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

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


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Two top business professors offer up the only negotiation book you'll ever need

Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? 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 behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're 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 negotiations regularly leave significant value on the table-and how you can claim it.

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Product Details

ISBN-13: 9780465050727
Publisher: Basic Books
Publication date: 07/14/2015
Pages: 288
Product dimensions: 6.20(w) x 9.30(h) x 1.30(d)

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 seventy 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

Preface ix

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

Acknowledgments 221

Notes 223

Index 249

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