Margaret Neale: Negotiation: Getting What You Want

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Published 2013-03-13

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.

Read the discussion guide and find other resources at Stanford's Clayman Institute for Gender Research: gender.stanford.edu/negotiation
Learn more about Margaret Neale: www.gsb.stanford.edu/users/maneale

All Comments (21)

@abcd12342695 3 years ago

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.
@nia_sheikh1948 2 years ago

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.
@mardaya 3 years ago

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!
@expertjacksonwilliams7368 1 year ago

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.
@davidalejandrogutierrezgra7376 6 years ago

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.
@Motivation2Invest 2 years ago

Goal of Negotiation, Aim for a WIN/WIN . The only successful negotiations long term have both people walking away happy 👍
@lesliecapalac5037 2 years ago

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.
@trafalgarjaquez2792 1 year ago

Wish me luck, I got the negotiation of my life tomorrow morning, thank you Margaret and Stanford University for accommodating this sensational video!!!
@kellypatriciapajarocardena7031 10 months ago

Margaret Neale, you are so elegant, so inspiring. Excellent negotiation teaching! Thank you
@selyemperzsa1 2 years ago

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
@demichwui8473 2 years ago

Great video and learnt so much! Thank you Stanford and Prof. Margaret Neale! Women definitely need to learn more on negotiation. Go ask girl!
@jonathanaguilar1232 2 years ago

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.
@ilmareverticale 3 years ago

I love your confidence!
@letisriva8581 1 year ago

very practical and seems it's easy to take a small step to start! thanks very much for the four elements and special thanks to guest speakers' input!
@tarunommadan 2 years ago

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. 🙏
@danielx40 1 year ago

This is great. I negotiate often at work for procurement. And this provides great points.
@noahcriss3436 2 years ago

Wow, this is the best presentation I heard on YT.
@veep5712 1 year ago

Thank you for a very excellent overview of the process. I saw you speak several years ago. Wonderful.
@starless9 1 year ago

Great video - breaks down all the factors at work in a negotiation. Good to know but practice at your own risk with the state of this job market.
@siddheshshinde1542 2 years ago

Thanks ma'am, I've learned a lot.