People often see negotiating as an adversarial process, says Stanford Business professor Margaret Ann Neale. But that’s wrong, she says. In her new book, “Getting (More of) What You Want,” Neale suggests that the best negotiators focus on problem solving and building relationships. She joins us in-studio to offer strategies for negotiating in the workplace and at home, whether it’s getting a raise, selling a company or just figuring out who should put the kids to bed.
Rebroadcast: Stanford's Margaret Ann Neale on 'Getting What You Want' in the Workplace and at Home
Margaret Ann Neale (Photo: Nancy Rothstein)
Margaret Ann Neale, Adams Distinguished Professor of Management, Stanford University Graduate School of Business; co-author, "Getting (More of) What You Want"