Getting (More of) What You Want:How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In this summary, you’ll learn how inexperienced negotiators regularly leave significant value on the table, as well as the sometimes counterintuitive methods that successful negotiators use to get everything they want -- and more.

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges.

In our summary of Getting (More of) What You Want, Margaret Neale of the Graduate School of Business at Stanford University and Thomas Lys of the Kellogg School of Management at Northwestern University provide a more holistic view of negotiation than has ever been presented before.

Drawing on three decades of groundbreaking research in psychology and economics, this summary shows how people’s irrational biases shape negotiations just as much as do their rational behaviors, and reveals that everyday exchanges offer many missed opportunities to create value.

You’ll learn how inexperienced negotiators regularly leave significant value on the table, as well as the sometimes counterintuitive methods that successful negotiators use to get everything they want -- and more.