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Getting More: How to Negotiate to Achieve Your Goals in the Real World
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
Based on more than 20 years of research and practice among 30,000 people in 45 cou...more
Hardcover, 416 pages
Published
December 28th 2010
by Crown Business
(first published September 28th 2010)
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"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
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
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
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
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.
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
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
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
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
Stop with the "and this is how you will be getting more." It is obnoxious, uncreative, and generally pisses me off when authors cannot help but mercilessly repeat their title every other page.
Outside of this pet peeve I generally liked the book. It trys to avoid as much as possible a one size fit all approach and gives a number of benefical tools. I especially appreciate that it frequently reverts to case studies.
Outside of this pet peeve I generally liked the book. It trys to avoid as much as possible a one size fit all approach and gives a number of benefical tools. I especially appreciate that it frequently reverts to case studies.
Just skip the second to last chapter on applying these negotiation principles to political issues, which seemed to be a bit naive to me (and not particularly relevant in my life anyway). Everything else up until then was interesting and useful. The core ideas here aren't that complicated, but as Beah described it to me once, I think it's still effective to have it hammered in over and over and over again in various different scenarios.
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.
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.
I read management books only at gunpoint, but I had read good things about this one, and it was enjoyable and enlightening. Plain language, well paced, filled with short but instructive anecdotes. If I successfully apply some of this, I will re-rate it higher.
By far, the most important book that I have ever read. The negotiation techniques described in this book apply to personal, business, and social relationships. I reread it often. It is long and has many examples. I recommend the audio version.
Highly applicable to the real world life but quite repetitive. Useful concepts were
- Be incremental
- Trade things with unequal value
- Frame the situation using their standard
- Importance of asking the right question
- Be incremental
- Trade things with unequal value
- Frame the situation using their standard
- Importance of asking the right question
I bought this book after hearing the author on NPR. After reading the introduction, I am still intrigued. I am saving the book for a time when I can devote the brain energy to really absorb it (not between 10-11pm on a school night!)
"Stuart Diamond focuses on the "emotional" aspects of personal dynamics and understanding how this affects perception, which is the critical foundation in any relationships -- customer, employee and personal."
I really liked this book a lot. Learned so much from it. Not all of it was relevant, but what was, should have a great impact on and personal and professional life. I definitely want to re-read some parts.
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
This book was very clear and simple with lots of good examples of how to apply the principles. Applying the tools from this book is fairly easy but extremely powerful. Highly recommended!
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.
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.
If you can get past the overly self-indulgent prologue, this book is actually life-changing in its novel approach to negotiation. It's focused on practical, empirical techniques for achieving your goals. It covers everything from getting simple everyday perks (like getting a table at a crowded restaurant without a reservation) to managing relationships and maximizing your benefits in any big life decisions. At the very least, it teaches you how to not get taken advantage of. Empowering and insig...more
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.
An excellent approach to negotiation - human, empowering and far nore successful than any other approach I have seen,
Excellent. Practical. Full of examples. Accessible. A good reference to review every year or two.
The most approachable book on negotiations of the bestsellers in the category. Worth reading.
Probably the only book you'll ever need to read about negotiating. Applicable to life and business.
Lots and lots of hot air. The substance in this book could easily fit on 10 pages.
Outstanding advice. This book should be required reading for every college freshman.
Utilissimo a capire come funziona la mente dell'essere umani...
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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.”
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“If you make friends with the other party, they will look for ways to help you meet your goals.”
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Jan 29, 2013 02:09am