• Introducing financial accounting
• Constructing financial statements
• Adjusting accounts for financial statements
• Reporting and analyzing cash flows
• Analyzing and interpreting financial statements
• Reporting and analyzing revenues, receivables, and operating income
• Reporting and analyzing inventory
• Reporting and analyzing long-term operating assets
• Reporting and analyzing liabilities
• Reporting and analyzing leases, pensions, income taxes, and commitments and contingencies
• Reporting and analyzing stockholders' equity
• Reporting and analyzing financial investments

"[This book equips] students with the accounting techniques and insights necessary to succeed in today's business environment. It reflects our combined experience in teaching financial accounting to college students at all levels. For anyone who pursues a career in business, the ability to read, analyze, and interpret published financial reports is an essential skill. [This book] is written for future business leaders who want to understand how financial statements are prepared and how the information in published financial reports is used by investors, creditors, financial analysts, and managers"--Preface

"One of our objectives in writing this book is to help students become skilled preparers and informed consumers of financial statement information. The financial reporting environment today is particularly challenging. Accountants, auditors, and financial analysts must not only know the reporting practices that apply in the United States (U.S. GAAP), they must also be aware of the practices allowed in other countries under International Financial Reporting Standards (IFRS). We believe it is essential for students to comprehend the key similarities and differences between current U.S. GAAP and IFRS"-- Provided by publisher

"The guide every M.B.A. or any aspiring consultant needs to ace some of the toughest job interviews." -Wall Street Journal The world's foremost authority on case interviewing and bestselling author Marc Cosentino demystifies the case interview process-which is not only used for recruiting in consulting but also in finance, banking, private equity, strategic planning, operations, logistics, human capital, and marketing-taking readers inside a typical interview and sharing a proven system that will help you answer today's most sophisticated case questions. Now in its eleventh edition, Case in Point is the most current and up-to-date book on the subject, and reflects all the latest changes in the case interview process. The book offers 30 practice cases and five case starts, and features sections on: Ivy Case System What Firms Look for While Hiring About the Market: Core Questions to Ask About the Company: Core Questions to Ask Visual Recommendations Factor Questions Group Cases, Written Cases, and Tests Advice for International Students Advice for Industry Hires Case Journal 21 Ways to Cut Costs, 21 Risks, and 11 Synergies With Case in Point, you have the expert advice you need to land a job in the competitive fields of management consulting, finance, banking, private equity, strategic planning, operations, logistics, human capital, and marketing. It will change the way you think.
(source: Nielsen Book Data)

• The corporation and financial markets
• Introduction to financial statement analysis
• Financial decision making and the law of one price
• The time value of money
• Interest rates
• Valuing bonds
• Investment decision rules
• Fundamentals of capital budgeting
• Valuing stocks
• Capital markets and the pricing of risk
• Optimal portfolio choice and the capital asset pricing model
• Estimating the cost of capital
• Investor behavior and capital market efficiency
• Captial structure in a perfect market
• Debt and taxes
• Financial distress, managerial incentives, and information
• Payout policy
• Capital budgeting and valuation with leverage
• Valuation and financial modeling : a case study
• Financial options
• Option valuation
• Real options
• Raising equity capital
• Debt financing
• Leasing
• Working capital management
• Short-term financial planning
• Mergers and acquisitions
• Corporate governance
• Risk management
• International corporate finance

For programs using a text in a two-semester course, this book highlights how core financial principles can improve individual financial decision making. Connects theory to practice - Shows students how three major topics (corporate finance, investments and valuation) are connected by using 'The Law of One Price' as a framework throughout the text. Balanced approach - Uses both time-tested and modern principles with the practical perspective of a financial manager, offering students the tools to make sound financial decisions. Practical study aids - Designed to help students master core concepts and learn to identify and solve problems faced by today's practitioners.
(source: Nielsen Book Data)

• Introducing financial accounting
• Constructing financial statements
• Adjusting accounts for financial statements
• Reporting and analyzing cash flows
• Analyzing and interpreting financial statements
• Reporting and analyzing revenues, receivables, and operating income
• Reporting and analyzing inventory
• Reporting and analyzing long-term operating assets
• Reporting and analyzing liabilities
• Reporting and analyzing leases, pensions, income taxes, and commitments and contingencies
• Reporting and analyzing stockholders' equity
• Reporting and analyzing financial investments.

