Stanford GSB's Margaret Neale on Negotiation: Getting What You Want

Margaret Neale: Negotiating (more of) What You Want Anywhere with Anyone – Part 1

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:

1. assess
2. prepare
3. ask
4. package

Women increase the chance of a success when a proposal is framed in terms of benefits to your counterparts, team, or organization. Three questions to prepare women to enter a negotiation:

1. Why are you asking? 
2. How are you asking? 
3. For whom are you asking?

Margaret Neale's research focuses primarily on negotiation and team performance. Her work applies judgment and decision-making research from cognitive psychology to the field of negotiation. Neale is the Adams Distinguished Professor of Management at Stanford Graduate School of Business. She has her BS in pharmacy from Northeast Louisiana University, her MS from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas. Stanford Graduate School of Business video above originally published Mar 13, 2013.

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