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

By Margaret A Neale, Thomas Z Lys
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.


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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"
"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."

Sally Blount, Dean, Kellogg School of Management, Northwestern University
""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."
Robert Sutton, Stanford Professor and co-author of "Scaling Up Excellence: Getting to More Without Settling for Less"
""Getting (More Of) What You Want" is 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 B. Cialdini, author of "Influence: The Psychology of Persuasion"
"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."
Chip Heath, co-author of "Decisive," "Switch," and "Made to Stick"
"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."
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"
"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."




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ISBN: 9780465050727

About the Hardcover

Publisher Basic Books
Publish date 07/14/2015
Pages 288
Availability Available
ISBN-13 9780465050727
ISBN-10 0465050727
Language English

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