Margaret Neale: Negotiation: Getting What You Want

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

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