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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.
- Sales Rank: #270942 in Books
- Published on: 2015-07-14
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 1.00" w x 6.13" l, .46 pounds
- Binding: Hardcover
- 288 pages
Review
Irish Times
“This well-crafted book, which merges ideas and insights from the study of economics and psychology, is about how to negotiate successfully and how to maximise the value that you get from each negotiation.”
Success Magazine
“A valuable guide to a complicated subject.”
Sally Blount, Dean, Kellogg School of Management, Northwestern University
“Getting (More Of) What You Want offers a concise and approachable deep dive into the essential truths of effective negotiating. Building off decades of behavioral research in psychology and economics, these two powerhouse professors de-bunk many common myths and lay out a disciplined approach to mastering the strategy and practice of negotiation.”
Robert Sutton, Stanford Professor and co-author of Scaling Up Excellence: Getting to More Without Settling for Less
“Getting (More Of) What You Want is the best book I’ve ever read on negotiation. Margaret Neale and Thomas Lys’ masterpiece is packed with actionable, often surprising, and always evidence-based advice on everything from deciding whether to negotiate at all, to figuring out whether you are getting a good deal (or a bad one), to when and how to end your negotiation.”
Robert B. Cialdini, author of Influence: The Psychology of Persuasion
“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.”
Chip Heath, co-author of Decisive, Switch, and Made to Stick
“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.”
Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business School and author of Power: Why Some People Have It—and Others Don’t
“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.”
About the Author
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 70 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.
Most helpful customer reviews
11 of 12 people found the following review helpful.
Do More than Read this Book --- Use It!
By Terri L. Griffith
Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life is Margaret Neale and Thomas Lys' valuable new book. I've known Maggie and Tom for decades, but friendship isn't needed to motivate this review. I need this book. I bought both electronic and hardcover versions because this is a book I'll use in my work -- and you should too.
IF YOU ARE A NEGOTIATION NOVICE
You should read this book because is provides an accessible foundation. I cover negotiation as part of my Plugged-In Management workshops and this will be the book I offer (at the end!) of the sessions I teach. The preface gives you a clear perspective on the power of a disciplined approach to negotiation. By the end of Chapter 4 you'll already have the ability to to get more of what you want. If you've been trying out the techniques as you read these chapters, you'll have already paid for the book and the time it took you to read them. Neale and Lys also have done a wonderful job distilling the material from their consulting and courses into clear frameworks and tables to support your preparation.
IF YOU ARE A SELF-TAUGHT NEGOTIATOR
This book will take experienced, self-taught negotiators to the next level. You’ll discover why your good techniques are working and how to improve on your results. I expect that even the most experienced negotiators will be interested in the results from recent research on negotiation and the connections across psychological and economic perspectives. Neale is the Adams Distinguished Professor of Management at Stanford’s Graduate School of Business. Lys is the Eric L. Kohler Chair in Accounting at Northwestern’s Kellogg School of Management. Have no fear, this isn’t a textbook nor is it heavy statistics. What it is heavy with are solid examples and eye opening results. I've read the foundational research on whether or not to make the first offer -- and the systematic review provided in the book both extended what I knew and put it into actionable terms.
IF YOU’VE ALREADY HAD A GREAT NEGOTIATION CLASS
I suspect that even Neale & Lys’ students will find significant value in the summaries following each chapter. As soon as my hardcover arrives (this review is based on the Kindle version), I’ll be adding tabs so I can quickly flip to the summaries as preparation for any upcoming negotiation. No doubt you learned in your negotiation course that preparation and high expectations are critical to getting more of what you want. Use these summaries to kick off your preparations and problem solving efforts. Chapter 8, Managing the Negotiation: Supplementing and Verifying What You (Think You) Know will get special attention as it describes how to learn from the responses of the person you're negotiating with - a topic I know I need to give more attention.
IF YOU DON’T NEGOTIATE
Perhaps you don’t negotiate in a traditional sense -- but you do negotiate. Change management, technology implementations, teamwork, and social settings are all full of negotiations. In my book, The Plugged-In Manager, I rely on negotiation to help people leverage their human, technical, and organizational resources. I learned the basics and more from Maggie Neale and our colleague, Greg Northcraft. I recall feeling, and being, far more powerful once I understood the problem-solving nature of their negotiation practices.
CONCLUSION
Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life is a book you should use, not just read. It’s also the kind of book that you should share with your colleagues. The last practice of a a plugged-in manager is sharing. The idea is that if others understand the same language you do, you’ll find new value in your day to day work. This is a language you want to know.
3 of 3 people found the following review helpful.
Moreish
By Autamme_dot_com
Hey, get talking! Apparently most of us are failing to negotiate and show what we want; we are not even trying. Unbelievable or what?
Negotiation is everywhere, it is not just for high value purchases or for getting something that we want, it can be used for things we are rather adverse to, such as doing the washing up or emptying the bins.
In this engaging book, the authors seek to push the reader to knowingly try and negotiate in each and every situation. Built on a basis of economics and psychology, it can be quite surprising to learn what we are missing out on and what it might be costing us. This is not just a book for the inexperienced, even those who throw their hat into the negotiating ring from time to time can probably improve their game, boost their success rate and then some by taking the authors’ advice to heart.
In many businesses, people sometimes make a half-hearted approach to negotiate and the sales agents often know this. So the price might have a little more air in it so that the seller can be “knocked down” and the customer snaps the deal, thinking they’ve talked down a great bargain. Who is leading who by the nose? For those who don’t negotiate, it is even more profit for the seller. Not everything is negotiable, so don’t go hassling the counter staff at McDonald’s and expect a double cheeseburger for the price of a single, yet sometimes you can be surprised at the results you can get for a firm approach, a smile and bit of gumption. It is, though, more than just a potential money-saving book. It can be time saving, it can be situation enhancing. It can be, or lead to, a lot of things.
This book is not a simple read in some ways due to the sheer depth and quality of the information on offer. The wise reader will take time to enjoy its contents, focus on the knowledge being imparted and consider their future strategies. It is far from being a “ten tips to being a great hustler”-type of book. Thankfully. Of course, depending on your needs you can take the odd shortcut or two – but that would be a shame. It is a lot more than just a negotiator’s handbook.
For many the book might be a little too overwhelming as it is crammed full of academic references and further reading suggestions. Maybe the book’s publicity material gives a slightly optimistic impression about the book’s accessibility and it could possibly be lightened up a tad in places. Yet on balance, it still is a good book that has the potential to delight, even if you do skip bits here and there. If you are in the market for a academically-focussed book mixing psychology and economics together in a practical sense, maybe you are going to stumble over a little goldmine.
The TL:DR summary? Very good, very interesting and very more-ish!
1 of 1 people found the following review helpful.
Don't even check it out from the library (as I did)
By Sol Neuhardt
Very difficult to read. I stopped after the 3 chapter. I am sure that the authors are brilliant, but their writing is way beyond my meager comprehension. They don't need to write for idiots but wow. It reads like an ivy league B school textbook (and I suppose is appropriate for where the authors teach).
For example, the second chapter talks about the three types of issues in negotiation: congruent, distributive and integrative. If you can understand these three concepts and apply them effectively please call me anytime day or night; I would like to hear about it.
Although I probably knew this before, I have been permanently relieved of attending ivy league anything, and learning the art of negotiation from the authors.
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