Publisher Description
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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“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.”
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Jeffrey Pfeffer, author of Power: Why Some People Have It—and Others Don’t
About the Authors
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.
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.
About Derek Shetterley
Derek Shetterly is a graduate of Southern Illinois University at Carbondale with a BA in radio/television and a double-minor in theatre and Spanish. He spent twenty-three years in radio as an on-air talent and production director, and it was the creative process in writing, performance, and production and his love for acting that evolved into a passion for voice-over work. He now works as a freelance, full-time voice talent out of his home studio in Oregon. When he’s not in the voice booth, you might find him traveling, fly fishing, mountain biking, or cross-country skiing (depending on the weather).