"[This book equips] students with the accounting techniques and insights necessary to succeed in today's business environment. It reflects our combined experience in teaching financial accounting to college students at all levels. For anyone who pursues a career in business, the ability to read, analyze, and interpret published financial reports is an essential skill. [This book] is written for future business leaders who want to understand how financial statements are prepared and how the information in published financial reports is used by investors, creditors, financial analysts, and managers"--Preface.

• 1.Introduction2.The Process View of the Organization3.Understanding the Supply Process: Evaluating Process Capacity4.Estimating and Reducing Labor Costs5.Batching and Other Flow Interruptions: Setup Times and the Economic Order Quantity Model6.The Link between Operations and Finance7.Quality and Statistical Process Control8.Lean Operations and the Toyota Production System9.Variablity and Its Impact on Process Performance: Waiting Time Problems10.The Impact of Variability on Process Performance: Throughput Losses11.Scheduling to Prioritize Demand12.Project Management13.Forecasting14.Betting on Uncertain Demand: The Newsvendor Model15.Assemble-to-Order, Make-to-Order, and Quick Response with Reactive Capacity16.Service Levels and Lead Times in Supply Chains: The Order-up-to Inventory Model17.Risk-Pooling Strategies to Reduce and Hedge Uncertainty18.Revenue Management with Capacity Controls19.Supply Chain with Capacity Coordination APPENDIXES 1.Statistics Tutorial2.Tables3.Evaluation of the Loss Function4.Equations and Approximations5.Solutions to Selected Practice Problems.
• (source: Nielsen Book Data)

Gerard Cachon and Christian Terwiesch, Matching Supply with Demand: An Introduction to Operations Management, 4e is the most authoritative, cutting-edge book for operations management MBAs. The book demands rigorous analysis on the part of students without requiring consistent use of sophisticated mathematical modeling to perform it. When the use of quantitative tools or formal modeling is indicated, it is only to perform the necessary analysis needed to inform and support a practical business solution. The guiding principle in the development of Matching Supply with Demand has been "real operations, real solutions." "Real operations" means that most of the chapters in this book are written from the perspective of a specific company so that the material will come to life by discussing it in a real-world context. "Real solutions" means that equations and models do not merely provide students with mathematical gymnastics for the sake of an intellectual exercise.
(source: Nielsen Book Data)

A thoroughly revised new edition of a leading textbook that equips MBA students with the powerful tools of economics This is a thoroughly revised and substantially streamlined new edition of a leading textbook that shows MBA students how understanding economics can help them make smarter and better-informed real-world management decisions. David Kreps, one of the world's most influential economists, has developed and refined Microeconomics for Managers over decades of teaching at Stanford's Graduate School of Business. Stressing game theory and strategic thinking and driven by in-depth, integrated case studies, the book shows future managers how economics can provide practical answers to critical business problems. Focuses on case studies and real companies, such as Amazon, Microsoft, General Motors, United Airlines, and Xerox Covers essential topics for future managers--including price discrimination, Porter's five forces, risk sharing and spreading, signaling and screening, credibility and reputation, and economics and organizational behavior Features an online supplement for students that provides solutions to the problems in the book, longer caselike exercises, review problems, a calculus review, and more.
(source: Nielsen Book Data)

• Bodie, Kane, and Marcus Investments 11ePART I Introduction1 The Investment Environment2 Asset Classes and Financial Instruments3 How Securities Are Traded4 Mutual Funds and Other Investment CompaniesPART II Portfolio Theory and Practice5 Risk, Return, and the Historical Record6 Capital Allocation to Risky Assets7 Optimal Risky Portfolios8 Index ModelsPART III Equilibrium in Capital Markets9 The Capital Asset Pricing Model10 Arbitrage Pricing Theory and Multifactor Models of Risk and Return11 The Efficient Market Hypothesis12 Behavioral Finance and Technical Analysis13 Empirical Evidence on Security ReturnsPART IV Fixed-Income Securities14 Bond Prices and Yields15 The Term Structure of Interest Rates16 Managing Bond PortfoliosPART V Security Analysis17 Macroeconomic and Industry Analysis18 Equity Valuation Models19 Financial Statement AnalysisPART VI Options, Futures, and Other Derivatives20 Options Markets: Introduction21 Option Valuation22 Futures Markets23 Futures, Swaps, and Risk ManagementPART VII Applied Portfolio Management24 Portfolio Performance Evaluation25 International Diversification26 Hedge Funds27 The Theory of Active Portfolio Management28 Investment Policy and the Framework of the CFA Institute.
• (source: Nielsen Book Data)

The integrated solutions for Bodie, Kane, and Marcus' Investments set the standard for graduate/MBA investments textbooks. The unifying theme is that security markets are nearly efficient, meaning that most securities are priced appropriately given their risk and return attributes. The content places greater emphasis on asset allocation and offers a much broader and deeper treatment of futures, options, and other derivative security markets than most investment texts.Connect is the only integrated learning system that empowers students by continuously adapting to deliver precisely what they need, when they need it, and how they need it, so that your class time is more engaging and effective.
(source: Nielsen Book Data)

• PART 1: INTRODUCTION 1. The Corporation 2. Introduction to Financial Statement Analysis 3. Financial Decision Making and the Law of One Price
• PART 2: TIME, MONEY, AND INTEREST RATES 4. The Time Value of Money 5. Interest Rates 6. Valuing Bonds
• PART 3: VALUING PROJECTS AND FIRMS 7. Investment Decision Rules 8. Fundamentals of Capital Budgeting 9. Valuing Stocks
• PART 4: RISK AND RETURN 10. Capital Markets and the Pricing of Risk 11. Optimal Portfolio Choice and the Capital Asset Pricing Model 12. Estimating the Cost of Capital 13. Investor Behavior and Capital Market Efficiency
• PART 5: CAPITAL STRUCTURE 14. Capital Structure in a Perfect Market 15. Debt and Taxes 16. Financial Distress, Managerial Incentives, and Information 17. Payout Policy
• PART 6: ADVANCED VALUATION 18. Capital Budgeting and Valuation with Leverage 19. Valuation and Financial Modeling: A Case Study
• PART 7: OPTIONS 20. Financial Options 21. Option Valuation 22. Real Options PART 8: LONG-TERM FINANCING 23. Raising Equity Capital 24. Debt Financing 25. Leasing
• PART 9: SHORT-TERM FINANCING 26. Working Capital Management 27. Short-Term Financial Planning
• PART 10: SPECIAL TOPICS 28. Mergers and Acquisitions 29. Corporate Governance 30. Risk Management 31. International Corporate Finance.
• (source: Nielsen Book Data)

• PART 1: INTRODUCTION 1. The Corporation 2. Introduction to Financial Statement Analysis 3. Financial Decision Making and the Law of One Price
• PART 2: TIME, MONEY, AND INTEREST RATES 4. The Time Value of Money 5. Interest Rates 6. Valuing Bonds
• PART 3: VALUING PROJECTS AND FIRMS 7. Investment Decision Rules 8. Fundamentals of Capital Budgeting 9. Valuing Stocks
• PART 4: RISK AND RETURN 10. Capital Markets and the Pricing of Risk 11. Optimal Portfolio Choice and the Capital Asset Pricing Model 12. Estimating the Cost of Capital 13. Investor Behavior and Capital Market Efficiency
• PART 5: CAPITAL STRUCTURE 14. Capital Structure in a Perfect Market 15. Debt and Taxes 16. Financial Distress, Managerial Incentives, and Information 17. Payout Policy
• PART 6: ADVANCED VALUATION 18. Capital Budgeting and Valuation with Leverage 19. Valuation and Financial Modeling: A Case Study.
• (source: Nielsen Book Data)

