Font Size

Change Font Size

Getting More... In The Workplace

GETTING MORE: How to Negotiate to Achieve Your Goals in the Real WorldThe Wall Street Journal's Fins Blog ranked the New York Times Bestseller, Getting More, as "The #1 book to read for your career in 2011." To be competitive, you need to know what it says.

GETTING MORE: How to Negotiate to Achieve Your Goals in the Real World is a proven game changer.

Based on Prof. Diamond’s award-winning (and most popular) course at The Wharton Business School, Getting More outlines a new model of human interaction that has helped thousands of people get much better jobs or quickly advance in their careers, made billions of dollars for some of the world’s leading companies, and is now the model Google, the most desired employer according to a recent survey by The Wall Street Journal, is using to train its 30,000 employees.

“Practical, immediately applicable and highly effective,” is the way Evan Wittenberg, chief talent officer for Hewlett Packard and former head of leadership development at Google, describes Getting More.

Revolutionary, even if counterintuitive, in its focus on people and emotions instead of power and logic, Diamond’s career-focused approach is different—he does not teach a one-size-fits-all solution. “Effective negotiation is situational,” Diamond says. As opposed to cookie-cutter career advice, Diamond offers readers very situation-specific guidance and a wealth of real-life examples from his negotiation course at Wharton. His advice for success is centered on a few simple steps: think about your goals; think about any problems you might encounter in obtaining those goals; identify the parties that can help you; then think about their needs and how you can help.

In the past, the traditional working world tradeoff was that employees would contribute their loyalty, skill and time in return for job stability and a living wage. In recent years, however, the balance of power has clearly shifted to employers in most areas. In such an environment, savvy negotiation skills are critical.

Workplace negotiation strategies covered include:

  • Valuing and understanding emotions and perceptions is much more persuasive in negotiations than using power, leverage or rationality. In fact, making a human connection is six times more likely to meet one’s goals, 90% versus 16%.
  • Gather intelligence. Find out who’s been there forever and knows secrets to success: it can be a relatively low-level employee, like the cleaning staff, security guards or lifelong administratives, and contact people who have left the company as they are great resources.
  • Make yourself more valuable to the company by finding out what it fears and fixing it: whether staffing at certain times, or a language skill, or some other resource.
  • Don’t ask for a lot at once. Be incremental and keep bootstrapping yourself.
  • It’s much better to ask how you can get a raise for future performance than ask for a raise for past performance. Find their standards and meet them.

Diamond offers advice for job seekers, including:

  • Tailor separate resumes for each company, and a cover letter for each person, contacted, explicitly covering their needs and interests. Do research first.
  • Continue to find creative ways to get in the door, even if it means volunteering your time and expertise for a company. This often leads to a paid position.
  • Be persistent, but not pushy.
  • In an interview, always answer questions quickly and succinctly. Don’t be evasive. Be early, make eye contact, smile.

If you put Diamond’s advice into play, you will increase your chances of getting a job, keeping a job, doing better at a job—or finding better employees. The typical return on investment is 5,000% in 30 days. Readers say they have saved thousands of dollars the same day they started using the tools in the book, and gotten raises at work that same week. Diamond’s approach is a structured process that will help you get more with reliability and confidence.

Among the corporations Diamond has advised are Google, Microsoft, JP Morgan, and Prudential, managers from more than 200 of the Fortune 500 countries and business and government leaders in 45 countries. Together his course participants have made or saved billions of dollars for themselves and their companies. Individuals using his negotiation tools have won promotions and advanced their careers. A business school graduate who was rejected by 18 firms got offers from each of the same firms he contacted after using Diamond’s negotiation tools. After 6 offers and 6 more final interviews from the first 12 firms, took a job and declared the process a success.

“I rely on Stuart Diamond’s negotiation tools every day,” said Christian Hernandez, head of international business development for Facebook. Said Stephanie Camp, senior digital strategist at Microsoft: “Devoting a few hours to this book will give the reader a massive advantage in any negotiation.” And Al Weber, regional sales manager for Eli Lilly, said that Stuart’s “negotiation skills about getting more were refreshing and the best we’ve ever seen.”

“It’s time for a new model of human interaction,” says Diamond. “Negotiating is not about gaining power over people to force your will on them. It is about how to get more, not getting everything, but doing better every single day.”

