Margaret Neale explains why getting more of what you want in any negotiation usually means thinking about about what your counterpart wants first. Stanford Graduate School of Business video above (part 1) and below (part 2) published Jan 7, 2015.
Margaret Neale: Negotiating (more of) What You Want Anywhere with Anyone – Part 2
Margaret Neale answers common questions about how to craft a successful negotiation strategy, such as whether you should make the first offer, and how to know when you should walk away from a deal. Neale is the Adams Distinguished Professor of Management at Stanford Graduate School of Business, where her research focuses on negotiation and team performance.
Margaret Neale: Negotiation: Getting What You Want
Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal. Four steps to achieving a successful negotiation:
- Why are you asking?
- How are you asking?
- For whom are you asking?
Transcript auto-generated via YouTube.com: