The Art of Negotiation: How to Get More of What You Want


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Jul 16 2020 14 mins   3.2k

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 Maggie Neale (and author of Getting More of What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life) about what she has learned in her decades of researching negotiation and the steps that lead to more collaborative problem solving. Listen as Maggie shares tips on how to approach negotiations with intention, and what strategies can help us more easily communicate our wants and needs. 

Think Fast, Talk Smart is a podcast produced by Stanford Graduate School of Business and hosted by Matt Abrahams. Each episode provides concrete, easy-to-implement tools and techniques to help you hone and enhance your communication.