Margaret Neale: Negotiation: Getting What You Want

Video

Margaret Neale: Negotiation: Getting What You Want

Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal.

Negotiation video

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?

Read the discussion guide and find other resources at Stanford's Clayman Institute for Gender Research.

For media inquiries, visit the Newsroom.
Explore More

Insights

 An attendee wears a rainbow tie during a reception to observe LGBT Pride Month in the East Room at the White House in Washington, June 24, 2015. | Reuters/Jonathan Ernst
October 4, 2016
Written

Authenticity Can Help LGBTQ Leaders Be More Effective

Being open about who you are can help you succeed.

Insights

Six hands are clasped in friendship - all white | iStock/andresr
September 15, 2016
Written

Why Are Law Firms Failing on Diversity?

A new study finds that the trend toward external hiring may be partly to blame.

Insights

Kobe the miniature poodle recently groomed and dyed bright yellow. Like Big Bird. | Reuters/Mike Blake
September 2, 2016
Written

Which Will Get You Further: Fitting In or Standing Out?

The most successful employees do a bit of both, striking a balance between integration and nonconformity.