Getting More: How to Negotiate to Achieve Your Goals in the Real World
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Getting More: How to Negotiate to Achieve Your Goals in the Real World

4.03 of 5 stars 4.03  ·  rating details  ·  714 ratings  ·  80 reviews
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 cou...more
ebook, 304 pages
Published December 28th 2010 by Crown Business (first published September 1st 2010)
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Katja
"Getting More" is not a useless book, especially if combined with a day-long training, but how incredibly verbose it is! A proper summary would require 20 pages, the essence fits onto a tiny card which you will get if you attend the training. While reading the book I often had the feeling that it started as a 20-pages summary but more and more stuff was later injected to make a 400-pages volume out of it, certain passages are not very coherent. It is reassuring to know that this book helped so m...more
Pattie
Enjoyed the book, which is about how to negotiate like a woman (although that is mentioned in the book only in the context of "don't send in your most powerful person, send in the least - maybe even a woman). The author suggests making honest human connections with your "opponent" and thinking about other people's needs - and if that's not "thinking like a woman" I don't know what is. No bellowing, screaming, or threatening to get the other person fired - translation: no acting like an alpha mal...more
Blakely
This is an excellent book with a collaborative viewpoint on negotiations. The only reason I am giving it four stars is that I found it annoying to constantly read about students of Stuart Diamond who were (or would later become) V.P.s of financial or IT companies, who clearly had a lot of money, negotiating discounts with furniture stores or their local dry cleaner. I understand Diamond teaches MBAs at Wharton, so one would hope they would be successful in their careers, and that the stories wer...more
Ken
An excellent book that teaches you the techniques and tools for effective negotiation with the aim to enable you to get more out of a deal. The first half of the book teaches you to use tools like emotion, role reversal, standards and others so you can have a better idea how the other party that you're dealing with thinks and what you can do to get them to be on your side. The second half of the book is all about applying the tools in everyday life situations so you can get more out of your care...more
TarasProkopyuk
Это одна из лучших книг, которые я когда либо читал на тему переговоров. Конечно есть много хороших книг на эту тему, но концепция этой на голову превосходит прежнее знакомые мне книги.

Книга предназначена не только для деловых людей и для специалистов по продажах например, но также будет весьма полезна для каждого человека без исключения. Она поможет ещё чаще добиваться своих целей в обычной жизни, отстаивать свои интересы, получать то чего хочется, находить взаимопонимания, приходить к договорё...more
Brandon
Sep 21, 2013 Brandon rated it 3 of 5 stars  ·  review of another edition
Recommends it for: students, workers, negotiators
Recommended to Brandon by: My mother, a business worker
Although extremely repetitive and sometimes verbose, this book did contain many great strategies to winning negotiations. The book's content was great, but the writing mechanics lacked. The whole book (approx. 300 pages) could have been equally as effective if it were 100 pages.

Many phrases in the book scream, "advertisement" because of the repetitive nature of his success stories and frequent sentences prodding the reader to believe him.

By the end, I felt more irritated than helped. There were...more
Blog on Books
Stuart Diamond’s “Getting More: How to Negotiate to Achieve Your Goals in the Real World” (Crown Business) is not a money book, per se, although most of its techniques can be used to save and gain more money, even if it’s in a roundabout way (from job interviews to travel accommodations, etc.). Diamond, a Wharton MBA grad and New York Times’ Pulitzer prize winner, approaches negotiation from a quadrant called his “Getting More” model and it is surprisingly user friendly. His method involves gett...more
Ayu
Admittedly I've listened to only 4 out of 15 discs, but the anecdotes so far are not so much about negotiating than they are about begging, pulling at heartstrings, and being sarcastic--which I'm sure can get you "more" if you happen to be an unhappy customer but which I don't think will get you to be taken seriously if you're trying to negotiate with an "equal." Further, other books about negotiation at least tell you to try to listen to the other side and to put yourself in their shoes, but th...more
Sonya
Lots of self promotion in this.. how people who read this book and did this course changed their lives. Some intering tips . role reversal. see how you can bring something of value in exchange. emotional personal connect more important than issues. nothing earth shattering though. Some silly stories giving the girl at the gate tissues and hot water for her throat getting an aisle seat in exchange. baseball tickets for corporate goodwill etc. section on travel ok so also section on relationships....more
Demetri Mouratis
This book is a mixed bag. The author clearly knows negotiation strategy and tactics. He presents a somewhat more "touchy-feely" approach then I've read in the past. The best takeaways are framing/reframing, picture in other side's head, being incremental, and asking questions. These are all really good tactics and I have little doubt they work in the real world.

