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Getting More of What You Want - Secrets of Economics & Psychology
Getting More of What You Want - Secrets of Economics & Psychology

Getting More of What You Want - Secrets of Economics & Psychology

by Margaret A Neale

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Product ID:33996






9781781253458 - Year: 2015 - Pages: 258



Margaret A Neale
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Author: Margaret A Neale
Thomas Z Lys/
Publisher: Hachette
Year: 2015
Language: English
Pages: 258
ISBN/UPC (if available): 9781781253458


Forget about 'getting to yes' — focus on getting (more of) what you want

Negotiation is present in almost every social interaction. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, Getting (More of) What You Want will help you become a more successful, more efficient negotiator — and get exactly what you want.

Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off.

Drawing on three decades of ground-breaking research into behavioral economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionize the way you approach negotiation.


‘Margaret Neale and Thomas Lys have done something enormously important for the fields of negotiation scholarship and practice. They've combined principles of economics and psychology into a set of often novel and genuinely actionable insights that will serve negotiators of all sorts very well.’
== Robert B. Cialdini, author of Influence and co-author of Yes!

Most of us worry that we're not very good negotiators. This book weaves together the best research and advice on negotiation so that you can feel more calm and collected when facing your next negotiation at work or as a consumer. And perhaps even with your kids.
== Chip Heath, co-author of Decisive, Switch, and Made to Stick

The best book I've ever read on negotiation. Margaret Neale and Thomas Lys' masterpiece is packed with actionable, often surprising, and always evidence-based advice on everything from deciding whether to negotiate at all, to figuring out whether you are getting a good deal (or a bad one), to when and how to end your negotiation.
== Robert Sutton, Stanford Professor and co-author of Scaling Up Excellence: Getting to More Without Settling for Less

Because people negotiate almost constantly, there are many books on negotiations. Margaret A. Neale and Thomas Z. Lys's book surpasses the others. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation, getting (More Of) What You Want provides an eminently readable guide that is at once practical and scientific.
== Jeffrey Pfeiffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business School and author of Power: Why Some People Have It—and Others Don’t.

Getting (More Of) What You Want offers a concise and approachable deep dive into the essential truths of effective negotiating. Building off decades of behavioral research in psychology and economics, these two powerhouse professors de-bunk many common myths and lay out a disciplined approach to mastering the strategy and practice of negotiation.
== Sally Blount, Dean, Kellogg School of Management, Northwestern University



Part One – The Basics

Chapter One:
Why Aren’t You Negotiating?
The Choice to Negotiate

Chapter Two:
Creating Common Ground
The Infrastructure of Negotiation

Chapter Three
Creating and Claiming Value
The Value of the Exchange

Chapter Four
Value Creating
The Integrative Potential in Negotiations

Chapter Five
Mapping out the Negotiation
What You Don’t Know Can Really Hurt You

Chapter Six
It Takes at Least Two to Tango
Thinking Strategically in Negotiation

Part Two – The Negotiation

Chapter Seven
Who Should Make the First Offer?
Is S(he) Who Speaks First Truly Lost?

Chapter Eight
Managing the Negotiation
Supplementing and Verifying What You (Think You)

Chapter Nine
Concede or Else!
The Influence of Promises and Threats

Chapter Ten
Should You Let Them See You Sweat (or Cry)?
Emotions in Negotiation

Chapter Eleven
Having It-or Not-and Getting More

Chapter Twelve
Multiparty Negotiations
The More the Merrier?

Chapter Thirteen
Lots More Than Two

Chapter Fourteen
Bringing It Home
Making the Deal Real


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