- Audio CD
- Publisher: Random House Audio; Unabridged edition (11 Jan. 2011)
- Language: English
- ISBN-10: 0307749126
- ISBN-13: 978-0307749123
- Product Dimensions: 12.9 x 4 x 14.9 cm
- Average Customer Review: 3.7 out of 5 stars See all reviews (26 customer reviews)
- Amazon Bestsellers Rank: 2,158,919 in Books (See Top 100 in Books)
Getting More: How to Negotiate to Achieve Your Goals in the Real World Audio CD – Audiobook, 11 Jan 2011
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More About the Author
The world's best negotiator (City AM )
A superb how-to book (Kirkus Reviews )
It's not surprising that, in an era of cuts and job losses, what folk most want to know about is Getting More (The Times )
Excellent - gives one the interest and confidence to start negotiating (Irish Independent )
From advising on how to negotiate with terrorists, to industrial disputes, to children, his twelve rules of negotiation promise to open new doors every day (Radio 1 )
Practical, immediately applicable and highly effective. (Evan Wittenberg, Head Of Global Leadership Development, Google )
I rely on Stuart Diamond's negotiation tools every day (Christian Hernandez, Head Of International Business Development, Facebook ) --This text refers to an out of print or unavailable edition of this title.
About the Author
Stuart Diamond runs the most popular course at Wharton, often ranked as the world's best business school. He has advised leading companies and organisations - from Google to the UN - on how to make deals. His unique negotiating process has settled thousands of disputes, including the Hollywood Writers' Strike. --This text refers to an out of print or unavailable edition of this title.
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Top Customer Reviews
So essentially, this book is an excellent 2000-word essay inflated to a nauseating 80000-word paperback through endless repetition. The book is saturated with "real-life examples" from students that he has taught. Examples might conceivably be useful as a means of exploring his ideas in greater depth if they were deconstructed, or used as a means to analyse subtle mistakes in negotiation. But they don't -- they are all superficial, happy-ending retellings of the same storyline: "I had this student once, they used my ideas brilliantly in some negotiation, and now they are rich and happy!". These intrude constantly on the narrative, so that after the first half-dozen, it feels as though the programme is interrupted every five minutes by yet another commercial for a product I have already paid for.
Presumably Stuart Diamond fell victim to the familiar publisher's belief that customers think that 2000 words repeated 40 times is worth 40 times more, and that everything has to be crammed into a familiar, fashionable format. Indeed, traces of the publisher's interference are regularly evident, which is never a good sign.Read more ›
On a positive note, it is a timely reminder that people should treat each other with respect and decency when things get rough no matter where you are, and its usually better to observe than talk, and for that reason it is worth a browse. The parts on reframing and the use of standards will come in handy the next time you feel a call to Customer Services coming on and your bloods boiling. Just don't waste the time of busy restaurant staff pretending you are interested in their kids or favourite sport just to get a small discount on a meal. One final point: Any book that seriously quotes the phrase "humanely slaughtered cows" to get around a vegetarian should get 5 stars for a lack of irony.
This book is 380+ oversized pages of rambling generalisations and disorganised half-principles that leave the reader utterly unsure of the point he's trying to make. If he were to re-visit the tome and distil it into perhaps 1/3 of the words with the aim of teaching the reader useful lessons rather than raconteuring about so many of his friends and cronies we might be getting somewhere.
I'm going back onto Amazon now to try to find a useable book on negotiation, and the local recycling skip is about to become a bit heavier.
1) Expand the pie: find unequal items to trade so everyone gains something that they value more than the the thing they lose; focus on emotions; listen to the other person.
2) Hold people to a set of rules or standards even when it forces them to lose; manipulate people's emotions; use Socratic reasoning to take people down a logical path they don't want to agree with.
These two sets of techniques aren't contradictory, but as you see in each of the (many, many) examples only one of the two mentalities can be used at a time. Stuart Diamond tries to sell it as a compassionate and empowering form of negotiating where everyone can get more, which may be true in the case of the first techniques when negotiators are thinking outside the box and giving everyone value. But the second techniques, which factor into most of his success stories, are manipulative and focus on getting the most for the party that knows how to use these techniques.
Also, horribly written. Stuart Diamond must be a master negotiator if he convinced a publisher that he didn't need a professional writer to make the stories clearer and the overall themes more concise.
Most Recent Customer Reviews
This book spends a lot of time telling you how good the book is but it doesn't have a huge amount of substance - I'm afraid I got bored half way through...Published 3 months ago by M. Leach
This book has given me direction when negotiating. It can be difficult to apply but the methods do work.Published 4 months ago by IfGodGivesYouLemons
There is no doubt that there is some useful tips and information contained in this book. However, this book should have been presented as a pamphlet. Read morePublished 8 months ago by Christian Sheridan
The lessons that the author, Stuart Diamond, is delivering through his book is based on the humane spirit that negotiating partners are always capable of creating a win-win outcome... Read morePublished on 14 Jan. 2014 by Lexian
I found some of this useful, if a bit American. You also need a bit of a hard neck but all in all a good read.Published on 23 July 2013 by Mr J G Hynd
Diamond provides an insightful model for negotiation, based on his experience working with top brands, like Google. Read morePublished on 31 May 2013 by E. C. Boyd