Negotiating to Get (More of) What You Want

Listen to a complete audio recording of this 2015 breakout session below.

According to Margaret Neale, “Negotiation is not about getting to yes or simply getting an agreement; it’s about getting a good agreement.” Research shows that in many ways women are wise to think twice before asking, as their negotiation attempts are judged more harshly than those of their male counterparts. Stanford Business Professor Maggie Neale leads this session, clarifying the gendered expectations women face and offering solutions for success. When viewed as problem solving, negotiation moves from being a win-lose game to one of mutual benefit. Neale will highlight cases where women can use negotiation to their advantage. Together you will learn to use insights to help you negotiate and advise others — subordinates and peers — on ways to achieve more of what you (and they) want.

Speaker: Margaret Neale, professor and co-director, Executive Program for Women Leaders, Stanford University

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