If You're Curious About These Questions...
You should listen to this audiobook
- Did you know that the most powerful tool in any negotiation isn't logic or facts, but a psychological secret that most people completely overlook?
- What if you could transform every conflict—from a disagreement with your partner to a high-stakes salary talk—into a collaborative win?
- Are you curious about how the world’s most successful negotiators manage to get more out of every interaction without ever playing 'hardball'?
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Key Takeaways from Getting More
- Discover why every daily interaction is a negotiation, and learn how defining your ultimate goal prevents you from settling for short-term fixes that derail your long-term success.
- Understand the four distinct forms of negotiation and see why persuading someone to share your perspective is far more effective than using costly, counter-productive force.
- Learn how to establish an honest, trusting connection with your negotiating partner by showing sincere appreciation and adapting to their unique cultural and personal preferences.
- Master the art of stepping into the other person's shoes by dropping assumptions, asking clarifying questions, and summarizing their points to close the gap between differing perceptions.
- Find out how to strengthen your position against a hard bargainer by cleverly leveraging their own stated standards and rules to hold them accountable.
Learning Tools
Reinforce what you learned from Getting More
Mind Map
Getting More
Core Philosophy+
Building Connection+
Managing Perceptions+
Leveraging Standards+
Value and Exchange+
Handling Emotions+
The Getting More Model+
Practical Communication+
Quiz — Test Your Understanding
Question 1 of 8
According to the book, what is the primary danger of not clearly defining your goal before entering a negotiation?
Question 2 of 8
What does the author suggest doing if you and your negotiating partner simply cannot stand each other?
Question 3 of 8
Why is it recommended to frequently summarize what you hear from your negotiating partner during a dialogue?
Question 4 of 8
How should you utilize the other person's standards in a negotiation, such as dealing with a dirty luxury hotel room?
Question 5 of 8
What is the underlying principle behind making a successful exchange in a negotiation?
Question 6 of 8
In the divorce case example, how did the mediator resolve the wife's refusal to negotiate?
Question 7 of 8
When using the 'Getting More' model to prepare for a negotiation, what is one of the recommended steps?
Question 8 of 8
What actionable advice does the author give regarding negotiating via email?
Getting More — Full Chapter Overview
- 1Recommendation
- 2Every interaction in life is a negotiation; you must learn to extract more value from each one.
- 3To negotiate effectively, you must build an honest and trusting connection with those you negotiate with.
- 4Assume nothing! Stay aware of your partner’s perceptions and step into his shoes too.
- 5Advance toward your goal by leveraging the other person’s standards within the negotiation process itself.
- 6To gain an edge in negotiation, learn what your partner values and arrange an exchange that works.
- 7Never ignore emotions, because they can quickly derail any negotiation.
- 8Prepare for each negotiation with carefully planned and well-practiced strategies.
Getting More Summary & Overview
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.
Who Should Listen to 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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