation. He highlights the significance of understanding one's own negotiation style and the styles of others involved in the negotiation process. The author also emphasizes the need to gather information and conduct thorough research to gain a competitive advantage.

Part 2 delves into the actual negotiation process. Dietmeyer provides a step-by-step framework for effective negotiation, starting with setting objectives and establishing a clear strategy. He emphasizes the importance of active listening and effective communication skills to build rapport and trust with the other party. The author also discusses various tactics and techniques, such as framing, anchoring, and making concessions, to achieve favorable outcomes.

In Part 3, Dietmeyer focuses on managing difficult negotiation situations and handling conflicts. He provides guidance on dealing with aggressive negotiators, managing emotions, and overcoming impasses. The author also emphasizes the importance of maintaining a win-win mindset and seeking mutually beneficial solutions.

Throughout the book, Dietmeyer provides real-life examples and case studies to illustrate the concepts and techniques discussed. He also includes practical exercises and self-assessment tools to help readers apply the principles of street-smart negotiation in their own professional lives.

Overall, Get It! Street-Smart Negotiation at Work is a comprehensive and practical guide that equips readers with the necessary skills and strategies to navigate complex negotiation scenarios in the workplace. Whether you are a seasoned negotiator or a beginner, this book offers valuable insights and actionable advice to achieve successful outcomes in any negotiation situation.

1. The Power of Preparation

One of the key takeaways from "Get It! Street-Smart Negotiation at Work" is the importance of preparation in negotiation. Dietmeyer emphasizes that thorough preparation is essential for success in any negotiation. This involves researching and understanding the other party's interests, needs, and potential objections. By doing so, you can anticipate their moves and develop effective strategies to achieve your desired outcome.

Preparation also involves setting clear objectives and determining your walk-away point. This ensures that you have a clear understanding of what you want to achieve and what you are willing to compromise on. By being well-prepared, you can enter negotiations with confidence and increase your chances of reaching a favorable agreement.

2. Building Rapport and Trust

In "Get It! Street-Smart Negotiation at Work," Dietmeyer emphasizes the importance of building rapport and trust with the other party. He explains that negotiation is not just about the transactional aspects but also about building relationships. By establishing a positive rapport, you can create a more collaborative and open environment for negotiation.

Dietmeyer suggests various techniques for building rapport, such as active listening, finding common ground, and showing empathy. By demonstrating genuine interest in the other party's perspective and needs, you can foster trust and increase the likelihood of reaching a mutually beneficial agreement. Building rapport and trust also lays the foundation for future negotiations and ongoing business relationships.

3. The Power of Silence

An interesting insight from "Get It! Street-Smart Negotiation at Work" is the power of silence during negotiations. Dietmeyer explains that silence can be a powerful tool to gain an advantage in negotiations. By staying silent after making an offer or proposal, you can create discomfort and encourage the other party to fill the silence with concessions or additional information.

This technique, known as the "silence treatment," can be particularly effective when used strategically. It requires discipline and patience, as it may feel uncomfortable to remain silent. However, by using silence strategically, you can gain valuable information, create a sense of urgency, and potentially secure a better deal.

4. The Importance of Active Listening

Dietmeyer highlights the significance of active listening in negotiation. Active listening involves fully focusing on the other party's words, non-verbal cues, and emotions. By actively listening, you can gain a deeper understanding of the other party's needs, interests, and concerns.

Active listening also helps build rapport and trust, as it shows that you value the other party's perspective. It allows you to ask relevant and insightful questions, which can lead to more productive and meaningful discussions. By practicing active listening, you can uncover hidden opportunities, address potential obstacles, and ultimately achieve better negotiation outcomes.

5. The Art of Framing

In "Get It! Street-Smart Negotiation at Work," Dietmeyer explores the concept of framing and its impact on negotiations. Framing involves presenting information or proposals in a way that influences the other party's perception and decision-making.

Dietmeyer suggests using positive framing, where you emphasize the benefits and advantages of your proposal, rather than focusing on the drawbacks. By framing your proposals in a positive light, you can shape the other party's perception and increase the likelihood of acceptance. Additionally, framing can be used to reframe objections or challenges into opportunities for collaboration and win-win solutions.

6. The Power of Patience

Patience is a key takeaway from "Get It! Street-Smart Negotiation at Work." Dietmeyer emphasizes the importance of staying patient and not rushing the negotiation process. Negotiations can often be complex and time-consuming, requiring careful consideration and analysis.

By practicing patience, you can avoid making impulsive decisions or concessions that may not be in your best interest. Patience also allows you to gather more information, explore alternative options, and potentially uncover hidden opportunities. By staying patient, you can maintain control over the negotiation process and increase your chances of achieving a favorable outcome.

7. The Value of Win-Win Solutions

Dietmeyer emphasizes the importance of seeking win-win solutions in negotiations. He argues that a win-win outcome is not only beneficial for both parties involved but also strengthens the long-term relationship and fosters future collaboration.

By focusing on win-win solutions, you can shift the negotiation from a zero-sum game to a collaborative problem-solving exercise. This involves actively seeking common ground, exploring creative options, and considering the other party's interests. By prioritizing win-win solutions, you can build trust, enhance your reputation, and create a foundation for future successful negotiations.

8. The Role of Emotional Intelligence

Emotional intelligence plays a significant role in negotiation, as highlighted in "Get It! Street-Smart Negotiation at Work." Dietmeyer explains that understanding and managing emotions, both your own and the other party's, can greatly impact the negotiation process and outcomes.

By developing emotional intelligence, you can effectively manage conflicts, diffuse tense situations, and build rapport. This involves recognizing and controlling your emotions, as well as empathizing with the other party's emotions. Emotional intelligence allows you to navigate negotiations with empathy, flexibility, and resilience, ultimately leading to more successful and satisfying outcomes.