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: assess, prepare, ask, 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: Why are you asking? How are you asking? 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 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.

[abcd]

Goal of negotiation is not to get a deal, but to get a good deal.Some of the key points:
-You should have alternatives.
-Reservation price.
-Aspirations of achieving.
Planning negotiation:
-Access.
-Prepare.
-Ask (Interests and preferences of the other party.Engage with ur counterpart. Both are unique.)
-Package of solutions
One key takeaway-Without getting into negotiation, negotiation will never happen.

[mardaya]

women don't ask, not only for fear but also because negotiation is viewed mistakenly as adversarial when in reality, it should be viewed as a team collaboration and go further and bring a solution... changing our expectations and ask because if you don't ask nobody knows what you want! brilliant!

[MotivationInvest]

Goal of Negotiation, Aim for a WIN/WIN . The only successful negotiations long term have both people walking away happy 👍

[expertjacksonwilliams]

Taking the first step is the hardest, but 7 house later living off passive income since June 6, 2016. You’ve got to start taking steps to achieve your goal.

[davidalejandrogutierrezgra]

This is one of the best videos regarding negotiation I've ever seen. Thank you Stanford School of Business and Margaret Neale for this valuable information.

[nia_sheikh]

1:44 negotiation as problem-solving
1:55 GETTING A GOOD DEAL
2:14 The goal is to get a good deal
2:29 what are your alternatives?
2:46 what is the reservation price?
3:03 reservation: your bottom line
3:17 what is your aspiration?
3:25 aspiration: you're realistic of the best possible outcome
3:31 PLAN FOR THE NEGOTIATION
3:41 access
what my access
4:04 prepare
4:12 aspect: know your interest are?
4:18 know the interests and preferences of my counterpart?
4:40 ask (Interests and preferences of the other party. Engage with your counterpart. Both are unique.)
5:18 package
5:57 One key takeaway-Without getting into negotiation, negotiation will never happen.

[trafalgarjaquez]

Wish me luck, I got the negotiation of my life tomorrow morning, thank you Margaret and Stanford University for accommodating this sensational video!!!

[lesliecapalac]

This was so helpful! Plenty of examples to help understand how to negotiate and I loved how Margaret shares facts about women who negotiate or doesn't. Her tips are really a lesson to apply onto life.

[jonathanaguilar]

This was very helpful in providing me with the whole negotiation process and the best approaches to take. It is very critical to continue to negotiate in order to win. It is no longer a negotiation when you no longer try to persuade.

[selyemperzsa]

I loved this presentation. Thank you Prof Margaret Neale! I think one of the bests I listened to. I understand why but I think it is a bit of a shame you turned off comments for the other videos, you cannot comment/cheer the presenters.
Thank you again! 👏👏👏 Stanford

[tarunommadan]

Very helpful. To the point. Concise. Lot of substance covered in less time. Good deal for time. My gratitude to each and every individual who contributed in making this video happen. 🙏

[kellypatriciapajarocardena]

Margaret Neale, you are so elegant, so inspiring.
Excellent negotiation teaching! Thank you

[thequeenmidas]

The communal negotiation strategy for women makes a lot of sense.

[mindtheprivacy]

I hope these woman are helping and coaching woman even in the room.

[iFreeThink]

Dialogues, witnesses/testimonies, evidence, professionalism.

[SVTX.APL_]

I never thought I would see Skyler talking about how to negotiate... That was more a Heisenberg thing.

[gbarassi]

Different cultures different ways of negotiating. Although this recipe covers the basics, don't take the emotional portion of a negotiation, specially in cultures were relationship building is very important.

[noahcriss]

Wow, this is the best presentation I heard on YT.

[naturalbynature]

Major exams in 2 days and this video was a GREAT help!
Thank you much! 🌹

[timif]

Move from adversarial to problem solving ideal.
1. Assess the situation: do the benefits outweigh the costs?
2. Prepare:
2.1 Understand what your interests are.
2.2 Understand your counterpart's interests.
3. Engage with your counterpart.
4. Package: don't negotiate issue by issue. Propose alternative solutions in packages. Use "If then" language. If I do this, I get this.

Expectations drive behavior.