Organizational Behavior , Career & Success

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.

March 13, 2013

| by Stanford GSB Staff

 

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?

Organizational Behavior , Career & Success

For media inquiries, visit the Newsroom.

Explore More

Editor’s Picks

U.S. Treasury Secretary Janet Yellen. Credit: Reuters/Chung Sung-Jun
Why This Debt Ceiling Showdown Is Especially Risky
Silicon Valley Bank (SVB) logo is seen through the broken glass of an ATM machine. Reuters/Dado Ruvic
Many U.S. Banks Face the Same Risks That Brought Down Silicon Valley Bank
Colorful illustration made of many different sections, each with geometric shapes and lines that overlap other sections to create a patchwork effect. Ibrahim Rayintakath
What Are Finance Experts Keeping an Eye On?

Related

Negotiation
Clayman Institute for Gender Research