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Margaret Neale: Negotiation: Getting What You Want 

Stanford Graduate School of Business
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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...

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12 мар 2013

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Комментарии : 236   
@abcd12342695
@abcd12342695 3 года назад
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.
@divinekayii8950
@divinekayii8950 2 года назад
Thanks for the summary
@supermichaelssecondchannel4342
@supermichaelssecondchannel4342 11 месяцев назад
Yeah thank you for the summary.
@kevinlancekrugerthelwell3133
@kevinlancekrugerthelwell3133 9 месяцев назад
Thank you very much for the summary
@xingyichen3480
@xingyichen3480 2 месяца назад
Assess
@mardaya
@mardaya 3 года назад
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!
@zacharybristol1996
@zacharybristol1996 2 года назад
Women don’t ask because they fear confrontation. And they aren’t as competitive as men naturally
@Bluegreenfinance
@Bluegreenfinance 2 года назад
I completely agree with you Marycruz. And please disregard the stupidity from Zachary.
@letisriva8581
@letisriva8581 Год назад
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
@feather1229
@feather1229 Год назад
@@zacharybristol1996 why do western societies believe in this?
@irlandaise5631
@irlandaise5631 10 месяцев назад
@@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
@davidalejandrogutierrezgra7376
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.
@Motivation2Invest
@Motivation2Invest 2 года назад
Goal of Negotiation, Aim for a WIN/WIN . The only successful negotiations long term have both people walking away happy 👍
@dianahill5116
@dianahill5116 2 года назад
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.
@alienboogieman
@alienboogieman Год назад
Ooooo big brain oooh.
@theshadylady1982
@theshadylady1982 Год назад
​​@@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.
@dianahill5116
@dianahill5116 Год назад
@@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.
@jonroddy1016
@jonroddy1016 10 месяцев назад
____. I will take 2 double foot long’s to go .
@expertjacksonwilliams7368
@expertjacksonwilliams7368 Год назад
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.
@nathanjane7729
@nathanjane7729 Год назад
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?
@justinscott6855
@justinscott6855 Год назад
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.
@bendickson9414
@bendickson9414 Год назад
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.
@josephlee4001
@josephlee4001 Год назад
My financial advisor is " *Jackson Sten Marsh* " In terms of portfolio diversity, he's a genius.
@josephlee4001
@josephlee4001 Год назад
You can glance his name up on the internet and verify him yourself. He has years of financial market experience.
@lesliecapalac5037
@lesliecapalac5037 2 года назад
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.
@nia_sheikh1948
@nia_sheikh1948 2 года назад
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.
@ecstacy2921
@ecstacy2921 Год назад
skipped the woman part I see
@mungblue6492
@mungblue6492 Год назад
d
@eyeswideopen7777
@eyeswideopen7777 Год назад
I appreciate
@trafalgarjaquez2792
@trafalgarjaquez2792 Год назад
Wish me luck, I got the negotiation of my life tomorrow morning, thank you Margaret and Stanford University for accommodating this sensational video!!!
@ChloeLux
@ChloeLux Год назад
How did it go? Did you get more?
@trafalgarjaquez2792
@trafalgarjaquez2792 Год назад
@@ChloeLux I got it!!!! I felt like using a cheat codes lol
@kellypatriciapajarocardena7031
@kellypatriciapajarocardena7031 10 месяцев назад
Margaret Neale, you are so elegant, so inspiring. Excellent negotiation teaching! Thank you
@jonathanaguilar1232
@jonathanaguilar1232 2 года назад
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.
@edithbannerman4
@edithbannerman4 Год назад
@Hello there, how are you doing this blessed day?
@ilmareverticale
@ilmareverticale 3 года назад
I love your confidence!
@selyemperzsa1
@selyemperzsa1 2 года назад
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
@demichwui8473
@demichwui8473 2 года назад
Great video and learnt so much! Thank you Stanford and Prof. Margaret Neale! Women definitely need to learn more on negotiation. Go ask girl!
@tarunommadan
@tarunommadan 2 года назад
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. 🙏
@noahcriss3436
@noahcriss3436 2 года назад
Wow, this is the best presentation I heard on YT.
@letisriva8581
@letisriva8581 Год назад
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!
@sis1296
@sis1296 2 месяца назад
This video is timeless. Thank you.
@danielx40
@danielx40 Год назад
This is great. I negotiate often at work for procurement. And this provides great points.
@siddheshshinde1542
@siddheshshinde1542 2 года назад
Thanks ma'am, I've learned a lot.
@mindtheprivacy
@mindtheprivacy Год назад
I hope these woman are helping and coaching woman even in the room.
@veep5712
@veep5712 Год назад
Thank you for a very excellent overview of the process. I saw you speak several years ago. Wonderful.
