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Getting More
Cover of Getting More
Getting More
How You Can Negotiate to Succeed in Work and Life
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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 countries, Getting More concludes that finding and valuing the other party's emotions and perceptions creates far more value than the conventional wisdom of power and logic. It is intended to provide better agreements for everyone no matter what they negotiate -- from jobs to kids to billion dollar deals to shopping.

The book, a New York Times bestseller and #1 Wall Street Journal business best seller, is based on Professor Stuart Diamond's award-winning course at the Wharton Business School, where the course has been the most popular over 13 years. It challenges the conventional wisdom on every page, from "win-win" to BATNA to rationality to the use of power. Companies have made billions of dollars so far using his new model and parents have gotten their 4-year-olds to willingly brush their teeth and go to bed.

Prof. Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Harvard-trained attorney, Wharton MBA, U.N. Consultant in many countries and manager and executive in many sectors, including technology, agriculture, medical services, finance, energy and aviation. "The ROI from reading Getting More will make it the best investment you make this year," says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. He added that the book was his team's best investment of the year too. The model was also used to quickly solve the 2008 Hollywood Writer's Strike.

The advice is addressed through the insightful stories of more than 400 people who have used Prof. Diamond's tools with great success: A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. Better relationships with the family, including teenagers. Raises at work. Better jobs. Dealing with emotional situations. Meeting one's goals. Finding better things to trade. Solving cultural and political problems, sports conflicts, and ordinary arguments.

The book is intended to be used in any situation. The most common response is "life changing", beginning on page one. "The most inspirational book I have read this year" said David Simon, an attorney in San Francisco, CA. "This book can change the world," says Craig Silverman, Investment Advisor, Long Island, NY

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 countries, Getting More concludes that finding and valuing the other party's emotions and perceptions creates far more value than the conventional wisdom of power and logic. It is intended to provide better agreements for everyone no matter what they negotiate -- from jobs to kids to billion dollar deals to shopping.

The book, a New York Times bestseller and #1 Wall Street Journal business best seller, is based on Professor Stuart Diamond's award-winning course at the Wharton Business School, where the course has been the most popular over 13 years. It challenges the conventional wisdom on every page, from "win-win" to BATNA to rationality to the use of power. Companies have made billions of dollars so far using his new model and parents have gotten their 4-year-olds to willingly brush their teeth and go to bed.

Prof. Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Harvard-trained attorney, Wharton MBA, U.N. Consultant in many countries and manager and executive in many sectors, including technology, agriculture, medical services, finance, energy and aviation. "The ROI from reading Getting More will make it the best investment you make this year," says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. He added that the book was his team's best investment of the year too. The model was also used to quickly solve the 2008 Hollywood Writer's Strike.

The advice is addressed through the insightful stories of more than 400 people who have used Prof. Diamond's tools with great success: A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. Better relationships with the family, including teenagers. Raises at work. Better jobs. Dealing with emotional situations. Meeting one's goals. Finding better things to trade. Solving cultural and political problems, sports conflicts, and ordinary arguments.

The book is intended to be used in any situation. The most common response is "life changing", beginning on page one. "The most inspirational book I have read this year" said David Simon, an attorney in San Francisco, CA. "This book can change the world," says Craig Silverman, Investment Advisor, Long Island, NY

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About the Author-
  • STUART DIAMOND is one of the world's leading experts on negotiation. He has advised executives and managers from more than 200 of the Fortune 500 companies, and taught 30,000 people in 45 countries, from country leaders and professionals to homemakers and school children. A professor from practice at The Wharton School of business, where his course has been the most popular over 13 years, he has also taught at Harvard, Columbia, NYU, USC, Oxford and Berkeley, and advised the U.N. and the World Bank. A former associate director of the Harvard Negotiation Project at Harvard Law School, he has managed a variety of business ventures, including technology, medical services, energy, agriculture, finance and aviation.

    He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize--winning reporter for the New York Times. His negotiation process solved the 2008 Hollywood Writers Strike, and has been selected by Google to train its 30,000 employees worldwide. Other clients include JP Morgan, Morgan Stanley, Microsoft and multiple companies in the healthcare field. He advised the top government leaders in Latvia in organizing their government after the fall of the Soviet Union, assisted Kuwait in rebuilding its government after the first Gulf War and advised the President and Foreign Minister of Nicaragua on more effective media and political strategies.

    He also helps parents to get their young children to willingly brush their teeth and go to bed and shows employees and executives how to get better jobs and raises.

    For more information, visit www.gettingmore.com
Reviews-
  • Kirkus

    Starred review from November 1, 2010

    A former Pulitzer Prize–winning reporter for the New York Times, Diamond (Law/Univ. of Pennsylvania) debuts with a superb how-to based on his immensely popular course on negotiation.

    The author prepares for any negotiation by asking himself, "What are my goals? Who are 'they'? What will it take to persuade them?" Depending on the answers, he then draws selectively on bargaining tools and strategies described in this anecdote-rich book. Others in his field assume that most people in a negotiation are rational. Not so, says Diamond. People in the real world—whether friends, store clerks or CEOs—tend to be emotional and irrational in their interactions. Since the people involved make up 90 percent of a negotiation (substance accounts for only 10 percent), you must negotiate based on your understanding of "the pictures in the head of the other party"—a phrase Diamond frequently uses to underscore that psychology trumps the issues at the bargaining table. Successful negotiators must prepare, learn what makes others tick (through research and small talk), take small steps, communicate clearly, turn problems into opportunities, avoid deceit and embrace differences. Above all, writes the author, they must stay focused on specific goals and connect with the other party. Many of Diamond's suggestions are counterintuitive: Help the other person do better (you might even give them a copy of the negotiation model in this book, he says); learn their personal likes and dislikes; offer them something you know they want, such as hard-to-get event tickets. While good vibes and communication can help clinch a deal, writes the author, getting emotional can kill one: "People who are emotional stop listening. They often become unpredictable and rarely are able to focus on their goals." Diamond provides hundreds of fascinating examples of what people in his classes have achieved using his approach—from talking a reluctant retailer into giving a discount to closing multimillion-dollar deals. He devotes separate chapters to negotiating at work, in the marketplace, in relationships and while traveling.

    This immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work.

    (COPYRIGHT (2010) KIRKUS REVIEWS/NIELSEN BUSINESS MEDIA, INC. ALL RIGHTS RESERVED.)

  • Lawyers Weekly "#1 Business Book to read for your career in 2011." Wall Street Journal FINS blog "Phenomenal."
  • Kirkus starred review (new books) "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."
  • Morgan Stanley Smith Barney "The Getting More Model is the negotiation model of choice for our CEO clients & staff of Financial Advisors."
  • Sandeep Sawhney, Director of Business Development, The Weather Channel "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."
  • John Sobel, Senior Vice President/General Counsel, Yahoo "The best training we have ever received on this or any subject. The benefits are immediate and tangible."
  • Rob McIntosh, Procurement Director, Dell "I am one of Stuart Diamond's biggest fans; he taught me more than anyone I can recall."
  • Jeff Schultz, Health Benefits Advocate, MN "The crown jewel; it fundamentally changed my way of thinking." Ravi Radhakrishnan, Senior Manager, Accenture "The best book I've read after the Bible."
  • Owen Devitt, Marketing Executive, Enterprise Ireland, Irish Government "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."
  • Sylvia Reul, Managing Partner, Reul Law Firm, Germany "I am still amazed how much I learned."
  • Katrina Agus "Definitely, this book is a MUST for everybody."
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