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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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Audio CD, Audiobook, Unabridged
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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.
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
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.”
Top customer reviews
Very rarely I own both the paperback and the same audio-book, with it also the number one gift that I give to my friends and family.
I have re-read this book many times, because the book doesn't just present a bunch of negotiation "tricks." It provides a sound framework for communicating with others to help everyone get more. Prof. Diamond constantly strongly advocates the importance of being truthful, transparent and not deceiving the other party.
The biggest negative is the examples throughout the book can get repetitive, which definitely drives home the point. Although I feel Prof. Diamond is reiterating the importance of practice, practice, practice and practice, by showing the tools in the book being utilized under as many different scenario as possible.
“Getting More” is definitely worth the money and I suggest buying the book!
The book also equipped me with the necessary tools to approach negotiation opportunities in a more systematic way. My performance as a negotiator improved dramatically after reading the book and learning the methods taught by Professor Diamond.
The most prominent example of what I learned is when my former business partner did not want to adhere to a verbal agreement that we made. After attempting to negotiate with him for a year, I thought my efforts were futile. I then used the tools in the book and developed a detailed strategy based on the “getting more” method. The tools that I used included standards and trading items of unequal value, and I was able to resolve the situation and close the agreement with my business partner.
In summary, the methods that I learned changed the ways in which I approached negotiations, and they will become a part of my negotiation practices in the future. I recommend this book to anyone who wants to become a better negotiator!
This is not jus a simple little book with a few "rules" or "guidelines," but rather a dense text of nearly four hundred pages of concrete strategies and real life examples of how the strategies have been used by numerous students of Diamond's classes. But before you get scared away by my calling this book a dense text of nearly 400 pages, be assured that it is easy and enjoyable to read. Additionally, it is very practical. That's one of the things I liked the most about this book. It isn't a college text book of theory, but rather a book of common sense and practical advice on negotiating in numerous every day situations. If one could criticize the book at all, it would be that some of the strategies seem simple and are common sense. So why don't people use them more? I don't know, but read this book, use them, and get more. Seriously, you will. You'll also find you get along better with people and just might enjoy your interactions with others more too.
The book doesn't just present a bunch of negotiation "tricks." It provides sounds advice on communicating with others to help you get what you want, or at least more of what you want. It really is a book on interacting with others, which essentially is what negotiation is. We are always negotiating, the difference is if we do it well or not. This book will help you do it well. And not only will you get more, but when achieving your goals, you will help others too. The chapters on standards and trading things of unequal value are excellent. The examples throughout the book make the lessons real, and illustrate how they can be done.
I've been teaching and writing about negotiation and mediation for a long time, and I learned a lot from this book. It has changed some of the things I teach. I encourage anyone who wants to improve their interactions with others and "get more" to read this book.
Reviewed by Alain Burrese, J.D., author of a regular column on negotiation for The Montana Lawyer.
Most recent customer reviews
-This book didn't flow in a clear, structured, organized manner for me.
-To me, it wasn't MECE (mutually exclusive, collectively exhaustive).Read more