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Getting (More of) What You Want

How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

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economics, Getting (More of) What You Want shows us how new behavioural models allows negotiators to move past the outdated "win-win" approach and find the most advantageous outcome for each and every negotiation.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 trader, 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 & 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 vs expectation
- 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.

Rezension
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. Robert B. Cialdini, author of Influence: The Psychology of Persuasion
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Einband Taschenbuch
Seitenzahl 320
Erscheinungsdatum 02.07.2015
Sprache Englisch
ISBN 978-1-78125-345-8
Verlag Profile Books
Maße (L/B/H) 216/134/25 mm
Gewicht 351
Buch (Taschenbuch, Englisch)
11,99
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