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 tableand reveals how you can claim it.
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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.
Table of Contents
Part 1 The Basics
Chapter 1 Why Aren't You Negotiating? The Choice to Negotiate 3
Chapter 2 Creating Common Ground The Infrastructure of Negotiation 15
Chapter 3 Creating and Claiming Value The Value of the Exchange 29
Chapter 4 Value Creating The Integrative Potential in Negotiations 43
Chapter 5 Mapping Out the Negotiation What You Don't Know Can REALLY Hurt You 57
Chapter 6 It Takes at Least Two to Tango Thinking Strategically in Negotiation 79
Part 2 The Negotiation
Chapter 7 Who Should Make the First Offer? Is S(he) Who Speaks First Truly Lost? 101
Chapter 8 Managing the Negotiation Supplementing and Verifying What You (Think You) Know 119
Chapter 9 Concede or Else! The Influence of Promises and Threats 137
Chapter 10 Should You Let Them See You Sweat (or Cry)? Emotions in Negotiation 153
Chapter 11 Power Having It-or Not-and Getting More 167
Chapter 12 Multiparty Negotiations The More the Merrier? 183
Chapter 13 Auctions Lots More than Two 197
Chapter 14 Bringing It Home Making the Deal Real 211