| Description |
xxi, 258 pages : illustrations ; 25 cm |
| Bibliography |
Includes bibliographical references (pages 223-247) and index. |
| Contents |
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. |
| Summary |
"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."--provided from Amazon.com. |
| Subject |
Negotiation in business.
|
|
Negotiation in business -- Psychological aspects.
|
| Added Author |
Lys, Thomas, 1950- author.
|
| Added Title |
Getting what you want |
| ISBN |
9780465050727 (hardcover) |
|
0465050727 (hardcover) |
|
9780465040636 (eBook) |
|
0465040632 (eBook) |
|
1781253455 (Paper) |
|
9781781253458 (Paper) |
|
