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Getting (more of) what you want : how the secrets of economics and psychology can help you negotiate anything in business and life / by Margaret A. Neale and Thomas Z. Lys

By: Neale, Margaret A.
Contributor(s): Lys, Thomas Z.
Publisher: London, U.K. : Profile Books, 2015Description: xxi, 258 p. : ill. ; 22 cm.ISBN: 9781781253458.Subject(s): Negotiation | Psychology | Interpersonal communicationOnline resources: Download as an eBook
Contents:
THE BASICS: Why aren't you negotiating? -- Creating common ground -- Creating and claiming value -- Value creating -- Mapping out the negotiation -- It takes at least two to tango. THE NEGOTIATION: Who should make the first offer? -- Managing the negotiation -- Concede or else! -- Should you let them see you sweat (or cry)? -- Power -- Multiparty negotiations -- Auctions -- Bringing it home.
Summary: Examines the art of negotiation, revealing psychological biases and insight into how to assess the hidden value in any negotiation. Explains how to recognise a good deal, when to negotiate and when to walk away, and why meeting in the middle can fail both parties.
Item type Home library Call number URL Status Notes Date due Item reserves
Book Book Australia
240.63 NEA 2015 (Browse shelf) Available
Book Book Australia
240.63 NEA 2015 (Browse shelf) Available
EBook EBook International
EBL Ebook (Browse shelf) Link to resource eBook Available as an ebook here
Book Book New Zealand
240.63 GET (Browse shelf) Available
Total holds: 0

THE BASICS: Why aren't you negotiating? -- Creating common ground -- Creating and claiming value -- Value creating -- Mapping out the negotiation -- It takes at least two to tango. THE NEGOTIATION: Who should make the first offer? -- Managing the negotiation -- Concede or else! -- Should you let them see you sweat (or cry)? -- Power -- Multiparty negotiations -- Auctions -- Bringing it home.

Examines the art of negotiation, revealing psychological biases and insight into how to assess the hidden value in any negotiation. Explains how to recognise a good deal, when to negotiate and when to walk away, and why meeting in the middle can fail both parties.

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