Overview

Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. 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 behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. 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, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.

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9781781253465

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Reviews

The best book I've ever read on negotiation. -- Robert Sutton, Stanford Professor and co-author of * Scaling Up Excellence: Getting to More Without Settling for Less * 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 * This book surpasses the others [on negotiation]. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation -- Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business School 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 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: The Psychology of Persuasion *

The best book I've ever read on negotiation. -- Robert Sutton, Stanford Professor and co-author of Scaling Up Excellence: Getting to More Without Settling for Less 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 This book surpasses the others [on negotiation]. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation -- Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business School 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 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: The Psychology of Persuasion

Author Information

Margaret Neale is an Adams Distinguished Professor of Management at Stanford University, where her research focuses primarily on negotiation and team performance. She is the author of over seventy articles on the topics of bargaining and negotiation. She lives in Pescadero, California. Thomas Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. He is an editor of the Journal of Accounting and Economics and has served as a consultant for General Electric and IBM, among other companies. Lys lives in Mettawa, Illinois.

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