Margaret Neale: Negotiation: Getting What You Want

NEGOTIATION AS PROBLEM SOLVING (1m44s)

• Problem solving is collaborative
• The goal of a negotiation is to get a good deal, not just any deal

THE GOAL IS TO GET A GOOD DEAL (2m13s)

• Need to be able to separate what a good deal is from a bad deal
• Need to know our alternative if negotiation fails

WHAT ARE YOUR ALTERNATIVES? (2m29s)

• Need to consider what happens if negotiation fails
• Knowing our alternatives is important in negotiations

ALTERNATIVES: WHAT YOU HAVE IN HAND (2m37s)

• The person with a better alternative does better in a negotiation
• Understanding our alternative is critical in a negotiation

WHAT IS YOUR RESERVATION PRICE? (2m46s)

• Reservation price is the point at which we are indifferent between saying yes or invoking our alternative
• Knowing where our reservation price is important in negotiation

RESERVATION: YOUR BOTTOM LINE (3m1s)

• The reservation price is where a no looks as good as a yes
• Aspiration is also important in a negotiation

WHAT IS YOUR ASPIRATION? (3m17s)

• Aspiration is an optimistic assessment of what we can achieve
• Knowing our aspirations helps in negotiation

ASSESS (3m40s)

• Assessing if we can have influence on the outcome
• Weighing the potential benefits and costs of negotiating

PREPARE (4m4s)

• Understanding our interests and the interests of the counterpart
• Preparation is important in negotiation

PACKAGE (7m38s)

• Negotiating issue by issue is not effective
• Packaging issues and proposing alternative solutions is beneficial
• Yoking various issues together into a package allows for trading among them

COMMUNAL ORIENTATION (11m36s)

• Women are more effective in negotiations when they pair competence with a communal orientation
• Demonstrating concern for others helps in negotiation

FOR WHOM? (13m48s)

• Women outperform men in negotiations when representing others
• Women negotiating for themselves are penalized