For MBA/graduate students taking a course in corporate finance. An Emphasis on Core Financial Principles to Elevate Individuals' Financial Decision Making Berk and DeMarzo's Corporate Finance uses a unifying valuation framework, the Law Of One Price, to present the core content instructors expect, the new ideas they want, and the pedagogy their students need to succeed. Corporate Finance: The Core fits programs and individual professors who desire a streamlined book that is specifically tailored to the topics covered in the first one-semester course. For programs and professors who would like to use a text in a two semester, or more, sequence, please see Corporate Finance, the 31-chapter book also by Jonathan Berk and Peter DeMarzo. Also Available with MyFinanceLab(TM) MyFinanceLab is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, students practice what they learn, test their understanding, and pursue a personalized study plan that helps them better absorb course material and understand difficult concepts. Note: You are purchasing a standalone product; MyFinanceLab does not come packaged with this content. Students, if interested in purchasing this title with MyFinanceLab, ask your instructor for the correct package ISBN and Course ID. Instructors, contact your Pearson representative for more information. If you would like to purchase both the physical text and MyFinanceLab, search for: 0134409272 / 9780134409276 Corporate Finance: The Core Plus MyFinanceLab with Pearson eText -- Access Card Package Package consists of: *0134202643 / 9780134202648 Corporate Finance: The Core*0134202910 / 9780134202914 MyFinanceLab with Pearson eText -- Access Card -- for Corporate Finance: The Core.
(source: Nielsen Book Data)
For MBA/graduate students taking a course in corporate finance. An Emphasis on Core Financial Principles to Elevate Individuals' Financial Decision Making Using the unifying valuation framework based on the Law of One Price, top researchers Jonathan Berk and Peter DeMarzo have set the new canon for corporate finance textbooks. Corporate Finance blends coverage of time-tested principles and the latest advancements with the practical perspective of the financial manager, so students have the knowledge and tools they need to make sound financial decisions in their careers. For a streamlined book specifically tailored to the topics covered in the first one-semester course, Corporate Finance: The Core is also available by Jonathan Berk and Peter DeMarzo. Note: You are purchasing a standalone product; MyFinanceLabTM does not come packaged with this content. Students, if interested in purchasing this title with MyFinanceLab, ask your instructor for the correct package ISBN and Course ID. Instructors, contact your Pearson representative for more information. If you would like to purchase both the physical text and MyFinanceLab, search for: 0134408896 / 9780134408897 Corporate Finance Plus MyFinanceLab with Pearson eText -- Access Card Package Package consists of: *013408327X / 9780134083278 Corporate Finance*0134099176 / 9780134099170 MyFinanceLab with Pearson eText -- Access Card -- for Corporate Finance.
(source: Nielsen Book Data)

• Chapter 1 - The Economic and Institutional Setting for Financial Reporting
• Chapter 2 - Accrual Accounting and Income Determination
• Chapter 3 - Additional Topics in Income Determination
• Chapter 4 - Structure of the Balance Sheet and Statement of Cash Flows
• Chapter 5 - Essentials of Financial Statement Analysis
• Chapter 6 - The Role of Financial Information in Valuation and Credit Risk Assessment
• Chapter 7 - The Role of Financial Information in Contracting
• Chapter 8 -Receivables
• Chapter 9 -Inventories
• Chapter 10 -Long-Lived Assets
• Chapter 11 -Financial Instruments as Liabilities
• Chapter 12 - Financial Reporting for Leases
• Chapter 13 - Income Tax Reporting
• Chapter 14 - Pensions and Postretirement Benefits
• Chapter 15 -Financial Reporting for Owners' Equity
• Chapter 16 -Intercorporate Equity Investments
• Chapter 17 - Statement of Cash Flows Appendix -Time Value of Money.
• (source: Nielsen Book Data)

For the first time, Revsine's Financial Reporting & Analysis will feature Connect, the premier digital teaching and learning tool that allows instructors to assign and assess course material. Financial Reporting & Analysis (FR&A) by Revsine/Collins/Johnson/Mittelstaedt emphasizes both the process of financial reporting and the analysis of financial statements. This book employs a true "user" perspective by discussing the contracting and decision implications of accounting, helping readers understand why accounting choices are so important and to whom they matter. Revsine, Collins, Johnson, and Mittelstaedt train their readers to be good financial detectives by enabling them to read, use, and interpret the statements. Most importantly, FR&A helps students understand how and why managers can utilize the flexibility in GAAP to adapt the numbers for their own purposes.
(source: Nielsen Book Data)

