Think Fast Talk Smart: Communication Techniques

Approach negotiations with intention.

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. 
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.

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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


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Creators & Guests

Host
Matt Abrahams
Lecturer Stanford University Graduate School of Business | Think Fast Talk Smart podcast host

What is Think Fast Talk Smart: Communication Techniques?

One of the most essential ingredients to success in business and life is effective communication.
Join Matt Abrahams, best-selling author and Strategic Communication lecturer at Stanford Graduate School of Business, as he interviews experts to provide actionable insights that help you communicate with clarity, confidence, and impact. From handling impromptu questions to crafting compelling messages, Matt explores practical strategies for real-world communication challenges.

Whether you’re navigating a high-stakes presentation, perfecting your email tone, or speaking off the cuff, Think Fast, Talk Smart equips you with the tools, techniques, and best practices to express yourself effectively in any situation. Enhance your communication skills to elevate your career and build stronger professional relationships.

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