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Getting More: How You Can Negotiate to Succeed in Work and Life [Kindle Edition]

Stuart Diamond
4.7 out of 5 stars  See all reviews (133 customer reviews)

Print List Price: $15.00
Kindle Price: $9.22
You Save: $5.78 (39%)
Sold by: Random House LLC

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Book Description

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 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

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…This immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work.
---Kirkus


From the Hardcover edition.

Product Details

  • File Size: 841 KB
  • Print Length: 418 pages
  • Page Numbers Source ISBN: 0307716899
  • Publisher: Crown Business (December 28, 2010)
  • Sold by: Random House LLC
  • Language: English
  • ASIN: B003F3PKSQ
  • Text-to-Speech: Not enabled
  • X-Ray:
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #45,569 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
76 of 84 people found the following review helpful
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?
Read more ›
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33 of 35 people found the following review helpful
2.0 out of 5 stars Terribly uninteresting 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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20 of 26 people found the following review helpful
1.0 out of 5 stars Manipulation and Duh January 26, 2013
Format:Paperback
Although I like this cover much better than the blue edition, the content still rings as manipulative, generic and in some cases manufactured. I also expected more updated information in a new edition. Nope - same stuff.
The material could have been covered in a concise pamphlet, OR as 10 easy tips on a blog. It did not warrant a $26 book.
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19 of 26 people found the following review helpful
2.0 out of 5 stars Getting More March 30, 2011
By Jim M.
Format:Kindle Edition|Verified Purchase
Far too many examples in this book, and some of them do not seem realistic. This book could have been half the size and still delivered the message. Some very good content surrounded by endless silly examples of questionable value.
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3 of 3 people found the following review helpful
5.0 out of 5 stars Great Book February 18, 2014
Format:Paperback|Verified Purchase
Extremely tough to put this book down after reading the first page. I needed some clarification on a particular topic, and the author emailed me back with extra insight! A must read!!
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3 of 4 people found the following review helpful
5.0 out of 5 stars Do NOT read this book if you want to FAIL in life ! January 12, 2013
Format:Paperback|Verified Purchase
My training so far with negotiation theories was just a few classes at Harvard Business School. But I still felt far away from even beginning to master any negotiation techniques. I came across this book because my wife, who works for Google, got training from Stuart. At first I thought the book was just "another book". Now, I can't stop coming back to the book a couple of times per week.

This book is not about negotiation, it Is about Philosophy. It teaches you that the most powerful and effective techniques are within the reach of any person. In short: it reminds you that being a good person pays off. It teaches you how important is to value the other person. It teaches you that if you want to "get more" you need to "give differently".

During the last couple of months after reading the book, this is the ROI:

1. I renewed a contract with a client and got even better conditions. Using the Quadrant Model the client went from "your proposal is a deal-breaker" to "we absolutely need to work with you"

2. We got a (very) late checkout for free at one of the most expensive hotels in the Middle East.

3. It made me more confident.

Again: If you want to fail in life, then do not read this book!! :)

Thank you so much Stuart.
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1 of 1 people found the following review helpful
5.0 out of 5 stars One of the best nego books out there February 21, 2014
Format:Paperback|Verified Purchase
There are tones of pompousness on some chapters, indeed, especially on passages advocating the method over std texts on nego by Fisher, et al (like getting to yes and getting past no). But I figured it would be less-exciting writing if the author chose to be more modest everywhere in the book. Anyway, I suggest you just let this bit of arrogance pass and focus on the methods and tools being suggested and how exactly they were implemented in the real-life cases. Retention would be better this way.

Also, this is the most dense book on nego that i got my hands on. This would have been close to 500 pages if the small fonts are made standard-sized. And Im only half way into it. But I immediately see that the approach being proposed here is a non-repeat/non-rehash of other nego books. Diamond proposes a truly different approach. I hope to implement some of the tools profitably.
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1 of 1 people found the following review helpful
4.0 out of 5 stars starting point of ethical negotiation training November 29, 2013
Format:Kindle Edition|Verified Purchase
Actually took this guy's class (taught by a student of his); preferred the book to the class, as it covered a lot more than four hours of seminar can. Would recommend the book as a starting point of ethical negotiation training.
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Most Recent Customer Reviews
3.0 out of 5 stars Content 5 stars, writing 1 star.
Great content (5 stars), but the writing has very interspersed anecdotes with instruction (1 star). The content is probably 1/3 of the book, the rest is anecdotes. Read more
Published 8 days ago by M. Ortega
5.0 out of 5 stars Excellent read.
Superb. Excellent read.
Published 11 days ago by CW
4.0 out of 5 stars If more high level negotiations were conducted in this framework there...
Stuart Diamond has written a very insightful and well though out book about negotiations. Instead of a adversarial approach i.e. win-lose... Read more
Published 17 days ago by Amazon Customer
5.0 out of 5 stars Five Stars
Great!!!
Published 26 days ago by John P. Mann
4.0 out of 5 stars Good read, I usually just check out books from ...
Good read, I usually just check out books from the library or borrow/trade with friends. Bought this book, and I plan on reading it a few times.
Published 27 days ago by C Lo
5.0 out of 5 stars "Getting More" certainly saved my limbs, probably saved my life
This June (2014), I was admitted to Columbia Presbyterian Hospital, New York in the Neurology block, with a serious medical condition - left untreated it meant paralysis for sure,... Read more
Published 1 month ago by BhuvanShome
5.0 out of 5 stars Pragmatic, smart and effective
Interesting read for both beginners and expert negotiators.
Published 1 month ago by Emmasmom
5.0 out of 5 stars You will definitely get more at work and at home!
I read the book and invited Professor Diamond over to give a one-day training session to my department. It was one of the best training sessions we have had in years. Read more
Published 1 month ago by Jorge Arellano
4.0 out of 5 stars Four Stars
Good book to understand negotiations.
It is useful to me because I do property negotiation.
Published 1 month ago by rajnikant a shah
5.0 out of 5 stars Read this book!
Many of these tools are part of my own toolkit, but having them laid out, explained, and using real life examples to show how they work is the best part of this book. Read more
Published 2 months ago by Ilana
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