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

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

4.3 47
by Stuart Diamond

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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


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

Editorial Reviews

From the Publisher
Acclaim For The New York Times Best-Seller, Getting More, And Author
Stuart Diamond
“#1 Business Book to read for your career in 2011.”  Wall Street Journal FINS blog
“Phenomenal.” Lawyers Weekly
“Brilliant.” Lisa Oz, Oprah Network
“This book will give the reader a massive advantage in any negotiation.”  Stephanie Camp, Senior Digital Strategist, Microsoft.
“Superb…counterintuitive…immensely useful.” Kirkus starred review (new books)

"The Getting More Model is the negotiation model of choice for our CEO clients & staff of Financial Advisors.”
Morgan Stanley Smith Barney
The book is amazing . . . extremely powerful in the real world. A must read!” Adam Guren, Chief Investment Officer, First New York Securities
“I am living proof that this course does pay! I saved $245 million for my company.” Richard T.   Morena, CFO, Asbury Park Press, NJ
 “The most valuable tools in my 15 years in sales, marketing, and business development.” Sandeep Sawhney, Director of Business Development, The Weather Channel

“The best training we have ever received on this or any subject. The benefits are immediate and tangible.”  John Sobel, Senior Vice President/General Counsel, Yahoo

“I am one of Stuart Diamond’s biggest fans; he taught me more than anyone I can recall.” Rob McIntosh, Procurement Director, Dell
“The crown jewel; it fundamentally changed my way of thinking.” Ravi Radhakrishnan, Senior Manager, Accenture
“The best book I’ve read after the Bible.” Jeff Schultz, Health Benefits Advocate, MN
“This book can change the world.” Craig Silverman, Investment Advisor, NY
“After just a few chapters, I became a better parent.” Vivek Nadkarni, Technology Exec, CA
“Life changing.” Kerri Kuhn, Morrison & Foester Law Firm, CA
“Wow, it really works! This stuff is truly valuable.” Matthew Doyle, Director, The Strauss Group HR & Executive Recruitment Co., Buffalo, NY.
“Cannot put it down!” Michael Magee, Director, Development Finance Bank, UK
“The first book I’ve bought that has actually made me money.” Owen Devitt, Marketing Executive, Enterprise Ireland, Irish Government
"I am still amazed how much I learned." Sylvia Reul, Managing Partner, Reul Law Firm, Germany
“Definitely, this book is a MUST for everybody.” Katrina Agustin, Network Marketing Firm, Philippines
Stuart Diamond is the master of negotiation.Robin Khuda, Executive Director, NEXTDC (data centers) Ltd., Australia & New Zealand.
“I rely on Stuart Diamond’s negotiation tools every day.”  Christian Hernandez, Head of International Business Development, Facebook.
“Practical, immediately applicable and highly effective.” Evan Wittenberg, Chief Talent Officer, Hewlett-Packard
“A flexible toolkit for getting your way, whether…a million-dollar deal, a botched restaurant dish, or a petulant 4-year-old.”  Psychology Today
“Stuart Diamond equipped me with the tools to be more effective in all of life’s pursuits.” Larry B. Loftus, Head of Procter & Gamble Far East
“For women, empowering and enabling.”  Umber Ahmad, Exec Director, Platinum Gate Capital Management; former vice president, Goldman Sachs
“Invaluable in helping me achieve my goals, whether on the field, in the office, or at home with my five children.” Anthony Noto, CFO, National Football League
“There isn’t an hour that goes by in my personal and professional lives when I don’t use what I learned from you…”  Bill Ruhl, Director, National Customer Service Operations, Verizon

“Wonderful!” Laura Chavez, Host, ABC’s “Let’s Talk Live.”

Product Details

The Crown Publishing Group
Publication date:
Sold by:
Random House
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File size:
1 MB

Meet the Author

STUART DIAMOND is one of the world’s leading experts on negotiation. He has advised executives and managers from more than 200 of the Fortune 500 companies, and taught 30,000 people in 45 countries, from country leaders and professionals to homemakers and school children. A professor from practice at The Wharton School of business, where his course has been the most popular over 13 years, he has also taught at Harvard, Columbia, NYU, USC, Oxford and Berkeley, and advised the U.N. and the World Bank.  A former associate director of the Harvard Negotiation Project at Harvard Law School, he has managed a variety of business ventures, including technology, medical services, energy, agriculture, finance and aviation.
He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize–winning reporter for the New York Times. His negotiation process solved the 2008 Hollywood Writers Strike, and has been selected by Google to train its 30,000 employees worldwide. Other clients include JP Morgan, Morgan Stanley, Microsoft and multiple companies in the healthcare field. He advised the top government leaders in Latvia in organizing their government after the fall of the Soviet Union, assisted Kuwait in rebuilding its government after the first Gulf War and advised the President and Foreign Minister of Nicaragua on more effective media and political strategies.
He also helps parents to get their young children to willingly brush their teeth and go to bed and shows employees and executives how to get better jobs and raises.
For more information, visit www.gettingmore.com

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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!