Show Notes
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.
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Host Matt Abrahams introduces guest Maggie Neale, the Adams Distinguished Professor of Management Emerita at Stanford GSB
Negotiation as collaborative problem-solving, emphasizing mutual benefit over adversarial tactics
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.
Maggie shares her best communication advice, a communicator she admires, and ingredients for successful communication.
What is Think Fast Talk Smart: Communication Techniques?
Join Matt Abrahams, a lecturer of Strategic Communication at Stanford Graduate School of Business, every Tuesday as he sits down with experts in the field to discuss real-world challenges.
How do I send my message clearly when put on the spot? How do I write emails to get my point across? How can I easily convey complex information? How do I manage my reputation? Whether you’re giving a toast or presenting in a meeting, communication is critical to success in business and in life.
Think Fast, Talk Smart provides the tools, techniques, and best practices to help you communicate more effectively.
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