@tushardesai8659
@tushardesai8659 2 года назад
Really nice information.very Simple not too complicated.Tank you for such useful learning .
@naturalbynature8690
@naturalbynature8690 Год назад
Major exams in 2 days and this video was a GREAT help! Thank you sooooo much! 🌹
@KimAhrina11
@KimAhrina11 Год назад
@@marvincaldwel111 no, stop bothering people
@LaurenHuleis
@LaurenHuleis 2 года назад
This video was very helpful and to the point. I enjoyed all of the examples and steps the video gave.
@marvincaldwel111
@marvincaldwel111 Год назад
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. 🙏
@starless9
@starless9 Год назад
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.
@yuriyhlushchenko8653
@yuriyhlushchenko8653 Год назад
She is fantastic!
@iFreeThink
@iFreeThink 2 года назад
Dialogues, witnesses/testimonies, evidence, professionalism.
@halo231halo
@halo231halo Месяц назад
A queen B voice and tone 😮❤
@danielletreadwell8180
@danielletreadwell8180 3 года назад
As a chef - its extremely IRRITATING when others don't use recipes :/
@anpe6524
@anpe6524 2 года назад
I LOVED EVERY MINUTE OF THIS!! Thank youuuuuu
@thomasdude2082
@thomasdude2082 Год назад
❤️❤️❤️
@RPMT
@RPMT 2 года назад
Really appreciated this information.
@AbdulAbdul-qp4yo
@AbdulAbdul-qp4yo 8 месяцев назад
❤❤❤ Thank you for your time
@ndukamba-uzoukwu5589
@ndukamba-uzoukwu5589 2 года назад
Still useful in 2022...👍🏽
@jijiji9520
@jijiji9520 Год назад
Wow, this is gold
@namjudoka
@namjudoka 3 года назад
thank you so much
@thequeenmidas
@thequeenmidas Месяц назад
The communal negotiation strategy for women makes a lot of sense.
@user-zm1zp8tv4i
@user-zm1zp8tv4i 7 месяцев назад
A big thank you ma from Lagos Nigeria ❤
@saidfarid6382
@saidfarid6382 Год назад
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.
@boeingpameesha9550
@boeingpameesha9550 Год назад
Survival is the best, thank you for sharing.
@carlosettienne5412
@carlosettienne5412 Год назад
thanks, I would try these approaches, everything mentioned made sense.
@edithbannerman4
@edithbannerman4 Год назад
@Hello there, how are you doing this blessed day?
@marisortiz273
@marisortiz273 3 года назад
Fantastic insights. Thank you for this video!
@tj_4647
@tj_4647 3 года назад
Yes
@WomenWinNegotiation
@WomenWinNegotiation 3 года назад
Yes fantastic video.
@feliciawen-wc4mv
@feliciawen-wc4mv 2 месяца назад
2024, her skills and knowledge still work and inspring.
@chetanasin9150
@chetanasin9150 2 года назад
Thanks
@gbarassi
@gbarassi 2 года назад
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.
@KKnowledgeSharing
@KKnowledgeSharing 8 месяцев назад
❤❤ I learn a lot. Thanks❤
@clemenceafatoutse4671
@clemenceafatoutse4671 Год назад
Amazing content
@SVTX.AP0L0_
@SVTX.AP0L0_ Месяц назад
I never thought I would see Skyler talking about how to negotiate... That was more a Heisenberg thing.
@timif
@timif 6 месяцев назад
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.
@janattard6966
@janattard6966 Год назад
Excellent
@twoplustwoequalsfour48
@twoplustwoequalsfour48 Год назад
Best clip on the internet!
@Thebishop250
@Thebishop250 6 месяцев назад
"Expectations Drive Behaviour"
@raymobula
@raymobula 11 месяцев назад
Read her book. It covers this topic in more detail.
@mahiramar
@mahiramar 9 месяцев назад
margaret is so competent in her field. very good knowledge for us. thanks to margaret and stanford 👍🏽👍🏽👍🏽
@singingsofia.
@singingsofia. 5 месяцев назад
That was GOOD. THANK
@srdjanjovanovic3313
@srdjanjovanovic3313 2 года назад
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
@veep5712
@veep5712 Год назад
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.
@farmgirl768
@farmgirl768 2 года назад
Cam I negotiate for a higher role?
@bluedragon4168
@bluedragon4168 Год назад
Suffering of my enemies. I've endured so much pain and confusion to get here. I've earned justice.
@bruceliebewilma
@bruceliebewilma Месяц назад
To put the goal simple, I want to get more resources, and we need a deal for that.
@timetech-ndt
@timetech-ndt 2 месяца назад
I like this video.
