Publisher Description
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.
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“Because people negotiate almost constantly, there are many books on negotiations. Margaret A. Neale and Thomas Z. Lys’s book surpasses the others. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation, Getting (More of) What You Want provides an eminently readable guide that is at once practical and scientific.”
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Jeffrey Pfeffer, author of Power: Why Some People Have It—and Others Don’t
