Contrary to the hard-bargaining style Donald Trump recommends, new research supports the benefits of adapting to the other party’s negotiating style when dealing with difficult people. BY KATIE SHONK — ON DECEMBER 14TH, 2017 / DEALING WITH DIFFICULT PEOPLE To hear President Donald Trump tell it, the United States under President Barack Obama had bungled […]
For many of us, negotiation is a mysterious and, sometimes, intimidating process. Professor Neale will reveal empirical truths about common negotiation beliefs and provide a window into more effective strategies in negotiating, helping us get more out of everyday interactions.
If you really want to win at negotiation, stop fighting and start listening. In this episode of Stanford Innovation Lab, host Tina Seelig speaks with Margaret “Maggie” Neale, professor at the Stanford Graduate School of Business, for answers to the burning questions about negotiating. Is emotion your most powerful tool? When does deference earn you […]
An interview we think is worth a listen from Northern California radio KQED Stanford’s Margaret Ann Neale on ‘Getting What You Want’ in the Workplace and at Home
Among them: being blinded by seemingly big numbers, and making the first bid By ANDREA COOMBES June 13, 2016 When it comes to executives’ careers, the biggest financial mistake they make often comes at the very end, when they’re negotiating—or renegotiating—a retirement package. Getting the right package could make a big difference in how they […]
This is a talk that I gave at TEDxStanford on negotiating that leveraged my horse Sal. A different perspective on the process of negotiation!
On le constate dans bien des domaines, la revendication se conjugue plus souvent au masculin qu’au féminin. Dans l’intérêt des femmes, il est sans doute temps qu’elles apprennent à réclamer ! Download the article here. Sure it’s in French, so what can we say? Negotiation is international 🙂
From the Harvard Business Review by Carolyn O’Hara Sometimes, despite your best efforts, a negotiation doesn’t go your way. Perhaps a customer pushed for a steeper discount than you wanted to give, or a potential client went with a competitor’s approach to a project. In the face of a disappointment — one where you might appear […]
How do you go about negotiating a pay rise or a promotion at work? Maggie Neale teaches the art and science of negotiation at Stanford Business School. She talks to Emma Jacobs about the secrets of getting more of what you want. Listen Here