145. Best of: The Art of Negotiation, How to Get More of What You Want

Think Fast Talk Smart: Communication Techniques

Whether we realize it or not, we negotiate everyday. But when we approach these situations as a win-or-lose battle, we’re already showing resistance, and setting ourselves up for difficulty. But what if you reframed the whole idea, to think of a negotiation not as a fight, but as a problem-solving exercise involving emotions?

In this episode of Think Fast, Talk Smart, Matt Abrahams speaks with Stanford GSB Professor Emeritus Margaret Neale about what she has learned in her decades of researching negotiation and the steps that lead to more collaborative problem-solving.

Listen as Neale shares tips on how to approach negotiations with intention, and what strategies can help us more easily communicate our wants and needs. She is the coauthor of Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life.

Episode Reference Links:

• Stanford Profile: Margaret Ann Neale
• Maggie’s Book: Getting (More of) What You Want
• Original Episode: Ep.15 The Art of Negotiation: How to Get More of What You Want

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Chapters:

(00:00:00) Introduction

Host Matt Abrahams introduces guest Maggie Neale, the Adams Distinguished Professor of Management Emerita at Stanford GSB

(00:01:22) Definition of Negotiation

Negotiation as collaborative problem-solving, emphasizing mutual benefit over adversarial tactics

(00:04:28) Planning and Preparation

Strategies for preparing for negotiations, including understanding alternatives and setting a reservation price.

(00:08:41) Structuring Negotiation Messages

Structuring negotiation messages, including the concept of chunking multiple issues together.

(00:10:17) Role of Emotion in Negotiation

How different emotions influence thinking and the importance of managing emotions in negotiation.

(00:11:31) Best Communication Advice

Maggie shares her best communication advice, a communicator she admires, and ingredients for successful communication.

(00:14:34) Conclusion