Books Getting More: How to Negotiate to Achieve Your Goals in the Real World Book by Stuart Diamond

"Getting More: How to Negotiate to Achieve Your Goals in the Real World" by Stuart Diamond is a transformative negotiation guide that shifts focus from traditional power and logic tactics to understanding, valuing, and communicating with the people involved in any negotiation. Diamond emphasizes that negotiation is not a battle but a process centered on relationships, emotions, and perceptions.

Key points include:

People and process matter most: Over 90% of negotiation outcomes depend on how well you relate to the other party and manage the process, rather than the substantive issues alone.

Set clear goals: Define what you want before negotiating and align your actions to these objectives, while being willing to take incremental steps toward your goal.

Understand emotions and perceptions: Recognize and address the other party’s feelings and viewpoints to build trust and find mutually beneficial solutions.

Use standards and fairness: Leverage agreed-upon norms or promises to hold parties accountable and frame your proposals.

Trade items of unequal value: Exchange things that differ in importance to each party to create value and satisfaction on both sides.

Persistence and incremental progress: Negotiations often succeed by making small, manageable advances rather than giant leaps.

The book draws on extensive research and real-world examples to show how emotional intelligence and collaboration can produce better results than traditional hard bargaining. It applies to a wide range of situations—from business deals to family disputes—and offers practical tools to improve communication and achieve goals effectively.

Overall, Getting More is a highly practical and psychologically insightful manual for anyone looking to negotiate smarter and build stronger relationships in both professional and personal contexts.

1 BOOK