Think Fast Talk Smart: Communication Techniques 15. The Art of Negotiation: How to Get More of What You Want
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Jul 16, 2020 Maggie Neale, Adams Distinguished Professor of Management Emerita at Stanford GSB and co-author of 'Getting More of What You Want,' dives into the nuances of negotiation. She suggests viewing negotiations not as battles but as collaborative problem-solving opportunities. Neale emphasizes the importance of preparation and understanding emotions in negotiations. She shares unique anecdotes and practical strategies, including the concept of chunking to address multiple issues simultaneously, ultimately advocating for empathy and effective communication in resolving conflicts.
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Negotiation as Collaborative Problem-Solving
- Approach negotiations as collaborative problem-solving, not battles.
- Focus on mutual gains and understanding your counterpart's needs.
Set an Aspiration
- Set an ambitious but realistic aspiration, representing your best-case outcome.
- Focusing on your aspiration, rather than your bottom line, improves negotiation performance.
Set a Reservation Price
- Establish a clear reservation price, your walk-away point in a negotiation.
- Without this, you risk giving up potential value and accepting unfavorable deals.
