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Winners (Don't) Take All: (DVD)

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Each of us negotiates…virtually every day. But even with a great deal of experience, very few of us are really skilled in creating value in negotiation settings. Professor Margaret Neale helps you develop step-by-step mechanisms to prepare for negotiations and claim value in organizational and interpersonal disputes.
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Additional information about Winners (Don't) Take All: (DVD)

Negotiations have two dimensions: the creation of value, and the claiming of that value.

Negotiators often focus on the value-claiming side, destroying value-creation opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pride obscure their own best interests. She explains how to focus instead on three critical data points: your reservation price, your aspiration price, and your best alternatives to an agreement. You can get a great deal—or you can walk away. Either way, you win.

Program Highlights:

  • What NOT to learn from experience.
  • Where your greatest source of power dwells.
  • Why you might knowingly and voluntarily take a bad deal.

Margaret Neale is the Director of the Negotiation and Influence Strategies Executive Program at Stanford. She is known worldwide for her dynamic coaching on both the MBA and executive levels. Dr. Neale is the co-author of three books, including "Negotiating Rationally".

  • Duration: 53 minutes
  • Produced: 2002
  • Format: DVD

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