Winners (Don't) Take All: Creating and Claiming Value in Negotiation

a Stanford Graduate School of Business Executive Briefing

Program Highlights:

• What NOT to learn from experience.
• Where your greatest source of power dwells.
• Why you might knowingly and voluntarily take a bad deal.

Featuring:
Margaret Neale
Professor of Organizations and Dispute Resolution
Stanford Graduate School of Business

Each of us negotiates… virtually every day. Not just the interaction between a buyer and a seller, negotiation is a ubiquitous and routine process used to resolve differences and allocate scarce resources. Even with a great deal of experience negotiating-even though we've all heard about win-win deals-very few of us are really skilled in creating value in negotiation settings. We (and others) leave resources "on the table," agree to contracts and outcomes that are not in our best interest, and do little systematic assessment of either the quality of negotiated agreements or the appropriateness of our behavior.How do you know that you got a good deal? If you feel like you won, did you actually lose? Professor Neale explores the reasons why creating value is so difficult, and helps you develop step-by-step mechanisms to prepare for negotiations and claim value in organizational and interpersonal disputes.

Margaret Neale is the Director of the Negotiation and Influence Strategies Executive Program at Stanford. She is known worldwide for her dynamic coaching on both the MBA and executive levels. Dr. Neale is the co-author of three books, including Negotiating Rationally, and is featured in the award-winning Stanford Video Guide to Negotiating, also available from Richardson Co. Training Media.

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The Stanford Video Guide to Negotiating

Negotiate better deals and enjoy the process more... Negotiating is the art of making better deals. Making the right deal can turn a small venture into a big one, or it can turn a quiet product into a blockbuster......