About the Author

Stuart Diamond is one of the world’s foremost experts on negotiation. He has taught and advised many Fortune 500 companies and has consulted with governments and public and private entities in dozens of countries, including Kuwait, Jordan, China, Russia, Brazil, Argentina, Kazakhstan, Korea, Nicaragua, and Mexico, as well as the United Nations and the World Bank. His award-winning course on negotiation at the Wharton School of the University of Pennsylvania has been rated the most popular in the school by students over the last 13 years. A former associate director of the Harvard Negotiation Project at the Harvard Law School, he has been an executive or director in a variety of businesses, including aviation, agriculture, and high technology. His negotiation process was used to quickly solve the 2008 Writers Guild strike in Hollywood after a year of conflict. He holds a JD from Harvard Law School and an MBA from Wharton. He is also an adjunct professor at Penn Law School, and has taught at the business schools of Columbia, NYU, USC, and UCal/Berkeley. Previously, Diamond was a Pulitzer Prize–winning reporter for the New York Times. He has written more than 2,000 published articles. He lives with his wife and son in the Philadelphia area.


professional ghostwriting services 05 04, 2017 (01:33)  
Ghostwriting services Yes No   Great post, just what I was looking for and I am looking forward to reading your other posts soon!  
   
  Edit comment Delete comment Unpublish comment
Kaspersky technical support phone number 05 04, 2017 (01:44)  
Kaspersky phone number Yes No   very good blog thanks for sharing:  
   
  Edit comment Delete comment Unpublish comment
best paper writing service 05 04, 2017 (01:45)  
paper writing service Yes No  
Thanks for publishing this details. I simply wish to let you know that I just look into your site and also I locate it really fascinating and useful.
 
   
  Edit comment Delete comment Unpublish comment
Gas Vergleich 06 01, 2017 (03:38)  
Gas Vergleich Yes No   I truly appreciate this post. I’ve been looking everywhere for this! Thank goodness I found it on Bing. You’ve made my day! Thank you again!  
   
  Edit comment Delete comment Unpublish comment
www.dealsconnect.org 06 25, 2017 (11:20)  
www.dealsconnect.org Yes No   This database is scheduled for deletion! If this database is still needed, please call the Chrysler Service Desk and open a trouble ticket to prevent the database  
   
  Edit comment Delete comment Unpublish comment
buy app store ratings 06 30, 2017 (03:56)  
buy app store ratings Yes No   Leave behind all platforms that provide fake reviews ratings. Nobody likes being treated like a fool. So, when a user sees enormous number of positive reviews  
   
  Edit comment Delete comment Unpublish comment
epf login 07 04, 2017 (12:13)  
epf login Yes No   epf login Welcome, All to EPFO LOGIN Portal. EPFO login is abbreviated as Employee’s Provident Fund Organisation  
   
  Edit comment Delete comment Unpublish comment
color switch 08 04, 2017 (01:40)  
Yes No   I love the new site!! I know how much time, thought, and hard work it takes to bring a new site to fruition. You've done it, and beautifully! I'm raising my glass of tea to you in celebration of this enormous achievement!!! Hopefully, one day I'll have the pleasure to clink glasses with you personally!  
   
  Edit comment Delete comment Unpublish comment
Apple Support Phone Number 08 28, 2017 (12:19)  
Apple Support Phone Number Yes No   I am so grateful to find your particular post. I have bookmarked this website and I will keep visiting you for further such interesting posts.  
   
  Edit comment Delete comment Unpublish comment
Pomefslo 09 14, 2017 (08:48)  
I like this post very much.................Because it is a nice site for posting.so that i like to post in this forum with my heart and soul excitement........................ Yes No   I like this post very much.................Because it is a nice site for posting.so that i like to post in this forum with my heart and soul excitement........................  
   
  Edit comment Delete comment Unpublish comment
 
Hide comment form Hide comment form
  • Bold
  • Italic
  • Underline
  • Stroke
  • Quote
  • Ordered List Unordered List
  • Smileys
  • :confused:
  • :cool:
  • :cry:
  • :laugh:
  • :lol:
  • :normal:
  • :blush:
  • :rolleyes:
  • :sad:
  • :shocked:
  • :sick:
  • :sleeping:
  • :smile:
  • :surprised:
  • :tongue:
  • :unsure:
  • :whistle:
  • :wink:
 
   
 

Related Articles

You are here: Home Articles / Online Magazine Articles Advice & Tips Getting More... In The Workplace

Submissions Welcome

Submit an article to our online magazine and website.

 

Add your event to our Job Fair Calendar

 

Upload a job posting to our Career Search Engine

Get Included in Inclusion

The companies and organizations seen here are specifically hiring people with your talents, background, and skills.

 

Check out our job postings and list of participating employers to find your perfect career today.

Become a Diversity Partner

If you'd like to advertise with the Black Perspective, and to learn more about the benefits of minority recruiting, visit EqualityMagazines.com

Our Diversity Family