Where the book goes off track is in the endless anecdotes. Perhaps greater than 75% of the book can be summarized mild variations on the...more
João Lima
I am the sort of person who has always had problems to learn things in the theory. However, Stuart Diamond made it a lot easier and simple as he writes this book guided by practical experience rather than precepts or theory. Getting More ended up becoming one of the best books on negotiation I have ever read and it’s a must if you feel like improving your skills and knowledge on how people negotiate. This book shows how important it is to legitimate the other party’s emotions and perceptions in...more
Hisham Hafiz
The insights in this book are essential in getting more in business and personal life. It teaches essential communication and cognitive skills necessary to further one's gains or achieve his goals. One of the most interesting insights I gained from "Getting More" is the fallacy of the conventional understanding that every negotioation ends in a win-loose or win-win outcome. On the contrary, a successful negotation is part of a collaborative process in which both sides work together for the benef...more
Mary Louise
Oh, my. Most truly fabulous, good people I know would benefit from reading this one. Please buy it, NOW. Not a book about manipulating others or learning dirty tricks. No, this book is about being genuine and becoming the best you can be--and getting your fair share. Not one iota of shame in that.
Fritz
This was a good book, that made some very useful and practical observations that will improve my own ability to get more.

I think it could have been done in about 1/3 less pages. Much of the content seemed redundant. That's the only reason I give it three stars rather than four.
Mirage Gates
This is my first time reading a book on the topic of negotiation, but I am rather surprised that I could finish the whole book.

Yes, like what other reviewers have said, the book is full of stories of successful people--managers, doctors, just to mention a few--who practiced the author's techniques and ended up "getting more." During my reading, those stories were quite annoying and unnecessary. I can see why the author would put them in the book. They are there to support his argument, the advan...more
Anne
One of the best business (and life) books I have read. Lots of practical advice on negotiating (with your boss, your kids, a customer). It's made me approach calls to AT&T Customer Service or my Health Insurance company with a better attitude and I get much more! Great book.
Başar
This book works. I have tried the negotiation process while reading the book and got quite good results compared to past. I plan to read it once more.
Sergei_kalinin
Моя подробная рецензия на книгу здесь: http://blogs.mail.ru/mail/kalinin_s_i...
Duncan
Recommended reading (Chapters 1-7) for negotiations students. nicely complements "Getting to Yes", even though it claims to be totally different approach to negotiation. Main points Diamond argues include: 1) hold people to their standards, 2) be incremental, 3) tailor you approach to the situation, 4) always be "collaborational", 5) always look for the personal connection (small talk), 6) be dispassionate (emotions kill negotiations), and most importantly 7) understand the other's perspective a...more
Andy
The tone of this is book is somewhat disturbing. The author asks over and over if it's wrong to do what he recommends; generally that's a sign of ethical trouble. At one point he asks the key Golden Rule question "What if everybody did this?" and his answer is "Everybody doesn't" -- which is a non-answer. The actual answer is that there would be chaos because rules would be meaningless. For example, there's the jackass who has already gotten 15 tickets for speeding and gets stopped for going ove...more
Mario Streger
The book is full of examples of people who achieved many things simply being friendly and asking for discounts, as the person who told the telephone company that he is a client for a long time, and due to wrong address, he is paying late fees. The attendand withdrew the fees and also gave him two months of free service!! This is a bit outside the reality we live, where we hardly get something so easily.
tawnie
Lots of good tips and examples of negotiation, covering situations from parenting to travel issues to terrorism. The concepts are all straightforward. Don't go all or nothing, widen the pie by trading unequal items; stay calm; try to understand the other party; use standards; find common enemies; be incremental and more. Most of it comes down to building a rapport and showing the other party you value them and their goals. Seems obvious in reading it; the hard part of course is implementation. F...more
Jim Johnson
This book was about so much more than negotiating. It was about building relationships and finding ways to persuade others to meet your goals. There was so much to learn that I can't possibly do it justice in a mere review (especially at this hour). Whether negotiating with a loved one, friend, or foe, it is important to listen and to be sincere. Fakes will be detected and being genuine can be its own reward.
Anurag Kapoor
Stuart Diamond uses everyday examples to highlight the importance of negotiating skills in almost every interaction we have with our fellow beings. Also, he presents easy to use techniques for us to become better negotiators. The thing which I liked the most was the emphasis on making negotiation an act of good faith aimed at creating a win-win for all parties involved. Must read.
Daniel
(Checked out from the library after reading http://criticalmas.com/2014/05/gettin... .)

