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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 ·  2,203 Ratings  ·  185 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 countrie
Hardcover, 400 pages
Published December 28th 2010 by Crown Business (first published 2010)
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Aug 07, 2012 rated it it was ok
Shelves: en, kindle, non-fiction
"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
Dec 20, 2013 rated it it was ok  ·  review of another edition
The ethics of this book are somewhat disturbing. The author himself wonders throughout if it's wrong to do what he recommends. At one point he asks "What if everybody did this?" and his non-responsive answer is "Everybody doesn't". The honest answer is that if "everybody did this" there would be mass chaos. For example, he describes a jackass who has already gotten 15 speeding-tickets and gets pulled over for doing over 50 in a 20MPH zone but talks his way out of another ticket by using the skil ...more
Mar 28, 2011 rated it really liked it
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
Sep 21, 2013 rated it liked it
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
Nov 24, 2013 rated it it was amazing
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
Feb 13, 2011 rated it really liked it
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
Sep 26, 2011 rated it really liked it
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
Mar 12, 2018 rated it liked it
A lot of great advice, but the 2010 edition needs an update for modern times. The language in several places borders on cultural insensitivity (like sometimes people are happy to have an arranged marriage; they're not always bad, but the author doesn't do a good job of expressing this).

I like the difference he makes between "getting to yes" (a single outcome) and "getting more" for both parties (infinite ways to accomplish this; less constraining, more creative).

His website no longer offers a us
Michelle Sellers
Sep 20, 2011 rated it it was ok
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
Jun 13, 2011 rated it liked it
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
Josh Steimle
Sep 02, 2015 rated it really liked it
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.
Nov 25, 2011 rated it it was amazing  ·  review of another edition
Моя подробная рецензия на книгу здесь:
Feb 13, 2014 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
Aug 11, 2018 rated it really liked it  ·  review of another edition
Shelves: non-fiction
GETTING MORE has all the essential negotiation techniques for all aspects of your life: work, home, relationships, kids, and more. It’s a tome at almost 400 pages, which is more than any other business book I’ve read. However, the steps are fairly simple and you aren’t learning 400 pages worth of information. Instead, Diamond teaches through repetition and anecdotes that show practical usages of the the Getting More model in every situation you can imagine.

I’m now determined to try these steps
Mar 18, 2017 rated it liked it
Good book on negotiating, however, could have accomplished in half the words used.

This is the third book I have read this month on negotiating methods and ironically the other book were short on real examples while this book you felt you like were drowning in them. In the book 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David Lax there is too much theory and not enough practical examples. In Never Split the Difference: Negotiating As If Your Life Depended O
Mar 03, 2018 rated it really liked it
Shelves: 2018
This is very useful book with lots of good ideas and strategies. I would definitely recommend it to anyone.
But it's very verbose and repetitive. Verbosity and repetitiveness have a point though - it makes ideas stuck in your head, you will hear 100500 examples about same points over and over. It is an easy read, but you might become numb after hearing 105th time about some random "Mark, now attorney in New York".
Anyway first part of the book is superb and worth re-reading and making rigorous no
Dominik Sumer
The author is repeating himself the whole time. There are many nice tips in this book but it would be so much better to read if you wouldn't need to read the same things over and over again. Sometimes i wished a more realistic view on negotiations, not only examples where they say something and it immediately works out for them.
Chouba Nabil
Jan 14, 2018 rated it it was amazing
very constructive book about negotiations, not a surprise it's the reference and bestseller one.

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

Having a clear goal improve your chances by 25%
37 process, substance 8%, ( 55% if people involved trust & lessen & like each other )
Small country, children, women are better negotiator conflict resolution as they don’t relay on row power and use better tools and are more creative.
« Well, I’m just trying to meet my go
Sep 22, 2016 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
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
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Feb 24, 2011 rated it really liked it
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
Jan 20, 2015 rated it it was amazing
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
May 07, 2014 rated it liked it
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
May 04, 2013 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 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
Feb 05, 2013 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
Feb 25, 2013 rated it it was ok
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 rated it it was amazing
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.
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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
“Think about meeting your goals, not about wining over someone else” 8 likes
“Never make yourself the issue. Just because the other side is a jerk doesn't mean you should be a jerk.” 7 likes
More quotes…