Getting More

How You Can Negotiate to Succeed in Work and Life

By: Stuart Diamond

Narrated by: Marc Cashman

NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships.

A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one.

Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic.

As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors.

The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

©2010 Stuart Diamond (P)2010 Random House

Critic reviews

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

“This book will give the reader a massive advantage in any negotiation.” (Stephanie Camp, Senior Digital Strategist, Microsoft)

“I am living proof that this course does pay! I saved $245 million for my company.” (Richard T. Morena, CFO, Asbury Park Press, NJ)

Genuine advice read by a sincere narrator

If you could sum up Getting More in three words, what would they be?

Think of them. Meaning think of the other person as the most important party. It will guide your dialogue.

Who was your favorite character and why?

The story of a woman getting a better outcome in a negotiation at work. It was closest to my current situation and the motivation for reading this book.

Which character – as performed by Marc Cashman – was your favorite?

n/a

What insight do you think you’ll apply from Getting More?

Obviously better negotiation. But his examples are just what I needed to help me apply the tips and techniques. He tells you both parties concerns and how they were met. I loved it! It's lengthy so you can imagine how much information is stuffed into this book. I can't stop bookmarking!!

Any additional comments?

The best book on negotiation and a great companion to How to Win Friends and Influence People by Dale Carnegie. Full of modern and recent examples!

Life changer, at least for some

What made the experience of listening to Getting More the most enjoyable?

The techniques illustrated in this book work very well in the real world. Some people are born negotiators, they manage to keep emotion out of the equation, alway focus on the goal and never make the other party look bad. This book is great for the other vast majority of people who are not born with such skills-- the ones who get less because they speak up often, but focus on the wrong issues, or the ones who are afraid to get into a confrontational situation.

The chapter on establishing a personal connection, comes across as a little manipulative to me, but I thought the author was right, it does work. I hope readers of this book will try to be fair with the negotiating party so that both sides get more, not just them.

Was this a book you wanted to listen to all in one sitting?

No

A Good Approach to Negotiation

This book has a lot of really good advice and great anecdotes for illustration. Two things that I didn’t like as much: first, I feel like the book could have been half as long and still gotten the same message across; second, advice and anecdotes are great, but real science is so much better, which this book lacked.

would be in top 100 of must read books in life

loved it will read it several times more !!
must read books in life. a book i would now recommend anyone cause its to good to share!!

awesome book

The audio book was quite enjoyable to read. I didn't feel inclined to skip any sections or chapters. I highly recommend it to anyone

Wow, just....Wow

I'm an avid reader. I read a few hours everyday, whether its in print, on my kindle, or in my ears. That said, some of my favorite topics include business development and sales/negotiation strategy. Of the latter category, this book stands out with a few of the rare, quality, others ("No" and "Getting to Yes", which are good books and should be read). Because of the content, its positive message and the paradigm shift this book encourages me, the reader, to take, I feel like I have already become a more understanding, and more effective, negotiator/communicator. Now I'm eager to try some of the suggestions around town before taking them in to my business.
MUST READ, WELL WORTH THE PRICE, EXCELLENT VALUE, WILL RECOMMEND

There is so much truth in this book...

Would you listen to Getting More again? Why?

I find this the most useful book I have read in 40 years. It has practical applications in about 90% of life situations, other than pure maintenance (housework, cooking,). It is a gem. Two things are particularly great about this book. First, many of the techniques you will already be doing, but not in a conscious manner, so you will have an opportunity to be better at it. Second, his quandrant gives a framework for thinking through situations and applying which tools to use, also adding to what you may not already be doing. This should be a required class in all public schools in America, no kidding. America would be a better place if all out public officials and private leaders, and parents, used this. Extremely geniune stuff here. I use this multiple times every day. How can you not apply the principles here? I am an obvious fan...and no, I don't get residuals...lol

Have you listened to any of Marc Cashman’s other performances before? How does this one compare?

No

Great book

awesome introduction to the negotiation world, it provides general knowledge on different cases that you might encounter and how you should react to get more ;)

Hard to learn from all the anecdotes

What did you like best about Getting More? What did you like least?

The narrator, Stuart Diamond was good but I found that I wanted more meat from the book rather than hear a bunch of anecdotes.

Was Getting More worth the listening time?

Considering that I listen while I drive it wasn't too bad. I would have put it down pretty early on otherwise.

Changed my view of a path to success

If you could sum up Getting More in three words, what would they be?

Insightful, revealing, useful

What did you like best about this story?

The way the author lets you in the 'secrets' of people who get more

What did you learn from Getting More that you would use in your daily life?

I am better at getting my toddler to pick up her toys, as I am at getting my boss to grant me a particular request, like a specific day off during weekdays.