Getting (More of) What You Want by Margaret A. Neale audiobook

Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

By Margaret A. Neale and Thomas Z. Lys
Read by Derek Shetterley

Gildan Media 9781469033341
9.09 Hours • • Unabridged
Format: Digital Download (In Stock)
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    ISBN: 9781469033334

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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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Summary

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.

Editorial Reviews

Editorial Reviews

“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.” —Chip Heath, #1 New York Times bestselling author
“A valuable guide to a complicated subject.” —Success
“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
“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.” —Jeffrey Pfeffer, author of Power: Why Some People Have It—and Others Don’t

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Author

Author Bio: Margaret A. Neale

Author Bio: Margaret A. Neale

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 seventy articles on the topics of bargaining and negotiation and is the coauthor of three books.

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Author Bio: Thomas Z. Lys

Author Bio: Thomas Z. Lys

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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Details

Details

Available Formats : Digital Download
Category: Nonfiction/Business & Economics
Runtime: 9.09
Audience: Adult
Language: English

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