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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 Hardcover – July 14, 2015

4.9 out of 5 stars 8 customer reviews

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Editorial Reviews

Review

Irish Times
“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.”

Success Magazine
“A valuable guide to a complicated subject.”

Sally Blount, Dean, Kellogg School of Management, Northwestern University
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.”

Robert Sutton, Stanford Professor and co-author of Scaling Up Excellence: Getting to More Without Settling for Less
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 B. Cialdini, author of Influence: The Psychology of Persuasion
“Margaret Neale and Thomas Lys have done something enormously important for the fields of negotiation scholarship and practice. They've combined principles of economics and psychology into a set of often novel and genuinely actionable insights that will serve negotiators of all sorts very well.”

Chip Heath, co-author of Decisive, Switch, and Made to Stick
“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.”

Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business School and author of Power: Why Some People Have It—and Others Don’t
“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.”

About the Author

Margaret A. Neale is an Adams Distinguished Professor of Management at the Graduate School of Business at Stanford University, where her research focuses primarily on negotiation and team performance. In particular, she studies cognitive and social processes in terms of effective negotiating behavior and explores the psychology behind team communication. She is the author of over 70 articles on the topics of bargaining and negotiation and is the coauthor of three books.

Thomas Z. Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. His research investigates the stock price consequences that result from alternate financial reporting standards, changes in capital structure, changes in the money supply, and corporate disclosures, and his work has been published in prominent academic journals. He is an editor of the Journal of Accounting and Economics and has served as a consultant for General Electric and IBM, among other companies.
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Product Details

  • Hardcover: 288 pages
  • Publisher: Basic Books (July 14, 2015)
  • Language: English
  • ISBN-10: 0465050727
  • ISBN-13: 978-0465050727
  • Product Dimensions: 6.1 x 1 x 9.2 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #77,270 in Books (See Top 100 in Books)

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Top Customer Reviews

By Terri L. Griffith on August 1, 2015
Format: Hardcover Verified Purchase
Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life is Margaret Neale and Thomas Lys' valuable new book. I've known Maggie and Tom for decades, but friendship isn't needed to motivate this review. I need this book. I bought both electronic and hardcover versions because this is a book I'll use in my work -- and you should too.

IF YOU ARE A NEGOTIATION NOVICE
You should read this book because is provides an accessible foundation. I cover negotiation as part of my Plugged-In Management workshops and this will be the book I offer (at the end!) of the sessions I teach. The preface gives you a clear perspective on the power of a disciplined approach to negotiation. By the end of Chapter 4 you'll already have the ability to to get more of what you want. If you've been trying out the techniques as you read these chapters, you'll have already paid for the book and the time it took you to read them. Neale and Lys also have done a wonderful job distilling the material from their consulting and courses into clear frameworks and tables to support your preparation.

IF YOU ARE A SELF-TAUGHT NEGOTIATOR
This book will take experienced, self-taught negotiators to the next level. You’ll discover why your good techniques are working and how to improve on your results. I expect that even the most experienced negotiators will be interested in the results from recent research on negotiation and the connections across psychological and economic perspectives. Neale is the Adams Distinguished Professor of Management at Stanford’s Graduate School of Business. Lys is the Eric L. Kohler Chair in Accounting at Northwestern’s Kellogg School of Management.
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Format: Hardcover Verified Purchase
This book by Neale and Lys is a negotiations playbook and adviser. Any question you have, you can turn to the section for that topic and get a response. My favorite thing about the book is how much counter-intuitive information there is. Perhaps you should make the first offer. Perhaps you shouldn't keep a straight, even-keeled face in a negotiation. Perhaps you need to do even more preparation than you had done. Perhaps you need to be both competitive and cooperative. Perhaps the goal should not be to come to an agreement.

Just when I think a concept is already powerful, the authors solidify it through a crisp story of how it worked in real life. Plus the authors aren't afraid to be vulnerable - showing when a technique worked or didn't work in their own lives and in those of others.

I have read this book over and over, and I'll continue to do so. It's like having a personal negotiations coach at your side.
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Format: Hardcover
Hey, get talking! Apparently most of us are failing to negotiate and show what we want; we are not even trying. Unbelievable or what?

Negotiation is everywhere, it is not just for high value purchases or for getting something that we want, it can be used for things we are rather adverse to, such as doing the washing up or emptying the bins.

In this engaging book, the authors seek to push the reader to knowingly try and negotiate in each and every situation. Built on a basis of economics and psychology, it can be quite surprising to learn what we are missing out on and what it might be costing us. This is not just a book for the inexperienced, even those who throw their hat into the negotiating ring from time to time can probably improve their game, boost their success rate and then some by taking the authors’ advice to heart.

In many businesses, people sometimes make a half-hearted approach to negotiate and the sales agents often know this. So the price might have a little more air in it so that the seller can be “knocked down” and the customer snaps the deal, thinking they’ve talked down a great bargain. Who is leading who by the nose? For those who don’t negotiate, it is even more profit for the seller. Not everything is negotiable, so don’t go hassling the counter staff at McDonald’s and expect a double cheeseburger for the price of a single, yet sometimes you can be surprised at the results you can get for a firm approach, a smile and bit of gumption. It is, though, more than just a potential money-saving book. It can be time saving, it can be situation enhancing. It can be, or lead to, a lot of things.

This book is not a simple read in some ways due to the sheer depth and quality of the information on offer.
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Format: Hardcover Verified Purchase
An important book on negotiation. I highly recommend reading the preface and specifically the case about the medical test kit. What you don't know, can hurt you as this case shows. Why is the other side negotiating? When is it best to walk away? When do you choose to negotiate or not? Can negotiation be used for solving problems and not just for gaining material things? These are some of the issues addressed in the book. You will learn about the issues-value matrix. How do you negotiate with another person who has more power than you? Have you prepared well for the negotiation? What is your aspiration price and your reservation price? These are all significant matters that are discussed in great detail in this book that combines psychology and economics. Why raising expectations may help you claim value in negotiation. Emotion and a resulting position change that can be detrimental in order for a perceived win in against the other side. Should you use anger in a negotiation? I highly recommend this book for those who choose to negotiate and especially those who have chosen to not negotiate for anything in the past. As Professor Jeffrey Pfeffer states, this book provides an eminently readable guide that is at once practical and scientific.
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