Getting (More of) What You Want

　　Mastering the secrets of psychology and economics for negotiation, performance, profit and prosperity

　　Cutting-edge psychology for the competitive edge in negotiation.

　　Forget about ‘getting to yes’ – in most negotiations, we can get what we want. Drawing on the latest research in psychology and behavioural economics, Getting (More of) What You Want shows us how new behavioural models allows negotiators to move past the outdated ‘win-win’ approach and find the most advantageous outcome for each and every negotiation.

　　Be it with colleagues, superiors, spouses, friends, enemies, estate agents or market traders, negotiation is present in almost every social interaction. Neale and Lys’s detailed analysis of economics, psychology and strategic thinking show that, by taking into account rational behaviour and irrational biases – and learning how best to exploit that – anyone can become a more successful, more effective negotiator.

　　Drawing on three decades of ground-breaking empirical research, Getting (More of) What You Want reveals the counterintuitive methods used by successful negotiators to get everything they want – and more.

作者簡介

　　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.

　　Thomas Z. Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. He has served as a consultant for General Electric and IBM, among other companies.