Getting (More of) What You Want
How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life
Use economics and psychology to negotiate smarter in business and life.
Neale and Lys blend behavioral economics and psychology to show how rational analysis and human biases both shape negotiation outcomes. They explain how to assess the value of a deal, leverage information, and account for the irrational behavior of counterparts. The book reframes negotiation as a problem-solving exercise rather than a battle.
Founders need to know when a deal is actually worth doing, not just how to argue for it. This book gives a clear-eyed, data-informed lens for valuing options and reading the psychology of the other side, helping you avoid bad deals and capture more from good ones.
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