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Getting (More Of) What You Want

Author: Margaret A. Neale

Publisher: Profile Books

ISBN: 9781782831068

Category: Business & Economics

Page: 435

View: 889

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Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
Economics and Psychology
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Pages: 286
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Categories: Business & Economics
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The integration of economics and psychology has created a vibrant and fruitfulemerging field of study. The essays in Economics and Psychology take a broad view of the interfacebetween these two disciplines, going beyond the usual focus on "behavioral economics." As documentedin this volume, the influence of psychology on economics has
Myths and Facts about Football
Language: en
Pages: 430
Authors: Patric Andersson, Peter Ayton, Carsten Schmidt
Categories: Sports & Recreation
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This book presents accounts of economic and psychological analyses of association football (or “soccer” as it is popularly known in the USA). As football is widely accepted to be the world’s most popular sport, the case for scientific investigation of its characteristics is self-evident. As the contributions to this book
Getting (More of) What You Want
Language: en
Pages: 288
Authors: Margaret A. Neale, Thomas Z. Lys
Categories: Business & Economics
Type: BOOK - Published: 2015-07-14 - Publisher: Hachette UK

Two top business professors offer up the only negotiation book you'll ever need Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues
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Language: en
Pages: 280
Authors: Oren Bar-Gill
Categories: Business & Economics
Type: BOOK - Published: 2012-08-23 - Publisher: Oxford University Press

Seduction by Contract explains how consumer contracts emerge from market forces and consumer psychology. Consumers' predictable mistakes - they are short-sighted, optimistic, and imperfectly rational - compel sellers to compete by hiding the true costs of products in complex, misleading contracts. Only better law can overcome the market's failure.
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Language: en
Pages: 593
Authors: Shlomo Maital, Sharone L. Maital
Categories: Business & Economics
Type: BOOK - Published: 1993 - Publisher: Edward Elgar Pub

This collection of papers by scholars in the field of economic psychology aims to demonstrate the varied ways in which the insights of psychology have been applied to the understanding of economic behaviour. The volume attempts to reveal how the application of psychology to economics restores its veracity and to