@princesorlo6366
@princesorlo6366 Год назад
love the voice, easy to listen but difficult to action if one is just deperate for a job, whethet contract or long term
@laabarabdo2542
@laabarabdo2542 Год назад
Very nice 👍
@filmawayvlad
@filmawayvlad Год назад
The message is great! The figures are clearly obsolete by now..)
@solomonkingsley9825
@solomonkingsley9825 Год назад
Hallelujah hallelujah hallelujah is ur name
@RiverPaisley
@RiverPaisley 4 месяца назад
Whoever chose the backdrop for this didn’t study the impact of light patterning and correlated brain activity
@maribethcondrillon1079
@maribethcondrillon1079 3 месяца назад
Yes I want negotiate please 🙏
@genz7638
@genz7638 Год назад
When I tried the assessment, the salesperson stated, "If you can't afford them, just don't buy them."
@orwahassan821
@orwahassan821 Год назад
LOVE
@daisyeve5223
@daisyeve5223 Месяц назад
Expectations drive Behavior 📝
@hantu4321
@hantu4321 2 года назад
How to negotiate the government to make better policies as I find that part of my life is government policy
@CoolGirl007
@CoolGirl007 2 года назад
Sometime, money is not the main issue what company are you service and who are you working with that count
@justdoyisa8457
@justdoyisa8457 2 года назад
Noted
@arvindkumarvartiya9577
@arvindkumarvartiya9577 2 года назад
lol last one example you gave in this leacture is a daily activity of every indian mom
@DaddyBmusic
@DaddyBmusic 3 года назад
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.
@mazumdar8964
@mazumdar8964 3 года назад
Pop
@DaddyBmusic
@DaddyBmusic 2 года назад
@@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.
@ericeagles
@ericeagles 2 года назад
@@DaddyBmusic good point
@DaddyBmusic
@DaddyBmusic 2 года назад
@@ericeagles Thanks, Eric. I appreciate you taking time to respond. Best, DB
@ericeagles
@ericeagles 2 года назад
@@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.
@Life_Is_A...
@Life_Is_A... Год назад
- 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.
@pouet4608
@pouet4608 Год назад
It was 10 years ago
@tiffanymiiller9786
@tiffanymiiller9786 Год назад
How can you negotiate a state position? 🤔
@mahendrakumarsai1178
@mahendrakumarsai1178 2 года назад
Expectations drive behavior
@iFreeThink
@iFreeThink 2 года назад
Textbooks could feed a family.
@S-series1977
@S-series1977 10 месяцев назад
Nice 👍 video
@waew7533
@waew7533 2 года назад
Change your expectation...
@Safar.369
@Safar.369 2 года назад
Left at 13:30
@sadanfarhat4535
@sadanfarhat4535 2 года назад
You try to give the video more brightness it will be great if you do
@mba2ceo
@mba2ceo 2 года назад
I knew I f'ed up and I asked for HOOKERs at Break TIME when they replied "What do U mean Break TIME ?"
@professorpixeldust
@professorpixeldust 3 года назад
Get it girl
@celestialtomas882
@celestialtomas882 Месяц назад
Expections drive behaviours
@gibbonholder3274
@gibbonholder3274 Год назад
Ras House Music 🎶 Laborie Beach ⛱️ St Lucia
@golgumbazguide...4113
@golgumbazguide...4113 Год назад
Explore Golgumbaz with Guide Jahangir
@laurenth7187
@laurenth7187 Год назад
Yeah, mostly with your children, they get what they want, what ever your negotiation skills. Because they take advantage of the relationship.
@jdok6177
@jdok6177 Год назад
💯
@imoncy
@imoncy Год назад
1
@TheMrJoshT
@TheMrJoshT 2 года назад
4:35
@user-ey4rx8vj9v
@user-ey4rx8vj9v 7 месяцев назад
Stanford Terhina
@user-rr1my3tt3w
@user-rr1my3tt3w 3 года назад
salary compression
@derrickcotten3839
@derrickcotten3839 2 года назад
I would hate to have a divorce settlement with this one!
@redgoddess
@redgoddess 3 месяца назад
👏
@navneetkothari8441
@navneetkothari8441 2 года назад
Viewing this in 2021. Enlightening! However, Reservation Price has been misspelled as "RReservation Price"! 2:48 Caught my attention..hope someone fixes this :P
@cameronalisterlee
@cameronalisterlee Год назад
Lots of typos in the captions. Kind of detracts from what she is saying
@Mofarisayo
@Mofarisayo Месяц назад
A good deal means a strong BATNA.
@nascentnaomie
@nascentnaomie 2 года назад
✨📝
@yongkiamirson2376
@yongkiamirson2376 2 года назад
Mrs MN GM Gods Blees Ysa Mdn
@valboolin3538
@valboolin3538 6 месяцев назад
🥞
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