Getting More

  • by Stuart Diamond
  • Narrated by Marc Cashman
  • 18 hrs and 39 mins
  • Unabridged Audiobook

Publisher's Summary

Negotiation is part of every human encounter, and most of us do it badly. Whether dealing with family, a business, or diplomacy, people often fail to meet their goals in every country and context. They focus on power and “win-win” instead of relationships and perceptions. They don’t find enough things to trade. They think others should be rational when they should be dealing with emotions. They get distracted from their goals.
In this revolutionary book, leading negotiation practitioner and professor Stuart Diamond draws on the research and practice of 30,000 people he has taught and advised in 45 countries over two decades to outline specific, practical and better ways to deal with others. They range from country and corporate leaders to administrative assistants, lawyers, housewives, students, and laborers. To this he adds his 40-year experience as an executive, Harvard-trained attorney, and Pulitzer Prize-winning journalist.
Getting More is based on Professor Diamond’s award-winning negotiations course at The Wharton Business School, where it has been the most sought-after course by students for 13 years. It contains a powerful toolkit that can be used in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors.
The advice is addressed through the stories of hundreds of people who have used 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. A four-year-old willingly brushing his teeth and going to bed.
Instead of “win-win”, it sometimes makes more sense to lose today to get more tomorrow. The use of power, Diamond cautions, too often causes retaliation, harms relationships, and costs credibility. Walking out is almost never as good as understanding the other person’s perceptions and fixing the problem.


What the Critics Say

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


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Customer Reviews

Most Helpful

This works

Bought both the paper and audio book. Using both you can digest the info faster.

I am one of those high IQ low EQ personalities. The approach recommended in this book feels very uncomfortable but I can't question the results. I hold a senior executive position in my company and within a week of using just a few of the techniques in my day to day negotiations I had emails flying around my company wondering what had happened to me. Suddenly a number of significant impasses and personality rifts within the executive team had diminished. Won't say resolved after all I am "being incremental". Also practices in a number of minor situations in hotels, restaurants and shops and have scored a couple of hundred bucks of discounts and complementary items.

The only problem for us low EQ types is that consciously using this stuff is tiring. In a 3 day straight strategy sessions where I was using these techniques all day every day I came away physically exhausted. When I came to work the day after I simply declared to everyone that I was reverting to type for the day so I could recharge. The day following that I went back to using "getting more". I hope that with practice I won't find this so draining. Even if it doesn't will keep using this anyway the results are awesome.
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- Christian

Will help you in all walks of life

Bottom line: this is a great book with REAL WORLD applications that can be used not just in negotiations but in ANY human interaction.

I wasn't sure about this book at first, but it had a lot of great reviews so I gave it a shot... I was first frustrated with the book because it would tease a lot of info or revisit points already covered and/or seemed 'obvious'.

Getting deeper in the book it started to make sense. A lot of the things this book covers seem pretty obvious but it works, I recently found this out:

I was having some major issues with a 'big bank' and they refused to reverse fees. After my wife spent over two days on the phone with them unsuccessful, I used some of the tactics in this book... took 15 minutes, and done -

I'm now looking at more opportunities to utilize this information. I've read at least 4 different books on negotiation and another 4 on persuasion along with my BA in psych etc; this is a great book with REAL WORLD applications that can be used not just in negotiations but in human interaction.

*You can read my many other reviews, I give my honest opinion of the books I get here - I would hope you do the same ;) Thanks for reading.

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- Anomoly

Book Details

  • Release Date: 12-28-2010
  • Publisher: Random House Audio