Combining innovative treatment of macroeconomic concepts with the clearest presentation of long-run growth theory, Jones offers students an accessible and truly modern introduction to the field. With new primers, important updates on the aftermath of the great recession, and over 90 updated charts and tables, Macroeconomics, fourth edition, is the ideal text for exposing undergraduates to current perspectives at a level they can understand.
(source: Nielsen Book Data)

• Finding practice partners and bonus resources
• Study guides for coveted tech firms
• Abbreviations, terms and concepts
• Frequently asked questions
• Analytics: estimation
• Analytics: data science
• Analytics: pricing new products
• Analytics: pricing existing products
• Analytics: ROI
• Product design: customer journey map exercises
• Product design: pain point exercises
• Product design: brainstorm exercises
• Product design: putting it together
• Metrics: brainstorming exercises
• Metrics: prioritization exercises
• Metrics: diagnose exercises
• Metrics: putting it together
• Hypothetical: opinion
• Hypothetical : problem solving
• Strategy: new market entry
• Strategy: launch plan
• Strategy: other
• Technical
• Traditional
• Behavioral.

• PART I The Founder
• Chapter 1 The Global Entrepreneurial Revolution for a Flatter World
• Chapter 2 The Entrepreneurial Mind: Crafting a Personal Entrepreneurial Strategy PART II The Opportunity
• Chapter 3 he Entrepreneurial Process
• Chapter 4 lean Commerce and Sustainable Enterprise Movements Are an Opportunity Sea Change
• Chapter 5 Opportunity Recognition
• Chapter 6 Opportunities for Social Entrepreneurship
• Chapter 7 The Business Plan PART III The Founder and Team
• Chapter 8 The Entrepreneurial Leader and the Team
• Chapter 9 Ethical Decision Making and the Entrepreneur PART IV Financing Entrepreneurial Ventures
• Chapter 10 Resource Requirements
• Chapter 11 Franchising
• Chapter 12 Entrepreneurial Finance
• Chapter 13 Obtaining Venture and Growth Capital
• Chapter 14 The Deal: Valuation, Structure, and Negotiation
• Chapter 15 Obtaining Debt Capital PART V Start-up and Beyond
• Chapter 16 Leading Rapid Growth, Crises, and Recovery
• Chapter 17 The Family as Entrepreneur
• Chapter 18 The Harvest and Beyond.
• (source: Nielsen Book Data)

New Venture Creation: Entrepreneurship for the 21st Century is about the process of getting a new venture started, growing the venture, successfully harvesting it, and starting again. The book presents the substantial body of knowledge about the entrepreneurial process in a pragmatic way - through text, case studies, and hands-on exercises - to help readers compress their learning curves, reduce their ultimate risk and pain, and allow them to gain more from their subsequent entrepreneurial experiences.
(source: Nielsen Book Data)

• Preface
• Focus on value
• Global perspectives
• Process insights
• Part I. Identify: Stage 1. Needs Finding: 1.1 Strategic focus
• 1.2 Needs exploration
• 1.3 Need statement development
• Case study
• Stage 2. Needs Screening: 2.1 Disease state fundamentals
• 2.2 Existing solutions
• 2.3 Stakeholder analysis
• 2.4 Market analysis
• 2.5 Needs selection
• Case study
• Part II. Invent: Stage 3. Concept Generation: 3.1 Ideation
• 3.2 Initial concept selection
• Case study
• Stage 4. Concept Screening: 4.1 Intellectual property basics
• 4.2 Regulatory basics
• 4.3 Reimbursement basics
• 4.4 Business models
• 4.5 Concept exploration and testing
• 4.6 Final concept selection
• Case study
• Part III. Implement: Stage 5. Strategy Development: 5.1 IP strategy
• 5.2 R&D strategy
• 5.3 Clinical strategy
• 5.4 Regulatory strategy
• 5.5 Quality management
• 5.6 Reimbursement strategy
• 5.7 Marketing and stakeholder strategy
• 5.8 Sales and distribution strategy
• 5.9 Competitive advantage and business strategy
• Case study
• Stage 6. Business Planning: 6.1 Operating plan and financial model
• 6.2 Strategy integration and communication
• 6.3 Funding approaches
• 6.4 Alternate pathways
• Case study
• About the author team
• Image credits
• Glossary
• Index.
• (source: Nielsen Book Data)

