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Getting (More of) What You Want
How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life
Description
Two top business professors offer up “the best research and advice on negotiation” (Chip Heath)
Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? 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 behavioral economics to provide new strategies for negotiation that take into account people’s irrational biases as well as their rational behaviors. Whether you’re 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 negotiations regularly leave significant value on the table—and how you can claim it.
Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? 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 behavioral economics to provide new strategies for negotiation that take into account people’s irrational biases as well as their rational behaviors. Whether you’re 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 negotiations regularly leave significant value on the table—and how you can claim it.
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Praise
"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."
—Irish Times
—Irish Times
“Most of us worry that we’re not very good negotiators. This book 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 with your kids.”
—Chip Heath, coauthor of Decisive, Switch, and Made to Stick
"Enormously important...Will serve negotiators of all sorts very well."
—Robert B. Cialdini, author of Influence: The Psychology of Persuasion
—Robert B. Cialdini, author of Influence: The Psychology of Persuasion
"A valuable guide to a complicated subject."
—Success Magazine
"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."
—Sally Blount, Dean, Kellogg School of Management, Northwestern University
—Sally Blount, Dean, Kellogg School of Management, Northwestern University
"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."
—Robert Sutton, Stanford Professor and co-author of Scaling Up Excellence: Getting to More Without Settling for Less