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 U.S.A Today 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 15 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.
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.
Stuart Diamond is one of the world’s leading negotiation experts. He is Google’s Principal Negotiation Instructor and his collaborative model has been chosen by Special Ops for negotiating in a new era of military engagement. He provided the process that solved the 2008 Hollywood Writers Strike, has consulted to corporate and government leaders in more than 50 countries, taught more than 30,000 people including managers from more than 220 of the Fortune 500 companies, and addressed cultural issues from countries as diverse as China, Kuwait, Colombia, South Africa, Germany and Russia. A Professor at Wharton Business School and Penn Law School, he holds a law degree from Harvard, an M.B.A. from Wharton and in a previous career was a journalist at The New York Times, where he was on a team that won the Pulitzer Prize. He has worked on Wall Street and headed businesses in high technology, medical services, air cargo and an array of other ventures requiring daily persuasion. He now heads a team of world-class negotiation trainers and strategists at GettingMore, Inc. www.gettingmore.com.
Prof. Stuart Diamond’s China Schedule
2015.08 Citic workshop Register Now
“Life-changing” is among the most common comments about the course:
- Innovative. Getting More is the principal negotiation model used by Google to train its employees worldwide. More than 8,500 Googlers have been trained.
- Effective. Getting More has been documented to produce a return on investment of $30,000 for each $100 spent on training with the model.
- Practical. The Wall Street Journal’s career site named Getting More as “the best book to read for your career.”
- Competitive. Morgan Stanley, the global investment bank, called Getting More “the negotiation model of choice for our CEO clients and staff of financial advisors.”
- Best Selling. More than 1 million copies have been sold worldwide, making Getting More the largest selling book on negotiation since its publication in 2011.
- Broadly Applicable. The model has proved successful in dozens of countries, from Pakistan to China, Brazil to Saudi Arabia, South Africa to Russia, with any culture and with any activity, from billion dollar deals to raising kids to political issues.
- Reduces Conflict. Getting More is used by U.S. Special Operations, the military elite (Seals, Green Berets, Special Forces, Marines), to promote stability through better communication and human connections. More than 4,000 soldiers trained.
“This ……saves lives ,”soliders wrote to Prof.Diamond.
Comments on the Model and the Training
- “Best training on this or any subject.” –John Sobel, as Senior VP & General Counsel of Yahoo
- “Practical, immediately applicable, and highly effective.” –Evan Wittenberg, as Google training Director
- “I rely on Stuart Diamond’s negotiation tools daily.” –Christian Hernandez, as international Business Development Head of Facebook
- “Stuart Diamond equipped me with the tools to be more effective in all of life’s pursuits.” –Larry Loftus, Head of Proctor & Gamble, Far East
- “Invaluable––on the field and with my kids.” –Anthony Noto, as CFO, National Football League
- “The most important class I have ever taken.” –Shanan Bentley, as Senior Vice President, Citigroup
- Abu Dhabi Commercial Bank made an extra $227 million in 90 days after a workshop: more customers, higher fees, more deals.
- “I saved $245 million for my company with tools from Getting More“. Richard Morena, CFO, Asbury Park Press.
- “Phenomenal.” Lawyer’s Weekly
The course deals with addressing emotions explicitly, to prompt more focus on goals, listening and creativity. As such, human psychology is much more important than economics or law in achieving better agreements. The new model is captured in a four quadrant format that enables people to prepare effectively for any negotiation.
In a two-day course, there are five cases. The first case involves power, trust, and cultural diversity. The second case addresses how to add value to negotiations. The third case addresses risk and coalition building. That is day 1. Day 2 involves using the Getting More problem-solving process to solve the participants’ real, active problems.
There is also an abbreviated one day course that does not have the risk/coalition building case or the first of the two problem-solving exercises.
Workshops are typically 2 days for corporations, and the most common number of participants is 24 to 42, with a maximum of approximately 60.
Here are some of the takeaways the participants would learn from the course:
- Gaining a better ability to focus on and meet goals.
- Turning hard bargainers into collaborators by creating a vision and brainstorming incentives.
- Getting commitments that stick, by finding out how the other party makes commitments.
- Uncovering the perceptions of others and using them to create value.
- Turning transactions into relationships. Developing linkages.
- Team building and consensus building; better processes for group decision-making.
- Dealing more effectively with emotional and cultural issues.
- Acting faster and better in real time.
- Gaining insights on how to better manage differences, including across cultures.
- Thinking more strategically about negotiation.