Margaret Neale: Negotiation: Getting What You Want

NEGOTIATION AS PROBLEM SOLVING (00:01:44)

• Problem solving is collaborative
• The goal of a negotiation is to get a good deal, not just any deal

THE GOAL IS TO GET A GOOD DEAL (00:02:13)

• Need to be able to separate what a good deal is from a bad deal
• Need to know our alternative if negotiation fails

WHAT ARE YOUR ALTERNATIVES? (00:02:29)

• Need to consider what happens if negotiation fails
• Knowing our alternatives is important in negotiations

ALTERNATIVES: WHAT YOU HAVE IN HAND (00:02:37)

• The person with a better alternative does better in a negotiation
• Understanding our alternative is critical in a negotiation

WHAT IS YOUR RESERVATION PRICE? (00:02:46)

• Reservation price is the point at which we are indifferent between saying yes or invoking our alternative
• Knowing where our reservation price is important in negotiation

RESERVATION: YOUR BOTTOM LINE (00:03:01)

• The reservation price is where a no looks as good as a yes
• Aspiration is also important in a negotiation

WHAT IS YOUR ASPIRATION? (00:03:17)

• Aspiration is an optimistic assessment of what we can achieve
• Knowing our aspirations helps in negotiation

ASSESS (00:03:40)

• Assessing if we can have influence on the outcome
• Weighing the potential benefits and costs of negotiating

PREPARE (00:04:04)

• Understanding our interests and the interests of the counterpart
• Preparation is important in negotiation

PACKAGE (00:07:38)

• Negotiating issue by issue is not effective
• Packaging issues and proposing alternative solutions is beneficial
• Yoking various issues together into a package allows for trading among them

COMMUNAL ORIENTATION (00:11:36)

• Women are more effective in negotiations when they pair competence with a communal orientation
• Demonstrating concern for others helps in negotiation

FOR WHOM? (00:13:48)

• Women outperform men in negotiations when representing others
• Women negotiating for themselves are penalized