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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
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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.”
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 Itand 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
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.
Top Customer Reviews
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.Read more ›
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.
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.Read more ›
Most Recent Customer Reviews
Fantastic book for negotiating. Don't go into a car dealership without having read this? Enjoyed the analytical frameworks proposed to identify your important issues vs. Read morePublished 1 month ago by Jacques Farhi
One of the most phenomenal teachers at Stanford has a new book that will make you smarter and more powerful. Read morePublished 1 month ago by Amazon Customer
Read book cover to cover. Very well organized and uses clear examples. Have found a new desktop reference.Published 2 months ago by john sullivan