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

  • 9h 5m 19s
  • Margaret A. Neale, Thomas Z. Lys
  • Gildan Media
  • 2015

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.

In this Audiobook

  • Chapter One: Why Aren't You Negotiating?: The Choice to Negotiate
  • Chapter Two: Creating Common Ground: The Infrastructure of Negotiation
  • Chapter Three: Creating and Claiming Value: The Value of the Exchange
  • Chapter Four: Value Creating: The Integrative Potential in Negotiations
  • Chapter Five: Mapping Out the Negotiation: What You Don't Know Can REALLY Hurt You
  • Chapter Six: It Takes at Least two to Tango: Thinking Strategically in Negotiation
  • Chapter Seven: Who Should Make the First Offer?: Is S(he) Who Speaks First Truly Lost?
  • Chapter Eight: Managing the Negotiation: Supplementing and Verifying What You (Think You) Know
  • Chapter Nine: Concede or Else!: The Influence of Promises and Threats
  • Chapter Ten: Should You Let Them See You Sweat (or Cry)?: Emotions in Negotiation
  • Chapter Eleven: Power: Having it—or Not—and Getting More
  • Chapter Twelve: Multiparty Negotiations: The More the Merrier?
  • Chapter Thirteen: Auctions: Lots More than Two
  • Chapter Fourteen: Bringing it Home: Making the Deal Real


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