Margaret Neale
Negotiation - How to Get (More of) What You Want
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Everyone negotiates. Yet many people think of negotiation primarily as an adversarial interaction where there is a winner and a loser. Framing negotiations in this way creates adversarial interactions because what we expect is what often what we get. In this talk, Professor Margaret Neale will explore the opportunities that exist when negotiators reframe their interactions from adversarial battles to collaborative problem-solving. In doing so, she will demonstrate how to get (more of) what you want by expanding the opportunities to create and claim value in everyday interactions as well as in those rare, high-value interactions.
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Sarah Warburton
Charles Dickens
Jill Andres
Marta Perry
C.N. Crawford
Dawit Gebremichael Habte
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