Name: Getting (More of) What You Want By Margaret Neale
SKU: 9780465050727
Price: 7.69 USD
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Getting (More of) What You Want Summary

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 Neale

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.

Getting (More of) What You Want Reviews

Irish Times This well-crafted book, which merges ideas and insights from the study of economics and psychology, is about how to negotiate successfully and how to maximise the value that you get from each negotiation. Success Magazine A valuable guide to a complicated subject. 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.

About Margaret Neale

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 behaviour 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.

Additional information

Sku

CIN0465050727G

ISBN 13

9780465050727

ISBN 10

0465050727

Title

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 Neale

Author

Margaret Neale

Condition

Used - Good

Binding type

Hardback

Publisher

Basic Books

Year published

20150714

Number of pages

288

Prizes

N/A

Cover note

Book picture is for illustrative purposes only, actual binding, cover or edition may vary.

Note

This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in good condition, but if you are not entirely satisfied please get in touch with us

Getting (More of) What You Want Margaret Neale

Getting (More of) What You Want by Margaret Neale

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Getting (More of) What You Want Summary

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 Neale

Getting (More of) What You Want Reviews

About Margaret Neale

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