An edition of Getting (more of) what you want (2015)

Getting (more of) what you want

how the secrets of economics and psychology can help you negotiate anything, in business and in life

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  • 2 Want to read
Cover of: Getting (more of) what you want by Margaret Ann Neale, Margaret Ann Neale
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Last edited by MARC Bot
December 20, 2022 | History
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An edition of Getting (more of) what you want (2015)

Getting (more of) what you want

how the secrets of economics and psychology can help you negotiate anything, in business and in life

by

  • 2 Want to read

"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."--

Publish Date
Language
English
Pages
258

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Previews available in: English

Subjects

Negotiation in business, Psychological aspects, Persuasion (psychology), Negotiation, Interpersonal relations
Edition Availability
Cover of: Getting (more of) what you want
Getting (more of) what you want: how the secrets of economics and psychology can help you negotiate anything, in business and in life
2015
in English

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Book Details

Table of 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.

Edition Notes

Includes bibliographical references (pages 223-247) and index.

Other Titles
Getting what you want

Classifications

Dewey Decimal Class
658.4/052
Library of Congress
HD58.6 .N325 2015, HD58.6.N325 2015, BF637.P4

The Physical Object

Pagination
xxi, 258 pages
Number of pages
258

ID Numbers

Open Library
OL27185001M
Internet Archive
gettingmoreofwha0000neal
ISBN 10
0465050727, 1781253455
ISBN 13
9780465050727, 9781781253458
LCCN
2015297171
OCLC/WorldCat
897345669

Source records

marc_openlibraries_sanfranciscopubliclibrary MARC record
Library of Congress MARC record
Better World Books record
Better World Books record
Internet Archive item record
Promise Item
marc_columbia MARC record

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Download catalog record: RDF / JSON / OPDS | Wikipedia citation
December 20, 2022 Edited by MARC Bot import existing book
December 8, 2022 Edited by ImportBot import existing book
October 28, 2021 Edited by ImportBot import existing book
October 5, 2021 Edited by ImportBot import existing book
July 19, 2019 Created by MARC Bot Imported from marc_openlibraries_sanfranciscopubliclibrary MARC record