This is a great introduction to the theory and basic structure of business negotiations.

This is a great introduction to the theory and basic structure of business negotiations.

http://ed.ted.com/on/p98GXdp4#watch

This is a great introduction to the theory and basic structure of business negotiations. We will only use the first nine minutes of the video. Professor Neale describes four steps to achieving a successful negotiation: Assess, Prepare, Ask, and Package.

https://www.youtube.com/watch?v=MXFpOWDAhvM

Negotiation: Getting what you want. 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: http://gender.stanford.edu/negotiation    Learn more about Margaret Neale: http://www.gsb.stanford.edu/users/man…

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Listen to Dr. Neale’s presentation, complete the following assignments and submit your work for grading.

Negotiation is ________  _______________ which is collaborative

1. When we negotiate, our goal is to ________________________
2. Our goal is to _______________________
3. To do so, we need three pieces of information
   1. _______________
   2. _______________
   3. _______________

How do you get more than you want?

Four steps are:

1. Assess _____________
   1. Do the benefits outweigh the cost?
2. Prepare ________________
   1. What are ______ interests?
   2. What are the interests of ______________?
3. Ask _____________________
   1. Engage and ___________ unique information with your __________
   2. You have ____________ – that’s what you bring to the table
   3. They have ____________ – that’s what they bring to the table
4. Package _________________
   1. ________ alternative proposals
      1. Negotiate _________ by _____________
      2. Every _________ is adversarial

• Propose solutions in ________________ (If ….. Then…..)

 

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