Summary of Getting (More of) What You Want

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Getting (More of) What You Want book summary


8 Overall

9 Applicability

7 Innovation

7 Style


Negotiation is an essential skill. Yet people tend to regard the ability to negotiate as a personality trait to develop rather than as an expertise to build. Margaret A. Neale of the Stanford Business School and Thomas Z. Lys of the Kellogg School of Management at Northwestern University offer the ultimate negotiating model. They base their approach on extensive research and the precepts of behavioral economics. Their book covers such negotiating basics as how to create and claim value, and then it delves into more complicated aspects of negotiating, such as power plays and concessions. Unfortunately, repetition and circular logic sometimes muddy their stream of thought. If you find yourself rereading certain passages looking for clarity just check the helpful end-of-chapter summaries. getAbstract recommends this in-depth behavioral analysis of negotiating strategy to those seeking to elevate their prowess at the bargaining table.

In this summary, you will learn

  • How to use basic negotiation tactics,
  • What human tendencies affect negotiators and
  • How insight about these tendencies can help you win.

About the Authors

Margaret A. Neale teaches at the Graduate School of Business at Stanford University and wrote Negotiating Rationally on bargaining. Thomas Z. Lys teaches accounting at the Kellogg School of Management at Northwestern University and edits the Journal of Accounting & Economics.



Negotiating’s Bad Rap
Most people are comfortable negotiating when they buy big-ticket items such as a car or a house, but they often don’t realize that negotiation is appropriate for all kinds of transactions. To become more comfortable negotiating in a variety of circumstances, try to...

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