Margaret Neale: Negotiation: Getting What You Want
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- เผยแพร่เมื่อ 12 มี.ค. 2013
- 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/man...
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.
Thanks for the summary
Yeah thank you for the summary.
Thank you very much for the summary
Assess
Goal of Negotiation, Aim for a WIN/WIN . The only successful negotiations long term have both people walking away happy 👍
She only speaks about controlled negotiations. People committing crimes aren't going to negotiate. People who steal, embezle, rape, commit incest, pedophiles, murders and such; only have their interests in mind. Whatever emotional, mental, physical or financial damages done to their victim; is the least of their problems. And if law enforcement don't do their jobs professional; it could encourage the criminal(s) to continue their crimes.
Ooooo big brain oooh.
@@dianahill5116 yes. Clearly, criminal negotiations fall into a seperate category... a category not being discussed/ referred to here. I'm fairly certain anyone watching this is aware of the type of negotiations she is speaking on & what type she's not... likely not a lot of hostage negotiators watching this video. Imo. Lol.
And when law enforcement fails to do their job... criminals will use that to their advantage, in every way possible... including, but not limited to, an increase in crimes. Criminals look for opportunity... not permission.
@@theshadylady1982
Example:
There are people that have to be taught and trained for (I'm not taught or trained): to negotiate someone from not committing suicide.
____. I will take 2 double foot long’s to go .
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.
I really want to start something for myself but the problem has always been not knowing where to start. What kind of investment would you advise? And what is the best way to follow it?
Thanks for your response but how do I get access to your financial consultant? Can you share more info about him if you don’t mind.
You can make a quick internet research with his name *JACKSON STEN MARSH*. The rest of the information is there for you to read and get in touch.
My financial advisor is " *Jackson Sten Marsh* " In terms of portfolio diversity, he's a genius.
You can glance his name up on the internet and verify him yourself. He has years of financial market experience.
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!
Women don’t ask because they fear confrontation. And they aren’t as competitive as men naturally
I completely agree with you Marycruz. And please disregard the stupidity from Zachary.
women are traditionally educated to be nice and kind. men to be strong and capable. so women don't want to be viewed as an unkind person
@@zacharybristol1996 why do western societies believe in this?
@@zacharybristol1996 I do ask and demand as a woman and I can be told, I am crazy, not nice, socially isolated so the professor is right. I think it's because they dont know/want to defend themselves too. Most of the time, people I face and the men I face have no arguments but most of the times if you say NO people are gone, want you out etc. I
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.
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.
Wish me luck, I got the negotiation of my life tomorrow morning, thank you Margaret and Stanford University for accommodating this sensational video!!!
How did it go? Did you get more?
@@ChloeLux I got it!!!! I felt like using a cheat codes lol
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.
skipped the woman part I see
d
I appreciate
Margaret Neale, you are so elegant, so inspiring.
Excellent negotiation teaching! Thank you
Great video and learnt so much! Thank you Stanford and Prof. Margaret Neale! Women definitely need to learn more on negotiation. Go ask girl!
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
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.
@Hello there, how are you doing this blessed day?
I love your confidence!
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!
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. 🙏
Thank you for a very excellent overview of the process. I saw you speak several years ago. Wonderful.
This is great. I negotiate often at work for procurement. And this provides great points.
Wow, this is the best presentation I heard on YT.
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.
Thanks ma'am, I've learned a lot.
Hello Professor
Thank you so much for your help and advice,
i do appreciate your job. I wish you peace and happness under the sky of prosperity. Take care and have a good time. All the best. Take care and have a good time.
Your Student from Algeria.
This video is timeless.
Thank you.
Really nice information.very Simple not too complicated.Tank you for such useful learning .
Major exams in 2 days and this video was a GREAT help!
Thank you sooooo much! 🌹
@@marvincaldwel111 no, stop bothering people
A queen B voice and tone 😮❤
I hope these woman are helping and coaching woman even in the room.
Dialogues, witnesses/testimonies, evidence, professionalism.
