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Getting More of What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Getting More of What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

作者 : Margaret Neale/ Thomas Z. Lys

作者 : 瑪格里特.妮爾/ 湯瑪斯.黎斯

出版社 : PROFILE BOOKS LTD

可訂購

定價 : NT 550

售價9折, NT495

內容簡介


超越所有談判的書籍,面面俱到又有效的實用談判書。

「我讀過最好的關於”談判”的書。」
--史丹福大學教授,《卓越可以擴散》共同作者/Robert Sutton

「將有關談判的最佳研究與建議融合於一體,當你面對下一個談判時,不論是工作上、做為消費者、甚至與你的孩子們的談判,你都會感到更為鎮定而冷靜。」
--《創意黏力學》、《零偏見決斷法》共同作者/Chip Heath

根據最新的心理學與行為經濟學的研究,本書呈現的是新的行為模組如何使談判者超越過時的”雙贏”方法,為每一個談判找到最有利的結果。兩位作者展現實用的新方法,幫助你碰到任何情況時,都能以最好的技巧來解決。

本書並不著眼於無論如何也要達到協議,而是告訴讀者如何克服心理偏見,評估隱藏在每一個談判後面的價值。如何知道什麼是一件好的交易,什麼時候該談判、什麼時候該走人,為什麼擺著一張撲克臉無法取得最好的交易,何時該給出第一個提議、何時該等待。

本書提供的建議,讓你在買新車時可以拿到最好的條件,成功說服公司加薪。總之,讓你成為一個更成功、有效率的談判者,拿到更多你想要的。

Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation.

Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off.

Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
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作者介紹
■作者簡介

Margaret Neale
史丹福大學管理學教授,她的研究主要在談判及團體表現。

Thomas Lys
西北大學管理學院教授,是《會計與經濟學期刊》(Journal of Accounting and Economics)編輯,也是奇異(GE)與IBM還有其他企業的顧問。


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