Despite all we've heard about win-win deals, very few managers are really skilled at creating value or expanding the pie in negotiation settings. We focus on getting what we want without recognizing that negotiation can involve a range of trade-offs, leading to rewards for both sides.

In this presentation, Professor Margaret Neale explores the psychological barriers to successful negotiation, providing a variety of interpersonal and organizational examples. She sets forth a disciplined process of preparation to help negotiators get a good deal and create value for all involved.

 
Margaret Neale is the John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution at the Stanford Graduate School of Business. She is known worldwide for her dynamic coaching on the MBA and executive levels. Professor Neale is the author of three books, including Negotiating Rationally, and directs a number of executive education programs.

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