2024, her skills and knowledge still work and inspring.
She is fantastic!
❤❤❤
Thank you for your time
Different cultures different ways of negotiating. Although this recipe covers the basics, don't take the emotional portion of a negotiation, specially in cultures were relationship building is very important.
Move from adversarial to problem solving ideal.
1. Assess the situation: do the benefits outweigh the costs?
2. Prepare:
2.1 Understand what your interests are.
2.2 Understand your counterpart's interests.
3. Engage with your counterpart.
4. Package: don't negotiate issue by issue. Propose alternative solutions in packages. Use "If then" language. If I do this, I get this.
Expectations drive behavior.
This video was very helpful and to the point. I enjoyed all of the examples and steps the video gave.
Hello Lauren how are you doing today?i'm glad this video is 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. 🙏
Really appreciated this information.
Nice video !
I suggest that you make a video on how to ask for a employment contract renewal in the presence of multiple generous job offers on the other side !
How to politely ask for a salary raise and leverage the whole situation ...
Thanks a lot
From experience, unless you are very top tier talent in a high demand market, who VALUES your talent, it is possible to over negotiate.
I helped a friend increase their salary offer by 30K.
However when dealing with mediocre employer in a typically flat rate market, I increased the annual salary by over 7K with additional holiday days. The problem with this negotiation was the employer became overly critical of my performance in the ramping up stages. Instead of having confidence in their negotiation and their hire, they only saw me as additional cost instead of remembering that I would greatly increase their business and worth every penny. Unfortunately, I never got the chance to prove them (and our negotiation) correct, because they lacked confidence and began to internally diminish me in the very beginning.
I find women evaluators penalize females more than males.
thank you so much
I never thought I would see Skyler talking about how to negotiate... That was more a Heisenberg thing.
I LOVED EVERY MINUTE OF THIS!! Thank youuuuuu
❤️❤️❤️
A big thank you ma from Lagos Nigeria ❤
The communal negotiation strategy for women makes a lot of sense.
Fantastic insights. Thank you for this video!
Yes
Yes fantastic video.
Still useful in 2022...👍🏽
Survival is the best, thank you for sharing.
Wow, this is gold
love the voice, easy to listen but difficult to action if one is just deperate for a job, whethet contract or long term
Read her book. It covers this topic in more detail.
Suffering of my enemies. I've endured so much pain and confusion to get here. I've earned justice.
thanks, I would try these approaches, everything mentioned made sense.
@Hello there, how are you doing this blessed day?
❤❤ I learn a lot. Thanks❤
margaret is so competent in her field.
very good knowledge for us.
thanks to margaret and stanford 👍🏽👍🏽👍🏽
To put the goal simple, I want to get more resources, and we need a deal for that.
Thanks
As a chef - its extremely IRRITATING when others don't use recipes :/
Amazing content
"Expectations Drive Behaviour"
Wonderful, informative and inspiring video, *and* I had to wonder if it was also a spelling test in disguise ... I’m only 6:19 into the video, and already these words have all been misspelled: R(R)ESERVATION, POSSI(A)BLE, OUTWEI(G)TH(HT) , UN(I)QUE, and again at the end, UN(I)QUE. It seems out of alignment with the status of both Stanford and Ms. Neale to have these oversights, and I thought you might want to know. Thank you for sharing this great talk.
Pop
@@ngjunxiang5061 I’m not sure what point you’re making. This is a professionally produced video on behalf of one of the most prominent universities in America. The idea that they would put it out without any spellchecking or proofing is beneath their status.
@@DaddyBmusic good point
@@ericeagles Thanks, Eric. I appreciate you taking time to respond. Best, DB
@@DaddyBmusic I just saw your reply, I decided to check out your channel and...................DAMN, that's a handful. But hey, you're livin' your dream.
Hallelujah hallelujah hallelujah is ur name
Excellent
Cam I negotiate for a higher role?
Best clip on the internet!
The message is great! The figures are clearly obsolete by now..)
