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

  • 5h 50m
  • Margaret A. Neale, Thomas Z. Lys
  • Perseus Books, L.L.C.
  • 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.

About the Authors

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.

In this Book

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