Getting (More Of) What You Want

The best book I’ve ever read on negotiation. – Robert Sutton, Stanford Professor and co-author of * Scaling Up Excellence: Getting to More Without Settling for Less *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. – Chip Heath, co-author of * Decisive, Switch, and Made to Stick *This book surpasses the others [on negotiation]. Based on rigorous evidence and stunningly comprehensive in its consideration of the many aspects of negotiation – Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior, Stanford Business SchoolThese two powerhouse professors de-bunk many common myths and lay out a disciplined approach to mastering the strategy and practice of negotiation. – Sally Blount, Dean, Kellogg School of Management, Northwestern UniversityMargaret 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. – Robert B. Cialdini, author of * Influence: The Psychology of Persuasion *

Margaret Neale is an Adams Distinguished Professor of Management at Stanford University, where her research focuses primarily on negotiation and team performance. She is the author of over seventy articles on the topics of bargaining and negotiation. She lives in Pescadero, California.

Thomas Lys is Eric L. Kohler Chair in Accounting at the Kellogg School of Management at Northwestern University. He is an editor of the Journal of Accounting and Economics and has served as a consultant for General Electric and IBM, among other companies. Lys lives in Mettawa, Illinois.