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

Neale, Margaret A.; Lys, Thomas Z.

9781781253458: Getting (More Of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Softcover

ISBN 10: 1781253455 ISBN 13: 9781781253458

Publisher: Profile Books, 2015

This specific ISBN edition is currently not available.

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economics, Getting (More of) What You Want shows us how new behavioural models allow negotiators to move past the outdated "win-win" approach and find the most advantageous outcome for each and every negotiation.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.

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Review

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)

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 Pfeffer, 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)