Author Description

Product 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. Review "A valuable guide to a complicated subject."-- "Success" "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" "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" "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" About the Author Margaret A. Neale is an Adams Distinguished Professor of Management at the Graduate School of Business at Stanford University, where h