The Stories We Tell Ourselves About Negotiation

What factors influence the decision to initiate a negotiation? What are the characteristics of a “good deal” — and what strategies can be used to achieve it?

Join Stanford Graduate School of Business Professor Margaret Neale as she explores some of the common beliefs about negotiation that have been called into question by empirical research.

Critically examining these negotiation stories and myths, she will leverage findings from her and her colleagues’ research to suggest alternative ways to get what you want from any kind of negotiation.

In this 60-minute webinar, you will learn the following:

  • How to reorient the way you think about negotiation: Why getting to yes is not the answer.
  • When to stay and when to go.
  • Why honesty is not always the best policy.
  • The role of emotional expression in negotiation.