Getting More: How to Negotiate to Achieve Your Goals in the Real World

Getting More: How to Negotiate to Achieve Your Goals in the Real World

4.3 47
by Stuart Diamond
     
 

ISBN-10: 0307716899

ISBN-13: 9780307716897

Pub. Date: 12/28/2010

Publisher: The Crown Publishing Group

This new model of human interaction has been chosen by Google to train the entire company worldwide (30,000 employees), is the #1 book for your career chosen by The Wall Street Journal’s website, and is labeled “phenomenal” by Lawyers’ Weekly and “brilliant” by Liza Oz of the Oprah network.
 
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Overview

This new model of human interaction has been chosen by Google to train the entire company worldwide (30,000 employees), is the #1 book for your career chosen by The Wall Street Journal’s website, and is labeled “phenomenal” by Lawyers’ Weekly and “brilliant” by Liza Oz of the Oprah network.
 
Based on more than 20 years of research and practice among 30,000 people in 45 countries, Getting More concludes that finding and valuing the other party’s emotions and perceptions creates far more value than the conventional wisdom of power and logic. It is intended to provide better agreements for everyone no matter what they negotiate – from jobs to kids to billion dollar deals to shopping.
 
The book, a New York Times bestseller and #1 Wall Street Journal business best seller, is based on Professor Stuart Diamond’s award-winning course at the Wharton Business School, where the course has been the most popular over 13 years. It challenges the conventional wisdom on every page, from “win-win” to BATNA to rationality to the use of power. Companies have made billions of dollars so far using his new model and parents have gotten their 4-year-olds to willingly brush their teeth and go to bed.
 
Prof. Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Harvard-trained attorney, Wharton MBA, U.N. Consultant in many countries and manager and executive in many sectors, including technology, agriculture, medical services, finance, energy and aviation. “The ROI from reading Getting More will make it the best investment you make this year,” says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. He added that the book was his team’s best investment of the year too. The model was also used to quickly solve the 2008 Hollywood Writer’s Strike.
 
The advice is addressed through the insightful stories of more than 400 people who have used Prof. Diamond’s tools with great success: A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. Better relationships with the family, including teenagers. Raises at work. Better jobs. Dealing with emotional situations. Meeting one’s goals. Finding better things to trade. Solving cultural and political problems, sports conflicts, and ordinary arguments.
 
The book is intended to be used in any situation. The most common response is “life changing”, beginning on page one. “The most inspirational book I have read this year” said David Simon, an attorney in San Francisco, CA. “This book can change the world,” says Craig Silverman, Investment Advisor, Long Island, NY

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Product Details

ISBN-13:
9780307716897
Publisher:
The Crown Publishing Group
Publication date:
12/28/2010
Pages:
416
Sales rank:
369,207
Product dimensions:
6.88(w) x 11.18(h) x 1.40(d)

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Getting More 4.4 out of 5 based on 0 ratings. 47 reviews.
gl More than 1 year ago
I was lucky enough to have Professor Diamond as a Negotiations professor at University of Pennsylvania Law School. He was a tough teacher because he made us practice his techniques inside and outside of class. But his class has been one of the most valuable ones I've taken in my life. I rely on the 4 Quadrant exercise to prep for any critical negotiation - and even my mom and brothers have learned to appreciate its effectiveness. We recently used it to help my husband negotiate his benefits & salary at his new job.
Anonymous More than 1 year ago
This book definitely taught me things that will stick with me.
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Anonymous More than 1 year ago
Stuart Diamond was one of the best professors I have ever had and I jumped at the chance to buy his book. I can tell you first hand his ideas changed the way I have discussions, deal with conflict and of course handle negotiations. It also feels right to try to maximize value for yourself AND your negotiating partner. I can't recommend this book highly enough.
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MillersM More than 1 year ago
This was a really good book. It was definitely worth the read. The process that Stuart lays out could be beneficial in negotiations. I did find it just a bit complicated though and wonder if it is possible to learn all the strategies and techniques as thoroughly as he demonstrates. Although there are only 12 strategies to follow, there are also many key points that have to be taken into account in every situation, and sometimes very quickly. I agree with Stuart when he says it will take quite a bit of review and practice to be able to use it at anytime, but I am already finding the effort well worth it!
Alana75 More than 1 year ago
Getting More was a great read and full of useful tools to navigate any negotiation. It does not promise magic solutions or phrases. Instead, it offers a map to follow and sound tools to use in many different types of negotiation. Not all of the tools will fit every situation, but Stuart shows that by practicing them, you will be able to quickly determine which of them will help you achieve your goal.
Anonymous More than 1 year ago
I found this book to be insightful and a very interesting read. The process the Stuart recommends is easily understood and full of shrewd common sense. For example, he reminds the reader to seek out the person who can make the decision in a negotiation. This may sound like common sense, but is actually a common mistake. Stuart shows through his examples how to know when you are dealing with the person who can actually make your goal a reality. An excellent resource!
sssams6 More than 1 year ago
Getting More takes a close look at negotiating successfully. Surprisingly, Stuart Diamond reveals that most negotiations break down because no one is solving the real problem. His real-life approach to making a personal connection with people in order to find the actual problem is eye-opening! This combined with all of the other strategies he reveals combine to make a successful negotiation possible.
Anonymous More than 1 year ago
This book is very well written. Stuart Diamond does a great job of making the process understandable and achievable. It is a lot of information to take in, and there are a lot of examples provided to read through. However, there is sound logic in the ideas presented, if one is willing to take the time to put them into practice.
Sarscross More than 1 year ago
I really enjoyed reading Getting More. It was a fascinating look at negotiating and how much is actually involved in the process. There is even a website provided to download the wallet size summary to keep with you for review and practice. There are so many interactions in life where this information will be useful!
Anonymous More than 1 year ago
There is no certain type of person I would recommend this book to because it is applicable to anyone attempting to get what they need. Stuart shows us how many ways we negotiate already in everyday life. From someone negotiating a raise at work to a parent negotiating with kids at home, Getting More clearly shows how to get what you need from any situation.
AngelaMAM More than 1 year ago
Getting More may sound like a book on aggressive negotiating tactics, however it is anything but. Stuart repeatedly reminds us to avoid aggression and instead concentrate on collaboration to successfully negotiate. This does not mean compromising or avoiding. Instead, he reminds the reader to be creative in finding joint gains and even trade items of unequal value. Mastering these skills will no doubt yield better rewards than using aggression, as he so clearly shows.
Janettp71 More than 1 year ago
At first, I thought Getting More would be a dry business book about corporate negotiating. I was certainly wrong. This book is the perfect tool for anyone wanting to learn better negotiating strategies in ANY area of their life! I have already begun to use them!