Book summary of “Getting More” by Professor Stuart Diamond

“Getting More: How You Can Negotiate To Succeed in Work & LIfe” by Stuart Diamond is a comprehensive guide to effective negotiation strategies. Published in 2010, Diamond, a professor at the University of Pennsylvania’s Wharton School, draws on his extensive experience in negotiation and conflict resolution to provide practical insights for individuals seeking success in various aspects of life. His negotiation course at The Wharton School has been the most popular for 13 years in the student course auction.

The book challenges conventional notions of negotiation, emphasising the importance of building relationships and understanding the perspectives of others. Diamond introduces the concept of “Getting More,” which goes beyond the traditional win-lose mentality and aims for mutually beneficial outcomes.

Key Points:

  1. Relationship Building: Diamond stresses the significance of building strong relationships as a foundation for successful negotiations. He advocates for understanding the other party’s needs and concerns, fostering trust, and creating a positive rapport.
  2. Value Creation: Instead of focusing solely on dividing existing value, Diamond encourages negotiators to expand the pie by identifying and creating additional value. This involves exploring creative solutions that meet the interests of all parties involved.
  3. Emotional Intelligence: The author highlights the importance of emotional intelligence in negotiations. Being aware of one’s own emotions and understanding the emotions of others can lead to better communication and more effective problem-solving.
  4. Communication Skills: Effective communication is a cornerstone of successful negotiation. Diamond provides practical communication strategies, including active listening, clear articulation of needs, and the ability to convey empathy.
  5. Adaptability: Negotiation is dynamic, and Diamond underscores the need for adaptability. Being open to new ideas, adjusting strategies based on feedback, and remaining flexible contribute to successful outcomes.
  6. Cultural Sensitivity: The book acknowledges the influence of culture on negotiation dynamics. Diamond provides insights into understanding and navigating cultural differences, emphasizing the need for cultural sensitivity.
  7. The Getting More Model is based on the Four Quadrant Negotiation Model comprising Quadrant One: Problems & Goals, Quadrant Two: Situation Analysis, Quadrant Three: Options/Risk Reduction and Quadrant Four: Actions
  8. The 12 Strategies on which the model is based are: (1) Goals are paramount, (2) It’s all about them, (3) Emotional payments, (4) Each situation is different, (5) Be incremental,(6) Trade unequal valued items, (7) Use their standards, (8) Be transparent/ethical, (9) Communicate& frame, (10) Find the real problems,(11) Embrace the differences, (12) Make a list

“Getting More” is not just a guide for business negotiations; it’s a resource for individuals navigating various aspects of life where negotiation skills come into play. Whether in business, personal relationships, or everyday interactions, Stuart Diamond’s approach encourages readers to move beyond traditional negotiation models and adopt a more holistic and collaborative mindset.

To join a classroom discussion on the different negotiation models, you can sign up for our popular negotiation training course which is conducted in Singapore and various cities across the world.