Margaret Anne Neale (Stanford Graduate School of Business) - Special: Stanford Innovation Lab - Margaret Anne Neale

Entrepreneurial Thought Leaders (ETL)

Stanford eCorner

Journey, Startups, Education, Stanford, Culture, Strategy, Stanford University, Entrepreneurship, Business, Life Lessons, Thought Leadership, Creativity, Etl, Challenges, Leadership, Innovation, Founders

4.4 • 739 Ratings

🗓️ 18 January 2017

⏱️ 26 minutes

🔗️ Recording | iTunes | RSS

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Summary

If you really want to win at negotiation, stop fighting and start listening. In this episode of Stanford Innovation Lab, host Tina Seelig speaks with Margaret “Maggie” Neale, professor at the Stanford Graduate School of Business, for answers to the burning questions about negotiating. Is emotion your most powerful tool? When does deference earn you more than dominance? Will setting a walk-away price decrease your drive to negotiate for more? Maggie also shares pro-tips on negotiating in all settings, from the office to the farmers’ market.

Transcript

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0:00.0	Hi everyone. I'm Tina Selegg, your host for the DFJ Entrepreneur Thought Leader Lecture Series,
0:05.6	brought to you by the Stanford Technology Ventures Program and archived on Stanford E-Corner.
0:11.0	Our first episode of 2017 will be posted next week on January 25th, and speakers this coming quarter include Meg Whitman, CEO of Hewlett-Packard,
0:21.4	Adam Grant, author of Give and Take, and Brendan Boyle, the head of the toy lab at IDEO.
0:27.3	Today we have a special episode of our sister podcast, the Stanford Innovation Lab.
0:32.6	We created the series to experiment with brand new content, including interviews with Stanford
0:37.4	thought leaders and alumni who share their insights on topics related to innovation the series to experiment with brand new content, including interviews with Stanford thought
0:37.7	leaders and alumni who share their insights on topics related to innovation and entrepreneurship.
0:43.4	In past episodes, we explored topics including storytelling, crowdsourcing, diversity,
0:48.7	failure, and team dynamics. And today we're happy to share our most recent episode on effective
0:54.0	negotiation with Professor
0:55.7	Maggie Neal, who's a world expert on negotiation.
0:59.1	She's a distinguished professor at Stanford Graduate School of Business, where she focuses
1:03.4	on leadership, strategy, and building effective teams.
1:06.9	She's also the author of several best-selling books on negotiation, including her most recent book, Getting More of What You Want.
1:14.2	I'm sure you'll enjoy hearing from Professor Neal and her thoughts on collaborative problem solving.
1:19.7	For many more podcasts and videos, please visit us at eChorner.standford.edu.
1:25.4	And now on with the show.
1:29.4	Welcome, Maggie.
1:30.4	Thank you so much for joining us.
1:31.8	Well, Tina, thanks for having me.
1:33.2	I have to tell you, you probably don't even know you changed my life.
	...

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