Negotiation – from Stanford Graduate School of Business.

Margaret Neale is a professor of management at Stanford University and an expert in the field of negotiation. She has written extensively on negotiation strategies and tactics, and has developed a number of principles for getting what you want in a negotiation.

Here are some key principles that Neale recommends for getting a good deal in a negotiation:

Know your goals: It’s important to clearly define your goals and priorities before entering into a negotiation. This will help you to focus on what you really want and to stay true to your values.
Know your alternatives: It’s also important to have a clear understanding of your alternatives if the negotiation doesn’t go your way. This will give you more leverage and help you to walk away from the negotiation if necessary.
Prepare thoroughly: Take the time to research and prepare for the negotiation. This includes gathering information about the other party and their interests, as well as understanding the market and the context in which the negotiation is taking place.
Communicate effectively: Good communication is key to a successful negotiation. Use active listening skills and clearly express your interests and concerns.
Use negotiation tactics effectively: There are many different tactics that can be used in a negotiation, such as anchoring, framing, and building relationships. Choose the tactics that are most appropriate for your goals and the context of the negotiation.

By following these principles and using effective negotiation tactics, you can increase your chances of getting a good deal in a negotiation.

Further Information

Neale is the author or co-author of five books on negotiation, including Getting (More Of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life and Negotiation: How to Get (More Of) What You Want. She is also the co-director of the Stanford GSB Executive Program for Women Leaders.

Neale’s research has focused on a variety of topics related to negotiation, including:

The cognitive and social processes that influence negotiation behavior
The factors that lead to successful and unsuccessful negotiations
The impact of culture on negotiation
The use of technology in negotiation
The negotiation of complex issues, such as mergers and acquisitions

Neale’s research has been recognized with numerous awards, including the Dorothy B. Harlow Research Award from the Academy of Management and the Distinguished Scholar Award from the International Association for Conflict Management. She is a fellow of the Academy of Management and the American Psychological Association.