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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
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Getting More summary
Stuart Diamond
How You Can Negotiate to Succeed in Work and Life
16 mins
Brief summary
Getting More by Stuart Diamond is a negotiation guidebook that teaches you how to have successful conversations by focusing on understanding and meeting the other side's needs. It provides practical tips for problem-solving and building stronger relationships.
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Getting More
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Key idea 1 of 7
Every interaction in life is a negotiation; you need to learn how to get more from them.
What do buying a trinket at the flea market and selling a multimillion-dollar company have in common? Both scenarios involve negotiation.
In fact, all your daily interactions involve some form of negotiation – though you might not realize it.
So let’s examine the four different forms of negotiation.
First, there’s forcing a person to do something. This strategy is really only a fraction of most negotiation processes, if it’s used at all, as it requires power – which is costly and often counter-productive.
Second, there’s getting a person to believe what you want him to believe. This is preferable to using power, but when you have an emotional attachment to the person, it’s a bit tricky to achieve.
Third, there’s getting a person to see things the way you want him to see them.
And finally, there’s persuading a person to feel what you want him to feel.
Now that we’ve defined the different forms of negotiation, let’s look at its overall benefits. It’s simple – negotiating for what you want will net you more in every situation.
To negotiate effectively, you need to determine your goal. If you don’t know exactly what you want at the outset, you can end up negotiating a short-term solution that actually leads you further away from your goal.
If you’re stuck in the hospital after a knee surgery, for example, you might be eager to convince the doctors you’re fine so you can return home. Yet if you negotiate an early leave, missing needed physical therapy, you might end up injuring yourself again – thus compromising your goal of having a healthy knee so you can play basketball.
The more aware you are about how and when negotiations happen, the more you will get out of every negotiation you have, thus bringing you closer to your goals.
The truth is, we all spend each day wanting things. Being aware of the negotiations that determine how you interact with others can help you get what you really want, instead of going through life moaning about what you don’t have.
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What is Getting More about?
Getting More (2010) lays out precisely how to negotiate your way toward a fuller, more satisfying life. The strategies and tools described in this book can be used in any situation, from finding a happier outcome when sparring with a partner to convincing your boss that you’re long overdue for a raise.
Getting More Review
Getting More by Stuart Diamond (2010) is a book that offers valuable insights into the art of negotiation and how to achieve better outcomes in any situation. Here's why this book is worth reading:
- Using practical strategies and effective techniques, it equips readers with the skills to navigate complex negotiations and find mutually beneficial solutions.
- Drawing on real-world examples and personal experiences, the book provides relatable stories that bring the concepts to life and make them applicable in everyday situations.
- With its engaging and conversational tone, the book keeps readers hooked, never feeling like a dull textbook, making it an enjoyable and educational read.
Best quote from Getting More
Every time people interact, there is a negotiation going on: verbally or nonverbally, consciously or unconsciously.
—Stuart Diamond
Who should read Getting More?
- People looking to improve their negotiating skills
- Sales managers, sales reps or anyone involved in cutting business deals
- Anyone who feels they never get what they want when negotiating
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Getting More FAQs
What is the main message of Getting More?
The main message of Getting More is that by using negotiation strategies, we can achieve better outcomes in all aspects of our lives.
How long does it take to read Getting More?
The reading time for Getting More varies depending on the reader's speed, but it typically takes several hours. However, the Blinkist summary can be read in just 15 minutes.
Is Getting More a good book? Is it worth reading?
Getting More is worth reading because it provides practical techniques and insights to improve negotiation skills, leading to more success in various areas of life.
Who is the author of Getting More?
The author of Getting More is Stuart Diamond.
What to read after Getting More?
If you're wondering what to read next after Getting More, here are some recommendations we suggest:
- Bargaining for Advantage by G. Richard Shell
- Split the Pie by Barry Nalebuff
- Negotiation Genius by Deepak Malhotra & Max H. Bazerman
- Secrets of Power Negotiating by Roger Dawson
- The Yes Book by Clive Rich
- Don't Say Um by Michael Chad Hoeppner
- Momentum by Sam Silverstein
- You're Not Listening by Kate Murphy
- Nexus by Yuval Noah Harari
- Superagency by Reid Hoffman