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xxi, 258 pages : illustrations ; 25 cm
  • 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)9780465050727 20160618
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economics, Getting (More of) What You Want shows us how new behavioural models allow negotiators to move past the outdated "win-win" approach and find the most advantageous outcome for each and every negotiation.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)9781781253458 20160618
Business Library
GSBGEN-339-01, GSBGEN-339-01, GSBGEN-339-01, OB-581-01-02