Friends University Dr Neales Presentation Worksheet

1. http://ed.ted.com/on/p98GXdp4#watch
This is a great introduction to the theory and basic structure of business negotiations. We will only use the first nine
minutes of the video. Professor Neale describes four steps to achieving a successful negotiation: Assess, Prepare,
Ask, and Package.
2. https://www.youtube.com/watch?v=MXFpOWDAhvM
Negotiation: Getting what you want. Negotiation is problem solving. The goal is not to get a deal; the goal is to get a
good deal. Four steps to achieving a successful negotiation: assess, prepare, ask, package. Women increase the
chance of a success when a proposal is framed in terms of benefits to your counterparts, team, or organization. Three
questions to prepare women to enter a negotiation: Why are you asking? How are you asking? For whom are you
asking?
Margaret Neale’s research focuses primarily on negotiation and team performance. Her work applies judgment and
decision-making research from cognitive psychology to the field of negotiation. Neale is the Adams Distinguished
Professor of Management at Stanford Graduate School of Business. She her BS in pharmacy from Northeast
Louisiana University, her MS from the Medical College of Virginia and Virginia Commonwealth University and her
PhD in Business Administration from the University of Texas.
Read the discussion guide and find other resources at Stanford’s Clayman Institute for Gender Research:
http://gender.stanford.edu/negotiation Learn more about Margaret Neale: http://www.gsb.stanford.edu/users/man…
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Listen to Dr. Neale’s presentation, complete the following assignments and submit your work for grading.
Thank you.
1.
2.
3.
4.
Negotiation is ________ _______________ which is collaborative
When we negotiate, our goal is to ________________________
Our goal is to _______________________
To do so, we need three pieces of information
a. _______________
b. _______________
c. _______________
How do you get more than you want?
Four steps are:
1.
2.
3.
4.
Assess _____________
a. Do the benefits outweigh the cost?
Prepare ________________
a. What are ______ interests?
b. What are the interests of ______________?
Ask _____________________
a. Engage and ___________ unique information with your __________
b. You have ____________ – that?s what you bring to the table
c. They have ____________ – that?s what they bring to the table
Package _________________
a. ________ alternative proposals
i. Negotiate _________ by _____________
ii. Every _________ is adversarial
iii. Propose solutions in ________________ (If ?.. Then?..)

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