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Getting (More Of) What You Want

Descripción del producto

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.

Sinopsis del producto

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.

9781781253465

How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Neale, Margaret A.; Lys, Thomas Z.

Getting (More of) What You Want; behavioural models; negotiators; "win-win"; advantageous outcome; negotiation; colleagues; superiors; spouses; friends; enemies; estate agents; market traders; social interaction; economics; psychology; strategic thinking; rational behaviour; irrational biases; successful; good deal; offer; meeting in the middle; Margaret Neale; Adams Distinguished Professor of Management; Stanford University; team performance; bargaining; California; Thomas Lys; Eric L. Kohler Chair in Accounting; Kellogg School of Management; Northwestern University; Journal of Accounting and Economics; consultant; General Electric; IBM; Getting to yes; Influence; Robert Cialdini; Bruce Patton; Roger Fisher; William Ury; steve martin; Yes!; guide; how-to; science

Descripción del producto

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.

Sinopsis del producto

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.

9781781253465

How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Neale, Margaret A.; Lys, Thomas Z.

Getting (More of) What You Want; behavioural models; negotiators; "win-win"; advantageous outcome; negotiation; colleagues; superiors; spouses; friends; enemies; estate agents; market traders; social interaction; economics; psychology; strategic thinking; rational behaviour; irrational biases; successful; good deal; offer; meeting in the middle; Margaret Neale; Adams Distinguished Professor of Management; Stanford University; team performance; bargaining; California; Thomas Lys; Eric L. Kohler Chair in Accounting; Kellogg School of Management; Northwestern University; Journal of Accounting and Economics; consultant; General Electric; IBM; Getting to yes; Influence; Robert Cialdini; Bruce Patton; Roger Fisher; William Ury; steve martin; Yes!; guide; how-to; science

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Palabras clave

Getting (More of) What You Want;behavioural models;negotiators;"win-win";advantageous outcome;negotiation;colleagues;superiors;spouses;friends;enemies;estate agents;market traders;social interaction;economics;psychology;strategic thinking;rational behaviour;irrational biases;successful;good deal;offer;meeting in the middle;Margaret Neale;Adams Distinguished Professor of Management;Stanford University;team performance;bargaining;California;Thomas Lys;Eric L. Kohler Chair in Accounting;Kellogg School of Management;Northwestern University;Journal of Accounting and Economics;consultant;General Electric;IBM;Getting to yes;Influence;Robert Cialdini;Bruce Patton;Roger Fisher;William Ury;steve martin;Yes!;guide;how-to;science

Especificaciones

Tapa blanda o Bolsillo
Reino Unido de Gran Bretaña
Castellano
Producto a la venta formado por un único componente
Profile Books
07/07/2016
128128 X 196196 X 1818
288
ISBN 9781781253465

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