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
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,