Getting More: How to Negotiate to Achieve Your Goals in the Real World
Stuart Diamond's book Getting More was first published in 2010. This edition, published in collaboration with Penguin, has approximately 400 pages. In Getting More, Stuart Diamond, a negotiation expert, reveals the real secrets to getting more in any negotiation – whatever "more" means to you. Getting More is accessible, innovative, jargon-free, and it works!
This new model of human interaction has been chosen by Google to train the entire company worldwide (30,000 employees), is The Wall Street Journal's website's #1 book for your career, and has been labeled "phenomenal" by Lawyers' Weekly and "brilliant" by Liza Oz of the Oprah network.
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, based on more than 20 years of research and practice among 30,000 people in 45 countries. Its goal is to provide better agreements for everyone, regardless of what they negotiate – from jobs to children to billion-dollar deals to shopping.
The book is based on Professor Stuart Diamond's award-winning course at Wharton Business School, where it has been the most popular for the past 13 years. On every page, it challenges conventional wisdom, from "win-win" to BATNA to rationality to the use of power. Companies have made billions of dollars using his new model, and parents have gotten their four-year-olds to brush their teeth and go to bed willingly.
Prof. Diamond draws on his experience as a Pulitzer Prize-winning journalist at The New York Times, a Harvard-trained attorney, a Wharton MBA, a United Nations Consultant in numerous countries, and a manager and executive in a variety of industries, including technology, agriculture, medical services, finance, energy, and aviation. "The return on investment from reading Getting More will make it the best investment you make this year," says Rhys Dekle, business development head of Microsoft Games, which produces X-Box. He went on to say that the book was his team's best investment of the year. The model was also used to resolve the 2008 Hollywood Writers Strike quickly.
The advice is delivered through the insightful stories of over 400 people who have successfully used Prof. Diamond's tools: A 20% discount on an already discounted item. A $300 million profit increase in a business. A woman from India escapes her own arranged marriage. Improved relationships with family members, including teenagers Workplace raises Better opportunities. Managing emotional situations achieving one's objectives Finding better trade items. Solving cultural and political issues, sports conflicts, and everyday disagreements.
Important Takeaways:
- You'll learn how to deal with the unexpected and how to approach discussions in light of the unexpected.
- You will find yourself negotiating for your own wants and likes at some point in your life, and your emotions may influence your bargaining ability.
Author: Stuart Diamond
Link to buy: https://www.amazon.com/dp/0307716899
