Getting More
Stuart Diamond · 2010
Getting More (2010) is a book by Stuart Diamond on Communication & influence. A Wharton professor's negotiation method built on people and perceptions, not power. Diamond shows you get more by grasping the pictures in others' heads, making emotional payments, and trading things of unequal value.
The negotiation classic that ditches leverage and win-win platitudes for the one thing that actually moves people: the perceptions, emotions, and unmet needs inside their heads.
Two of the ideas you’ll keep
The Clif summary of Getting More pulls out 7 insights. Here are the first two.
- Diamond's core claim overturns most negotiation advice: the **substance** of what you're arguing accounts for **less than 10%** of your persuasiveness. The rest is **people** and **process**, who the other party is, how they feel, and whether the interaction makes them want to help you.
- **Goals are paramount.** Everything you do in a negotiation should move you toward your goal, not toward winning, being right, punishing the other side, or venting. If an action doesn't serve the goal, don't take it, relationships and even fairness are means, not the objective.
The other 5 — and the full 11-minute summary — are in the app.
What’s inside: 8 chapters
The whole summary runs about 11 minutes, read or listened to.
- Getting More, Not Winning
- The Twelve Strategies and the Four Quadrants
- It's About People: The Pictures in Their Heads
- Make Emotional Payments
- Trade Things of Unequal Value
- Use Their Standards and Reframe the Problem
- Be Incremental, Transparent, and Constructive
- Getting More in Everyday Life
Finish Getting More tonight.
Read or listen to the full summary in about 11 minutes, then keep the ideas with a minute of review a day. Start with the 2-minute quiz — no card required.
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