Getting (More of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Neale, Margaret, Lys, Thomas Z.

Published by Profile Books Ltd
ISBN 10: 1781253455 / ISBN 13: 9781781253458
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Num Pages: 320 pages. BIC Classification: KJC; KJN. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 137 x 215 x 22. Weight in Grams: 354. . 2015. Paperback. . . . . Books ship from the US and Ireland. Bookseller Inventory #

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Synopsis: Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it.

About the Author: Margaret A. Neale is an Adams Distinguished Professor of Management at the Graduate School of Business at Stanford University, where her research focuses primarily on negotiation and team performance. In particular, she studies cognitive and social processes in terms of effective negotiating behavior and explores the psychology behind team communication. She is the author of over 70 articles on the topics of bargaining and negotiation and is the coauthor of three books.

Thomas Z. Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. His research investigates the stock price consequences that result from alternate financial reporting standards, changes in capital structure, changes in the money supply, and corporate disclosures, and his work has been published in prominent academic journals. 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.

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Title: Getting (More of) What You Want: How the ...
Publisher: Profile Books Ltd
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Book Description Profile Books Ltd. Paperback. Condition: new. BRAND NEW, Getting (More of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life, Margaret Neale, Thomas Z. Lys, Forget about 'getting to yes' - in most negotiations, we can get what we want. Drawing on the latest research in psychology and behavioural economics, Getting (More of) What You Want shows us how new behavioural models allow negotiators to move past the outdated "win-win" approach and find the most advantageous outcome for each and every negotiation. Be it with colleagues, superiors, spouses, friends, enemies, estate agents or market traders, negotiation is present in almost every social interaction. Neale and Lys's detailed analysis of economics, psychology, and strategic thinking show that, by taking into account rational behaviour and irrational biases - and learning how best to exploit that - anyone can become a more successful, more effective negotiator. Find out: when to negotiate and when to walk away; how to know what a good deal is; when to make the first offer and when to wait; the difference between aspiration and expectation; and why meeting in the middle can be the worst of all possible deals. Drawing on three decades of ground-breaking empirical research, Getting (More of) What You Want reveals the counterintuitive methods used by successful negotiators to get everything they want - and more. Seller Inventory # B9781781253458

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Book Description Profile Books Ltd, United Kingdom, 2015. Paperback. Condition: New. Main. Language: English . Brand New Book. Forget about getting to yes - in most negotiations, we can get what we want. Drawing on the latest research in psychology and behavioural economics, Getting (More of) What You Want shows us how new behavioural models allow negotiators to move past the outdated win-win approach and find the most advantageous outcome for each and every negotiation. Be it with colleagues, superiors, spouses, friends, enemies, estate agents or market traders, negotiation is present in almost every social interaction. Neale and Lys s detailed analysis of economics, psychology, and strategic thinking show that, by taking into account rational behaviour and irrational biases - and learning how best to exploit that - anyone can become a more successful, more effective negotiator. Find out: when to negotiate and when to walk away; how to know what a good deal is; when to make the first offer and when to wait; the difference between aspiration and expectation; and why meeting in the middle can be the worst of all possible deals. Drawing on three decades of ground-breaking empirical research, Getting (More of) What You Want reveals the counterintuitive methods used by successful negotiators to get everything they want - and more. Seller Inventory # AAZ9781781253458

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