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/maneale