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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

4.1  ·  Rating Details ·  1,687 Ratings  ·  138 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 co
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Audio, 0 pages
Published December 28th 2010 by Random House Audio (first published 2010)
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(showing 1-30)
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Katja
Aug 07, 2012 Katja rated it it was ok  ·  review of another edition
Shelves: non-fiction, en, kindle
"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
Mar 28, 2011 Pattie rated it really liked it  ·  review of another edition
Shelves: business-books
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
Andy
Dec 20, 2013 Andy rated it it was ok
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
Blakely
Feb 13, 2011 Blakely rated it really liked it  ·  review of another edition
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
Sep 26, 2011 Ken rated it really liked it  ·  review of another edition
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
Brandon
Sep 21, 2013 Brandon rated it liked it  ·  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
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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
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Fritz
Jun 13, 2011 Fritz rated it liked it  ·  review of another edition
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.
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
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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
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Josh Steimle
Sep 02, 2015 Josh Steimle rated it really liked it  ·  review of another edition
Wonderful book, one of my top favs now. If you're in a position where you help people, you need this book. That means it's great for parents, entrepreneurs, leaders of any sort, friends, coworkers, and pretty much everyone else except hermits. It even includes a compelling recipe for world peace.
Book
Feb 13, 2014 Book rated it it was amazing  ·  review of another edition
Getting More: How You Can Negotiate to Succeed in Work and Life by Stuart Diamond

"Getting More" is a fabulous practical guide on how to become a better negotiator. This book succeeds in providing readers with the tools necessary to get more out of work and life, and it works! Professor Diamond a teacher at the renowned business school of The Wharton School, produces and pardon the pun, a real gem! Countless and I mean countless number of practical lessons that complement the enlightening instruc
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Russell
Sep 22, 2016 Russell rated it really liked it  ·  review of another edition
Great book on how to get more out of life, specifically with interacting and trading with others. Don’t let the typically negative connotation of the word “negotiation” get in your way of reading this. Why was this book worth the read? Because of Diamond’s Four Quadrant Negotiation Model, underlying strategies and (mostly) relatable examples of the practices.

His fundamental premise resonated with me (paraphrasing here): on the other side of every trading interaction is another person, where a hu
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Hisham Hafiz
Apr 10, 2014 Hisham Hafiz rated it really liked it
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
Blog on Books
Feb 24, 2011 Blog on Books rated it really liked it  ·  review of another edition
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
Curtis
Jan 20, 2015 Curtis rated it it was amazing  ·  review of another edition
Read this as part of a class at work on negotiation. Diamond's framework seems very solid. I've started using the basic principles in daily interactions, and while I can't report anything major, the system does seem to be good. Part of the system is that any negotiation is better if all involved know and follow the framework here. Everyone should end up with more, through tactics like trading items of unequal value. The later chapters in the book go into detail about specific circumstances like ...more
Duncan
May 07, 2014 Duncan rated it liked it  ·  review of another edition
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
Ayu
May 04, 2013 Ayu rated it it was ok  ·  review of another edition
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 Dutta Choudhury
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
DT
Feb 05, 2013 DT rated it liked it  ·  review of another edition
Read the first 7 chapters as part of a class at work I was taking. The later chapters are reiterations of the same theme but applied to more specific situations, so it gets kind of repetitive. The class itself was good so it influenced my review of this book.

Overall this seems like a reasonable business book. In retrospect the advice is common sense, but it's nice to have it spelled out for you. I'd also recommend just reading the first 7 chapters.
Russell Simpkins
I liked this book and what he teaches, but I can't give this book more than three stars because it has far too much filler. I think all of the anecdotal evidence stories should go into "Getting More: Proof" you can't convince everyone you are right and I don't think he needed to spend so much time writing down all of his evidence. I found myself skipping full paragraphs towards the end since it was just filler. Other than that, the material is simply great and I need to start applying it.
Jeremy Corman
Telling many anecdotes is fine, it’s always good to hear some practical approaches but some of them are just too repetitive and systematic. Sometimes I had like 3 or 4 cases for one single “bullet point”. Finally “Getting More” is not getting less because it helps to review some good old sales techniques but I won’t give more than 2/5 as global rate.
Mary Louise
Jan 29, 2011 Mary Louise rated it it was amazing  ·  review of another edition
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.
Ashley
Jul 20, 2013 Ashley rated it liked it  ·  review of another edition
Shelves: nonfiction
This book felt like it was edited by a car salesman — lots of hype about how great the strategy would be once you knew it, followed by how magical it was for everyone else who used it. When I could get past how annoying this was, I appreciated his seemingly solid approach. Just wished the book had been half the size.
Anne
Feb 15, 2011 Anne rated it it was amazing  ·  review of another edition
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.
Sha Hafez
الكتاب ممتع ومفيد للغاية، عيبه الوحيد هو القصص الكثيرة عن اللزوم، يزيد عددها عن 400 قصة! يعلمك المؤلف أدوات التفاوض بشكل أفضل حتى تصبح أكثر وعيًا بتفاعلاتك مع الآخرين. هذا من خلال 12 استراتيجية أساسية مصحوبة بكيفية تطبيقها في مواقف مألوفة.
Alex
Aug 01, 2014 Alex rated it it was ok  ·  review of another edition
The core concepts are interesting, but the author could have made his point with much less examples than given — 80% of the book, for the impression I had —, and saved precious hours of my life.
Başar
Dec 26, 2011 Başar rated it liked it  ·  review of another edition
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
Nov 25, 2011 Sergei_kalinin rated it it was amazing  ·  review of another edition
Моя подробная рецензия на книгу здесь: http://blogs.mail.ru/mail/kalinin_s_i...
Chiara Cokieng
Feb 19, 2017 Chiara Cokieng rated it really liked it  ·  review of another edition
Shelves: negotiation
One of the best-organized books I’ve ever read. I read this on audio, in tandem with the print book. By the time I finished, I had semi-internalized the ideas -- understand the pictures in the other person’s head, be incremental, use standards, always ask for exceptions, etc. -- across a variety of real-life situations, from dealing with the drycleaner to getting a raise to getting out of a fixed marriage.

The writing could be dry and the examples tiring... But it's well worth the slog. It chang
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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
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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.” 7 likes
“If you make friends with the other party, they will look for ways to help you meet your goals.” 7 likes
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