Negotiation: How to Get (more of) What You Want

Margaret Neale – Stanford Graduate School of Business

Everyone negotiates. Yet many people think of negotiation primarily as an adversarial interaction where there is a winner and a loser. Framing negotiations in this way creates adversarial interactions because what we expect is what often what we get. In this talk, Professor Margaret Neale will explore the opportunities that exist when negotiators reframe their interactions from adversarial battles to collaborative problem solving. In doing so, she will demonstrate how to get (more of) what you want by expanding the opportunities to create and claim value in everyday interactions as well as in those rare, high-value interactions.