Much of the techniques seemed good but also difficult for an introvert to use. Some of the examples came across as so overtly confrontational that I have a hard time believing they'd work. The book was much, much longer than it needed to be, and I got tired of the "X was in situation Y and did Z; now he/she is employed at company W" pattern used in countless anecdotes.
Mario Gagliardi
This business/ negotiation book was used for a seminar class that I attended and I was pleasantly surprised by its broad applicability. It is as much as a sociology/psychology book as anything and it harps on a few key points through examples. In negotiations, practically everything can be seen as a negotiation in life, the key, Diamond argues, is to incrementally move from pictures in the other parties head towards your goals through empathy, kindness, and respect. The book goes through nearly...more
Craig Silverman
Buy this book. It will change your life. There are few books one reads and thinks, “this book could change the world.” This is one of them. It’s much different and much better than what passes for human interaction today. I’ve tried it, and it works fantastically well. Prof. Diamond makes sure you don’t get caught up in who’s right or wrong, but that you meet your goals in every encounter: whether with kids, in business, in politics or in the store. He’s right that the tools are invisible. Until...more
Richard
Well, I read it since early Jun, and finished it yesterday.

It's a huge book, but a little boring. Some of the theories should be short, don't have to say a lot.

I haven't applied the tools yet, and I'll try to c what happens next.
Michael
A Very Good Perspective

Stuart Diamond offers some very good perspectives on the art and science of negotiation, that can be applied in many aspects of life and business. A good read.
Michelle Sellers
I'm on page 50 so far, and I'm getting very tired of reading what I'm going to get out of this book. That was fine in the prologue, but move on to the meat of the book already!

Also, if I read one more time about how these tricks will help me whether it's for getting a small discount or for closing a million dollar deal, I will stop reading. Another thing I don't want to hear any more of is how counterintuitive it seems to share this information with the other party in the negotiation, but how w...more
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Stuart Diamond has taught and advised on negotiation and cultural diversity to corporate and government leaders in more than 40 countries, including in Eastern Europe, former Soviet Republics, China, Latin America, the Middle East, Canada, South Africa and the United States. He holds an M.B.A. with honors from Wharton Business School, ranked #1 globally by The Financial Times where he is currently...more
More about Stuart Diamond...
Getting More: How You Can Negotiate to Succeed in Work & Life 沃顿商学院最受欢迎的谈判课(中信名校经典课程) (Chinese Edition) 어떻게 원하는 것을 얻는가 - 13년 연속 와튼스쿨 최고 인기 강의 Getting More: How You Can Negotiate to Succeed in Work and Life Consiga más (Spanish Edition)

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“Never make yourself the issue. Just because the other side is a jerk doesn't mean you should be a jerk.” 2 likes
“If you make friends with the other party, they will look for ways to help you meet your goals.” 1 likes
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