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Change lives. Change organizations. Change the world.
Most people who get involved in negotiations never have the opportunity to think systematically about what went right and wrong in a deal, and how to do it better next time. Margaret Neale, a business professor at Stanford who teaches negotiation to executives and students alike, says this results in common misunderstandings about this subtle art.
In this audio lecture, part of the 2nd Annual Nonprofit Management Institute at Stanford in September 2007, Neale reveals five major myths that have arisen around negotiation, and teaches you what to do and what not to do when it's your turn in the hot seat. She considers questions such as who should make the first offer, the role of emotions, how to address the feeling of "having no choice," and more.
Margaret A. Neale is the John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution at the Stanford Graduate School of Business. Her major research interests include bargaining and negotiation, distributed work groups, and team composition, learning, and performance. She is the author of more than 70 articles on these topics and is a coauthor of three books: Organizational Behavior: A Management Challenge (third edition) (with L. Stroh and G. Northcraft, Erlbaum Press, 2002); Cognition and Rationality in Negotiation (with M.H. Bazerman, Free Press, 1991); Negotiating Rationally (with M.H. Bazerman, Free Press, 1992); and Research on Managing in Groups and Teams (with Elizabeth Mannix, Elsevier Press).
Neale has also conducted executive seminars and management development programs in numerous countries for publicagencies, city governments, health care and trade associations,universities, small businesses, and Fortune 500 corporations in the areaof negotiation skills, managerial decision making, managing teams, andworkforce diversity. She currently serves on the editorial boards of the Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, International Journal of Conflict Management, and Human Resource Management Review. Neale received her bachelor's degree in pharmacy from Northeast LouisianaUniversity, her master's degrees from the Medical College of Virginiaand Virginia Commonwealth University, and her PhD in business administration from the University of Texas.