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.
