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 ecomics 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.
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 behaviour 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.