This step-by-step guide to medical technology innovation, now in full color, has been rewritten to reflect recent trends of industry globalization and value-conscious healthcare. Written by a team of medical, engineering, and business experts, the authors provide a comprehensive resource that leads students, researchers, and entrepreneurs through a proven process for the identification, invention, and implementation of new solutions. Case studies on innovative products from around the world, successes and failures, practical advice, and end-of-chapter 'Getting Started' sections encourage readers to learn from real projects and apply important lessons to their own work. A wealth of additional material supports the book, including a collection of nearly 100 videos created for the second edition, active links to external websites, supplementary appendices, and timely updates on the companion website at ebiodesign.org. Readers can access this material quickly, easily, and at the most relevant point in the text from within the ebook.
(source: Nielsen Book Data)

• Part I. Introduction: 1. The basic framework: potential outcomes, stability, and the assignment mechanism
• 2. A brief history of the potential-outcome approach to causal inference
• 3. A taxonomy of assignment mechanisms
• Part II. Classical Randomized Experiments: 4. A taxonomy of classical randomized experiments
• 5. Fisher's exact P-values for completely randomized experiments
• 6. Neyman's repeated sampling approach to completely randomized experiments
• 7. Regression methods for completely randomized experiments
• 8. Model-based inference in completely randomized experiments
• 9. Stratified randomized experiments
• 10. Paired randomized experiments
• 11. Case study: an experimental evaluation of a labor-market program
• Part III. Regular Assignment Mechanisms: Design: 12. Unconfounded treatment assignment
• 13. Estimating the propensity score
• 14. Assessing overlap in covariate distributions
• 15. Design in observational studies: matching to ensure balance in covariate distributions
• 16. Design in observational studies: trimming to ensure balance in covariate distributions
• Part IV. Regular Assignment Mechanisms: Analysis: 17. Subclassification on the propensity score
• 18. Matching estimators (Card-Krueger data)
• 19. Estimating the variance of estimators under unconfoundedness
• 20. Alternative estimands
• Part V. Regular Assignment Mechanisms: Supplementary Analyses: 21. Assessing the unconfoundedness assumption
• 22. Sensitivity analysis and bounds
• Part VI. Regular Assignment Mechanisms with Noncompliance: Analysis: 23. Instrumental-variables analysis of randomized experiments with one-sided noncompliance
• 24. Instrumental-variables analysis of randomized experiments with two-sided noncompliance
• 25. Model-based analyses with instrumental variables
• Part VII. Conclusion: 26. Conclusions and extensions.
• (source: Nielsen Book Data)

Most questions in social and biomedical sciences are causal in nature: what would happen to individuals, or to groups, if part of their environment were changed? In this groundbreaking text, two world-renowned experts present statistical methods for studying such questions. This book starts with the notion of potential outcomes, each corresponding to the outcome that would be realized if a subject were exposed to a particular treatment or regime. In this approach, causal effects are comparisons of such potential outcomes. The fundamental problem of causal inference is that we can only observe one of the potential outcomes for a particular subject. The authors discuss how randomized experiments allow us to assess causal effects and then turn to observational studies. They lay out the assumptions needed for causal inference and describe the leading analysis methods, including matching, propensity-score methods, and instrumental variables. Many detailed applications are included, with special focus on practical aspects for the empirical researcher.
(source: Nielsen Book Data)

• 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
• 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---or not--and getting more ; Multiparty negotiations : the more the merrier? ; Auctions : lots more than two ; Bringing it home : making the deal real.

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.
(source: Nielsen Book Data)
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 allow 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. Find out: when to negotiate and when to walk away; how to know what a good deal is; when to make the first offer and when to wait; the difference between aspiration and expectation; and why meeting in the middle can be the worst of all possible deals. 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.
(source: Nielsen Book Data)