Stuart Diamond is one of the world? leading experts on negotiation. He has advised many Fortune 500 companies, from Google and Microsoft to Prudential and JP Morgan. In addition to The Wharton School, he has also taught at Harvard, Columbia, NYU, USC 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 headed a variety of business ventures, from agriculture to high technology. He holds a J.D. from Harvard Law School and an MBA from Wharton. Previously, Diamond was a Pulitzer Prize?inning reporter for the New York Times. He lives with his wife and son in the Philadelphia area. For more information on Stuart visit: www.gettingmore.com
STUART DIAMONDis 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 Prizewinning 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 From the Hardcover edition.
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 by anyone in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors. The advice is addressed through the insightful 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 4 year old willingly brushing his teeth and going to bed. Conventional wisdom is challenged on almost every page. Instead of "win-win," it sometimes makes more sense 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. Not everything is about money; intangibles such as valuing others will often get you much more in return. Even the hardest bargainers can be tamed by using their own public standards against them. The key to getting more is finding the right tools for each situation; being more flexible, and better understanding the other party. These strategies are invisible, until you learn them. Once you see them, they will always be there to help you get more. From the Hardcover edition.
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 Moreis 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 by anyone in anysituation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors. The advice is addressed through the insightful 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 4 year old willingly brushing his teeth and going to bed. Conventional wisdom is challenged on almost every page. Instead of "win-win," it sometimes makes more sense 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. Not everything is about money; intangibles such as valuing others will often get you much more in return. Even the hardest bargainers can be tamed by using their own public standards against them. The key to getting more is finding the right tools for each situation; being more flexible, and better understanding the other party. These strategies are invisible, until you learn them. Once you see them, they will always be there to help you get more. From the Hardcover edition.
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 ??in-win??instead of relationships and perceptions. They don?? 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?? 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 by anyone in any situation: with kids and jobs, travel and shopping, business, politics, relationships, cultures, partners and competitors. The advice is addressed through the insightful stories of hundreds of people who have used Diamond?? 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 4 year old willingly brushing his teeth and going to bed. Conventional wisdom is challenged on almost every page. Instead of ??in-win,??it sometimes makes more sense 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?? perceptions and fixing the problem. Not everything is about money; intangibles such as valuing others will often get you much more in return. Even the hardest bargainers can be tamed by using their own public standards against them. The key to getting more is finding the right tools for each situation; being more flexible, and better understanding the other party. These strategies are invisible, until you learn them. Once you see them, they will always be there to help you get more. From the Hardcover edition.
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 Timesbestseller and #1 Wall Street Journalbusiness 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 GettingMore 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 From the Hardcover edition.
Acclaim for the New York Timesbestseller Getting More "#1 Business Book to read for your career in 2011." 짱 Wall Street JournalFINS blog "Superb [and] counterintuitive??his immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work." 짱 Kirkusstarred review "Diamond offers up a flexible toolkit for getting your way, whether the subject is a million-dollar deal, a botched restaurant dish, or a petulant 4-yearold." 짱 Psychology Today "Insightful and engaging." 짱 Credit Union Times "Full of real life examples of successful negotiations of the students, business executives and countries he has advised" 짱 Main Line Times "In this guide, Pulitzer Prize winner Diamond explains new strategies and tools to prepare for confident, uncomplicated (and blissfully undramatic) negotiation with colleagues, supervisors, family members and other people in our lives." 짱Chicago Tribune "Diamond has turned his idea into a new book which shows us how to get what we want." 짱Guardian, UK "Diamond's reputation is that of 'the world's best negotiator." 짱 Irish Times "If you want to get to a negotiated agreement more often, this is the book for you." 짱Sales, Success and More "Practical, immediately applicable and highly effective." 짱Evan Wittenberg, Head of Global Leadership Development, Google. "I rely on Stuart Diamond's negotiation tools every day." 짱Christian Hernandez, Head of International Business Development, Facebook. "Devoting a few hours to this book will give the reader a massive advantage in any negotiation." 짱Stephanie Camp, Senior Digital Strategy, Microsoft. "The most valuable tools in my fifteen years in sales, marketing, and business development." 짱Sandeep Sawhney, Director of Business Development, The Weather Channel "These negotiation tools encourage women to use their differences as advantages in the negotiations process. Both empowering and enabling." 짱Umber Ahmad, Executive Director, Platinum Gate Capital Management and former vice president, Goldman Sachs "The best training we have ever received on this or any subject. The benefits were immediate and tangible." 짱 John Sobel, Former Senior Vice President, Secretary and General Counsel, Yahoo "Stuart Diamond equipped me with the tools to be more effective in all of life's pursuits." 짱Larry B. Loftus, Head of Procter & Gamble Far East From the Hardcover edition.
Acclaim For The New York Times Best-Seller, Getting More, And Author Stuart Diamond "#1 Business Book to read for your career in 2011." Wall Street Journal FINS blog "Phenomenal." Lawyers Weekly "Brilliant." Lisa Oz, Oprah Network "This book will give the reader a massive advantage in any negotiation." Stephanie Camp, Senior Digital Strategist, Microsoft. "Superb??ounterintuitive??mmensely useful." Kirkusstarred review (new books) "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." Sandeep Sawhney, Director of Business Development, The Weather Channel "The best training we have ever received on this or any subject. The benefits are immediate and tangible." John Sobel, Senior Vice President/General Counsel, Yahoo "I am one of Stuart Diamond's biggest fans; he taught me more than anyone I can recall." Rob McIntosh, Procurement Director, Dell "The crown jewel; it fundamentally changed my way of thinking." Ravi Radhakrishnan, Senior Manager, Accenture "The best book I've read after the Bible." Jeff Schultz, Health Benefits Advocate, MN "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 mademe money." Owen Devitt, Marketing Executive, Enterprise Ireland, Irish Government "I am still amazed how much I learned." Sylvia Reul, Managing Partner, Reul Law Firm, Germany "Definitely, this book is a MUST for everybody." Katrina Agustin, Network Marketing Firm, Philippines "Stuart Diamond is the master of negotiation. " Robin Khuda, Executive Director, NEXTDC (data centers) Ltd., Australia & New Zealand. "I rely on Stuart Diamond's negotiation tools every day." Christian Hernandez, Head of International Business Development, Facebook. "Practical, immediately applicable and highly effective." Evan Wittenberg, Chief Talent Officer, Hewlett-Packard "A flexible toolkit for getting your way, whether?? million-dollar deal, a botched restaurant dish, or a petulant 4-year-old." Psychology Today "Stuart Diamond equipped me with the tools to be more effective in all of life's pursuits." Larry B. Loftus, Head of Procter & Gamble Far East "For women, empowering and enabling." Umber Ahmad, Exec Director, Platinum Gate Capital Management; former vice president, Goldman Sachs "Invaluable in helping me achieve my goals, whether on the field, in the office, or at home with my five children." Anthony Noto, CFO, National Football League "There isn't an hour that goes by in my personal and professional lives when I don'tuse what I learned from you?? Bill Ruhl, Director, National Customer Service Operations, Verizon "Wonderful!" Laura Chavez, Host, ABC's "Let's Talk Live." From the Hardcover edition.
A former Pulitzer Prize-winning reporter for theNew 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??his immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work. ---Kirkus
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, ??hat are my goals? Who are ??hey?? 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 ??he 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?? suggestions are counterintuitive&This immensely useful book will have wide appeal and leave many readers anxious to put their new skills to work. ---Kirkus From the Hardcover edition.