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Getting (More Of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life
Margaret Neale
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Description for Getting (More Of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life
Paperback. Num Pages: 288 pages. BIC Classification: KJC; KJN. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 131 x 201 x 24. Weight in Grams: 316.
Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and ... Read more
Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and ... Read more
Product Details
Publisher
Profile Books Ltd
Format
Paperback
Publication date
2016
Condition
New
Number of Pages
288
Place of Publication
London, United Kingdom
ISBN
9781781253465
SKU
V9781781253465
Shipping Time
Usually ships in 5 to 9 working days
Ref
99-99
About Margaret Neale
Margaret Neale is an Adams Distinguished Professor of Management at Stanford University, where her research focuses primarily on negotiation and team performance. She is the author of over seventy articles on the topics of bargaining and negotiation. She lives in Pescadero, California. Thomas Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. ... Read more
Reviews for Getting (More Of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life
The best book I've ever read on negotiation.
Robert Sutton, Stanford Professor and co-author of
Scaling Up Excellence: Getting to More Without Settling for Less
Weaves together the best research and advice on negotiation so that you can feel more calm and collected when facing your next negotiation at work or as a consumer. And perhaps even ... Read more
Robert Sutton, Stanford Professor and co-author of
Scaling Up Excellence: Getting to More Without Settling for Less
Weaves together the best research and advice on negotiation so that you can feel more calm and collected when facing your next negotiation at work or as a consumer. And perhaps even ... Read more