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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 in Life

Autor Margaret A. Neale, Thomas Z. Lys
en Limba Engleză Hardback – 13 iul 2015
Two top business professors offer up the only negotiation book you'll ever need

Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table-and how you can claim it.

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Specificații

ISBN-13: 9780465050727
ISBN-10: 0465050727
Pagini: 288
Dimensiuni: 245 x 162 x 26 mm
Greutate: 0.45 kg
Editura: BASIC BOOKS
Colecția Basic Books

Notă biografică


Descriere

Combining insights from the cutting edge of psychology and economics, two eminent business school professors provide a new approach to negotiation.

Recenzii

The best book I've ever read on negotiation.
Weaves together the best research and advice on negotiation so that you can feel more calm and collected when facing your next negotiation at work or as a consumer. And perhaps even with your kids.
This book surpasses the others [on negotiation]. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation
These two powerhouse professors de-bunk many common myths and lay out a disciplined approach to mastering the strategy and practice of negotiation.
Margaret Neale and Thomas Lys have done something enormously important for the fields of negotiation scholarship and practice. They've combined principles of economics and psychology into a set of often novel and genuinely actionable insights that will serve negotiators of all sorts very well.