In almost every deal, everyone winds up with the same spreadsheets, models and computer programs. The real differentiating factors for long-term success are skills in human interaction: emotional intelligence, perceptions, cultural understanding, creating a vision, finding intangibles, forming relationships, making connections.

In our increasingly pluralistic world, Getting More provides the best skills by far to add value to deals. Pricing and other “finance" are almost never enough. Making a connection turns every commodity product or service into something unique. That’s because the people - their sensibilities, hopes, dreams fears - are in the deal.

This is not like the formulaic sales tactics taught in other books and courses. Getting More advises that each individual and each situation is unique and should be analyzed for unique characteristics, tangible and intangible. The makes each trading landscape much larger because there is much more in the deal. It becomes much easier to come to an agreement, add value and foster longer-term relationships. Most deals fail because the parties don’t know enough about each other. Getting More shows how to fix that, deal after deal.