Negotiation:
Strategies to Follow
and Pitfalls to Avoid
Featured Expert
Dr. Margaret Neale
Margaret Neale is a celebrated expert on group dynamics, organizational behavior, and influence and negotiations at the Stanford University Graduate School of Business. Read Professor Neale's biography »
PRESENTED NOVEMBER 11, 2010
Negotiation is an art - and a science. Leaders use it as a business tool every day to advance their organizations, in labor agreements, contracting with partners and suppliers, and in some cases with boards of trustees. But there are also times when negotiation may not be appropriate. In order to make a good decision about when to negotiate, you need to have a clear understanding of the potential benefits – and costs – and the strategies at your disposal. This Closer Look gives participant the knowledge and tools to make strategic decisions about when and how to negotiate.
In this session, Professor Margaret Neale shared proven strategies for negotiating more effectively. By the end of this one-hour session participants had:
A clear understanding of what negotiation is
Tools to help you assess when you should and should not negotiate
An understanding of the lifetime cost of not negotiating and how to maximize lifetime opportunities (and earnings)
A focused, applicable framework for determining your best negotiation strategies
Strategies for creating value through negotiation so the outcome is win-win
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