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Stuart Diamond

Getting More

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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 Times bestseller and #1 Wall
Street Journal business 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 Getting More 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
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Quotes

  • Byunggyu Parkhas quoted2 years ago
    10. Find the Real Problem and Make It an Opportunity.
    Few people find or fix the real, underlying problem in negotiations. Ask, “What is really preventing me from meeting my goals?” To find the real problem, you have to find out why the other party is acting the way they are. It may not be obvious at first. You have to probe until you find it. You have to get into their shoes. A dispute over a child’s curfew or a business valuation may really be a problem of trust and an opportunity for a better relationship. And problems are only the start of the analysis. They usually can be turned into negotiation opportunities. View problems as such.
    11. Embrace Differences.
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    • Byunggyu Parkhas quoted2 years ago
      8. Be Transparent and Constructive, Not Manipulative.
      This is one of the biggest differences between Getting More and the conventional wisdom. Don’t deceive people. They will find out and the long-term payoff is poor. Be yourself. Stop trying to be tougher, nicer, or something you’re not. People can detect fakers. Being real is highly credible, and credibility is your biggest asset. If you’re in a bad mood or too aggressive, or don’t know something, say so. It will help take the issue away. Your approach and your attitude are critical. This does not mean being a patsy or disclosing everything up front. It does mean being honest, being real.
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      • Byunggyu Parkhas quoted2 years ago
        These tools work for all of them. And they will work for you, too.
        Like Ben Friedman, who almost always asks the companies whose services he uses if new customers are treated better than existing, loyal customers like himself—for example, with discounts or other promotions. By asking that question one day, Ben got 33 percent off his existing New York Times subscription.
        Or Soo Jin Kim, who looks for connections everywhere. One day she saved $200 a year for her daughter’s after-school French program. How? Before asking for a discount, she made a human connection with the school’s manager, talking about her trips to France. These strategies will save you a little here, a little there. But it can add up to many thousands of dollars a year.
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