Acclaim For The New York Times Best-Seller, Getting More, And Author
“#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.”
A former Pulitzer Prize–winning reporter for the New York Times, Diamond (Law/Univ. of Pennsylvania) debuts with a superb how-to based on his immensely popular course on negotiation.
The author prepares for any negotiation by asking himself, "What are my goals? Who are 'they'? What will it take to persuade them?" Depending on the answers, he then draws selectively on bargaining tools and strategies described in this anecdote-rich book. Others in his field assume that most people in a negotiation are rational. Not so, says Diamond. People in the real world—whether friends, store clerks or CEOs—tend to be emotional and irrational in their interactions. Since the people involved make up 90 percent of a negotiation (substance accounts for only 10 percent), you must negotiate based on your understanding of "the pictures in the head of the other party"—a phrase Diamond frequently uses to underscore that psychology trumps the issues at the bargaining table. Successful negotiators must prepare, learn what makes others tick (through research and small talk), take small steps, communicate clearly, turn problems into opportunities, avoid deceit and embrace differences. Above all, writes the author, they must stay focused on specific goals and connect with the other party. Many of Diamond's suggestions are counterintuitive: Help the other person do better (you might even give them a copy of the negotiation model in this book, he says); learn their personal likes and dislikes; offer them something you know they want, such as hard-to-get event tickets. While good vibes and communication can help clinch a deal, writes the author, getting emotional can kill one: "People who are emotional stop listening. They often become unpredictable and rarely are able to focus on their goals." Diamond provides hundreds of fascinating examples of what people in his classes have achieved using his approach—from talking a reluctant retailer into giving a discount to closing multimillion-dollar deals. He devotes separate chapters to negotiating at work, in the marketplace, in relationships and while traveling.
This immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work.