That was GOOD. THANK
Sometime, money is not the main issue what company are you service and who are you working with that count
How can you negotiate a state position? 🤔
How to negotiate the government to make better policies as I find that part of my life is government policy
Yes I want negotiate please 🙏
It's not that women are judged differently, it's the hassle you'd get compared to men. What happened is that people and men ignore you. That's all really but the right people stay with you. That's the fear of plenty of women that love to live a lie .
Whoever chose the backdrop for this didn’t study the impact of light patterning and correlated brain activity
I like this video.
Expectations drive Behavior 📝
Very nice 👍
When I tried the assessment, the salesperson stated, "If you can't afford them, just don't buy them."
You try to give the video more brightness it will be great if you do
LOVE
Ñiliwambiya mukuwe na subra ndio nijueae wanavhokifanya kwamiyaka mingii kuharibu ndio kupata rahisii bila kulipia ukijuwa wanabafikisha mipango kuharibu maishaa bibi wakishindwa wanakuja kwa watoto hiyoo ndio mipangoi kamili
Nice 👍 video
Yeah, mostly with your children, they get what they want, what ever your negotiation skills. Because they take advantage of the relationship.
Noted
Viewing this in 2021. Enlightening! However, Reservation Price has been misspelled as "RReservation Price"! 2:48 Caught my attention..hope someone fixes this :P
Expectations drive behavior
Textbooks could feed a family.
Left at 13:30
Negotiate if you CAN do them - meaning if you're the worst at being motivated to do the actual work and someone they can say they gave charity to, such as, women or minority inclusion and a cause that's 'worth' it to the GOOD people of the company. And then therefore you CAN negotiate if you are the BEST at advocating for more pay and less work for the people who society says are marginalized because they are not the prettiest person in the room and are not noticed by all the husband suitors, especially the rich, handsome ones. Heck just join them in a relationship and you can negotiate for anything.
💯
Get it girl
Change the frame for how you think of negotiate:
1. Problem solve: Getting a good deal. The of a negotiation is not to get an agreement, is to get a good deal.
a. What is a good deal: what is out alternatives you have. Get better if you have better alternatives.
b. What is you reservation price.
c. What is out aspiration: what is an optimistic assessment of what it is we can achieve in this negotiation.
2. Plan for negotiation:
a. Assess the situation, do you have influence.
b. Potential benefit vs potential cost of negotiation
c. Prepare: 1. what is you interest and what you try to achieve. 2. understand the interest and preference of you counterpart.
3. Ask: Engage with your counterpart.
a. Take the disputed, social situations as opportunities to negotiate, you have information that you counterpart don’t know.
4. Package: Packaging issue instead of issue by issue.
a. Trade among issues. Propose alternative solution to your counterparts in package.
b. Use if then language
Assess: Why did they do this, what is the interest is. What is my interest.
Expectation drives behavior. If we expect to do poorly or receive something poorly, we will behave in ways that ensure a proor performance. If we change our expectation, it will change our outcomes.
Communal problem solving: do not just demanding it, try to ask for help.
You better off negotiating for yourself is you are a man, you better off negotiatiating for others if you are a woman.
You may not able to achieve something if you are not prepared to walk away but keep the doors open.
thanks for your note. it's very helpful
salary compression
Expections drive behaviours
4:35
Ras House Music 🎶 Laborie Beach ⛱️ St Lucia
As a single woman, how do I negotiate to increase a job offer? I don’t have a husband and a menagerie of pets to negotiate for. Plus, several studies (many released after this video) show the clear bias society has to women negotiating.
Lots of typos in the captions. Kind of detracts from what she is saying
Nice subject for discussion! I can offer you translation into Russian of this material if you wish ))
- You don't negotiate and you get the job.
- Your buddy negotiates and doesn't get hired.
- Now you live in a house and your buddy's out on the street.
- Think about that.
It was 10 years ago
Change your expectation...
👏
❤👍🏽
lol last one example you gave in this leacture is a daily activity of every indian mom
✨📝
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