Negotiation: Getting What You Want Starts with Wanting It

Margaret Neale and Thomas Lys expose the hidden arithmetic of silence: skip one salary negotiation and pay a hundred thousand dollars over thirty years. Their framework replaces the adversarial mindset with collaborative problem-solving, built on three numbers you must know before any conversation: your alternative, your indifference point, and your target. The professor who kept her five-course load while colleagues accepted six proved the method. She packaged a solution the dean hadn't imagined because she held information he lacked.

You'll learn:

- Why the goal is a good deal, not any deal

- How packaging beats issue-by-issue battles

- The autopsy questions that turn failures into skill