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Margaret Neale
Professor of Organizations and Dispute Resolution, Stanford Graduate School of Business

In the Negotiation: Myths, Misperceptions and Damned Lies program, Professor Neale debunks common negotiation myths as she shares the results of empirical research on negotiating strategies and the process of “mutual influence” that drives negotiation.

Negotiation: Myths, Misperceptions and Damned Lies Program Highlights:

  • What is your biggest source of power in any negotiation?
  • How to redraw the boundaries of a negotiation in your favor.
  • How focusing on the upside improves your deal.

It’s better to receive the first offer than to give it. Honesty is the best negotiating policy. Don’t ever let them see you sweat. In the Negotiation: Myths, Misperceptions and Damned Lies program, Professor Neale convincingly debunks these common beliefs as she shares the results of empirical research on negotiating strategies and the process of “mutual influence” that drives negotiation. In fact, making the first offer can set the bar high—to your advantage. Being honest about your bottom line can backfire. And emotions can play a powerful role in negotiations.

Before you begin, be clear about your goal. Is it to get as much value out of a deal as possible? To develop a relationship and create value for both parties? Or simply to win—a dangerous goal! In any case, you need to determine three things: your bottom line, your optimistic target, and your alternatives if the deal fails. Try to figure out the same of your negotiating counterpart. The more prepared you are, the more flexibility you have in negotiating strategies. In the end, don’t settle for just any deal. Work to get a good deal—or it’s no deal.

Purchase Includes:

  • Negotiation Myths Misperceptions and Damned Lies DVD (54 Minutes)

Margaret A. Neale is the Director of the Influence and Negotiation Strategies Executive Program at Stanford and the coauthor of three books, including Organizational Behavior: A Management Challenge. She received her bachelor's degree from Northeast Louisiana University, her master's degrees from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas.

Stanford Executive Briefings Filmed monthly at the Stanford University Faculty Club, these lively presentations give you access to high-level speakers who share their insights and “best practices” with the business community.

This training program is included in the Influence and Negotiation Collection

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