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Getting More: How You Can Negotiate to Succeed in Work and Life Paperback – August 14, 2012


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Getting More: How You Can Negotiate to Succeed in Work and Life + Getting to Yes: Negotiating Agreement Without Giving In
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Product Details

  • Paperback: 416 pages
  • Publisher: Three Rivers Press (August 14, 2012)
  • Language: English
  • ISBN-10: 0307716902
  • ISBN-13: 978-0307716903
  • Product Dimensions: 8 x 5.3 x 1.2 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (130 customer reviews)
  • Amazon Best Sellers Rank: #9,423 in Books (See Top 100 in Books)

Editorial Reviews

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.”

About 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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Customer Reviews

If you read one book in 2012, read this one.
Craig S.
I find this book was an easy read with lots of real-life situational examples which kept my interest and that many can relate to.
Bruce
A book that will change your life and will get you more.
LUIS KIEFFER

Most Helpful Customer Reviews

76 of 84 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?
Read more ›
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32 of 34 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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20 of 25 people found the following review helpful By Avidreader on 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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3 of 3 people found the following review helpful By Tomas Lorsch on 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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19 of 26 people found the following review helpful By Jim M. on March 30, 2011
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 By Ahtif A. on 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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1 of 1 people found the following review helpful By Judge J Drhedd on 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 By Rebecca Turner on December 2, 2013
Format: Paperback Verified Purchase
I always considered myself "a terrible negotiator." Reading this helped me realize that every interaction with anyone is a negotiation, and I'm naturally quite good at some types. It also gave me tools to work on the types I am not so comfortable with, and ways to understand those uncomfortable negotiation types, that make them easier for me. Reading this book has made my meetings, emails, and proposals far better, and helped me navigate difficult people and situations. And? Helped me with my family too! Stuart has some podcasts I recommend if you want to see if you like his messages, but this book contains many more details.
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