Getting (more of) what you want
Subtitle: how the secrets of economics and psychology can help you negotiate anything, in business and in life
By: Margaret A. Neale and Thomas Z. Lys
Contributors: Lys, Thomas, 1950- author
Published: 2015
Language: eng
Number of pages: 258
ISBN-13: 9780465050727; 9781781253458
Subjects: Negotiation in business; Psychological aspects
Other titles: Getting what you want
Description: "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."--
Notes: Includes bibliographical references (pages 223-247) and index.
Table of contents: title: Part One: The basics. 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; title: Part Two: The 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; title: -or not; title: and getting more ; Multiparty negotiations : the more the merrier? ; Auctions : lots more than two ; Bringing it home : making the deal real.