This book is now going on my list of top three book recommendations of all time. It can change your life. Stuart Diamond is going to teach you all about Getting More, only not quite in the way that you might think. While the title may have been designed to attract readers for somewhat selfish reasons, the hidden secret is that using negotiation techniques allows everyone involved to get more.
Getting More is full of hundreds of stories from Diamond's students who had varying rates of success in negotiating anything from kids' bedtimes to apartment repair to discounts on high-end jewelry. It is eye-popping. Reading through all of these anecdotes from other people's daily lives is like discovering an entire new universe. It explains so much about why some people are "lucky" or get everything, while "this always happens" to others.
Most people who have worked in customer service or retail for even a single day will have vivid recollections of how pointlessly nasty and unreasonable customers can be. This will either make us unusually patient and cheerful in business transactions, or more critical. I would present the position that being friendly and kind to people gets more. In fact, it wasn't really until I read Getting More that I started to understand why I get freebies so often.
I have had planes held for me. I have gotten free drinks and appetizers. I have had double room upgrades. I have had charges waived. I have gotten free merchandise. I have gotten major discounts. None of this stuff did I ever think to ask for! As I read this book, I started to see that I had done the right thing over and over again, just by being easy to please and complimenting people on their work. There really is something to be said for possibly being the only pleasant customer interaction of someone's hour, day, week, or career.
If only everyone would read Getting More. Then more people would begin interactions from a place of mutual regard, rather than defensiveness, hostility, belligerence, or rudeness. Negotiating from a place of respect and trust will get better results from everyone, for everyone.
I've been working with chronic disorganization, squalor, and hoarding for over 20 years. I'm also a marathon runner who was diagnosed with fibromyalgia and thyroid disease 17 years ago.