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Getting More: How to Negotiate to Achieve Your Goals in the Real World Hardcover – December 28, 2010


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Getting More: How to Negotiate to Achieve Your Goals in the Real World + Getting to Yes: Negotiating Agreement Without Giving In + Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
Price for all three: $38.01

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Product Details

  • Hardcover: 416 pages
  • Publisher: Crown Business (December 28, 2010)
  • Language: English
  • ISBN-10: 0307716899
  • ISBN-13: 978-0307716897
  • Product Dimensions: 6.4 x 1.4 x 9.5 inches
  • Shipping Weight: 1.4 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (256 customer reviews)
  • Amazon Best Sellers Rank: #213,007 in Books (See Top 100 in Books)

Editorial Reviews

From Booklist

Getting to Yes (1991), by William Fisher and others, was just the beginning. Diamond, lawyer, journalist, and professor, using information and ideas gathered from his teachings, has further honed (and perfected) the art of goal-getting in today’s world, no matter what the specific personal or business objective. His 12 invisible strategies, from “goals are paramount” to “prepare and practice,” become the framework for achievement. This does not represent a win-win mentality, as he carefully points out; rather, his type of negotiation is transparent and based on trust, recognizing that personal relationships will always make or break the outcome. Think of this as a series of coaching sessions, facilitated by an expert with more than 20 years’ experience, filled with real-life examples and step-by-step exercises.

— Barbara Jacobs

Review

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.”

More About the Author

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Customer Reviews

A book that will change your life and will get you more.
LUIS KIEFFER
This book provides a series of frameworks and real life examples that can be useful references in a range of negotiations.
Kristal Dehnad
Through the extensive use of anecdotes, the book was an easy read with many relevant illustrative examples.
RBPrice

Most Helpful Customer Reviews

81 of 88 people found the following review helpful By Amazon Customer on January 11, 2011
Format: Hardcover Verified Purchase
I studied negotiation with Prof. Diamond as a student at Penn Law. His class is legendary, both at the Law School and Wharton, and it's nearly impossible to get into, at least at the Law School. I got into the class as a 3L, and I was amazed by how well these techniques work. Prof. Diamond encourages his students to use the techniques to go out and haggle with their credit card companies, cell phone carriers, cable companies, and landlords in hopes of getting more from them. By the end of the semester, I most assuredly had gotten more. In fact, when I later called Comcast Cable to try to extend the free six months of HBO and Shotime I'd received while in Prof. Diamond's class, the customer service representative said, "Ok, I'll give you another six months free, but this is the last promotion you're getting. I'm looking at your account, and you have more free promotions than most Comcast employees." (As it turns out, that was not the last freebie Comcast would give me.)

But as time wore on and law school receded into the rearview mirror, I stopped practicing Prof. Diamond's techniques as I had when I took his class. Gradually, my skills faded, although I still brushed them off every now and again when the situation clearly called for them. But I'd stopped contacting my cable company and other service providers to get free goodies, and I slowly forgot just how applicable Prof. Diamond's methods are to nearly every interaction. In short, I started getting less. And then "Getting More" came out.

I realized about a dozen pages into the book that by failing to practice these tools, I was indeed getting less. This book really could not have arrived at a better time for me.
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84 of 92 people found the following review helpful By Professor Sybil on October 12, 2012
Format: Paperback
It seems acceptable for 'Getting More' groupies to copy their reviews of one edition of the book to another edition on this site, so I have reluctantly decided to follow suit. I now expect an urgent 5-star review, perhaps from a Penn student (who I hope has read other works on negotiation), to take the average ranking back to 5 stars.

I like this book but there are problems with it that few reviewers mention. Therefore I will focus on a range of problems in an attempt to achieve balance. For a start, experienced negotiators and scholars will find little in it that is unconventional, despite the hype. The main strength of the book is the author's idiosyncratic way of ordering and discussing evergreen themes. To anyone who has studied and practised serious negotiation, the elements of the four quadrant model (Aren't there always four quadrants?) and the twelve strategies will be valuable even though they are conventional apart from the astute strategy "Use Their Standards".

Confidence is fine but there seems to be a lot of implicit and explicit boasting by the author. `"Blah blah blah" said [insert John or Jane Doe], one of my former students and now the President of [insert `Goldman Sachs' etc.].' That is, if you are smart (rich?) enough to take his program and use the Diamond method you are, or will become, a high-flier. The formula becomes tedious.

The last paragraph of chapter 6 (Emotion) makes me wonder about the accuracy of some anecdotes given to the author: `"Her mother and the nurses looked at me like I was some sort of magician," Craig said. "Where did you learn that?" they asked. I'm happy to say he referred them to this book.' Pardon? Craig learned to negotiate from the book in which he is quoted as saying he learned from it?
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33 of 36 people found the following review helpful By Papa Redden on December 25, 2012
Format: Kindle Edition Verified Purchase
I'm going to apologize in advance, because maybe this book will be encouraging and helpful for you, but as far as I'm concerned, the substantive content of this book could easily fit on 10 pages or less. The rest is repetition, bravado, and hot air. I regret finishing the book.
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35 of 40 people found the following review helpful By Bornonthewater on April 24, 2012
Format: Hardcover
I'll start by saying there is a fair amount good information in this book and I would recommend reading it. Just be prepared to sift through a lot of filler to pick out the things of value. Mr. Diamond pretty regularly delivers a "look how great I am" feel that gets in the way of effectively delivering his message. He uses several examples that are questionable at best and for that reason should have been left out. I do have one fundamental disagreement with Mr. Diamond. He stresses putting yourself in other people's shoes. In the role playing scenarios he describes that can often be helpful just to better prepare you but in an active negotiation it's a sure fire way to make you look like an ass. That's because when you put yourself in someone else's shoes you start to make assumptions about that person. ASSumptions are a quick way to lose credibility and kill a deal. Stick to his method of asking the right questions to get the actual facts and you won't have to put yourself in their shoes because they'll spell it out for you. Also, please don't take his advice on negotiating with every person you see. Leave those poor retail sales people alone. They already put up with enough garbage and don't need you walking into their place of business to practice your newly discovered negotiating techniques on them. Just because you can get a discount doesn't mean you should. If you negotiate with everyone you meet you probably won't be well liked either. Overall, this book delivers a lot of good information and most people will take enough away from it to justify the purchase and time spent reading it. Just don't use it as your only source on negotiation. The rating of the book seems to be inflated because Mr. Diamond appears to have many enthusiastic former students eager to praise him.
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