Getting More
by Stuart Diamond
Wharton's most popular negotiation course in a book: focus on the other party's perceptions, make emotional payments, use their standards, trade things of unequal value, be incremental. Dozens of everyday examples, from airlines to children. Practical and slightly self-congratulatory.
Read it if…
you want negotiation for daily life, not just deals.
See the book →
Skip it if…
you want theory.
Try instead: No: The Only Negotiating System You Need for Work and Home →
Three things you will actually use
- It is about them, not you.
- Use their standards against their position.
- Small steps; big asks fail.
Do this first
Use 'their standards' once this week: ask what their policy says, then hold them to it.
Our verdict
Negotiation for daily life.
See the book →
Compare with other Entrepreneurship books
No: The Only Negotiating System You Need for Work and Home
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Start with no.
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Negotiation Genius
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Research-backed negotiation.
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