Most of us worry that we are not good negotiators - we are too quick to concede or too abrupt in our approach. However, negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you learn this critical everyday skill in any situation.

Instead of focusing on reaching an agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and appreciate the hidden value in any negotiation. They explain how to know what a good deal is, when to negotiate and when to withdraw, why maintaining a strict expression may prevent you from achieving the best deal, when to make the first offer and when to wait, and why meeting in the middle can lead both sides to a worse position.

Based on three decades of pioneering research in behavioral economics, psychology, and strategic thinking, Getting (More of) What You Want will revolutionize the way you approach negotiation. Whether you are seeking a better deal for your new car, asking for a raise, selling your company, or simply deciding who will do the laundry, this book will help you become a more successful and effective negotiator - and get more of exactly what you want.

Pages: 288, Publication Year: 0707, Dimensions: 19.6x19.6cm