Negotiation: How to get (more of) what you want

Content powered by Stanford Online Presented by Margaret Neale


Length: 4 weeks

Effort: 3 to 4 hours per week

Partner: Stanford Online

Program overview

Forget what you know about negotiation and the stereotypes and assumptions that you might hold. 

In this program “Negotiation: How to get (more of) what you want”, Global thought leader Professor Margaret Neale offers an alternative path that focuses not on winning but on creating value for all parties. When viewed as problem-solving, negotiation moves from being a win-lose game to one of mutual benefit.

The learnings in this program can make an enormous impact on the careers and lives of your people. It could even change the age they decide to retire and how they interact professionally and personally.

Who is it for?

People who wish to negotiate effectively to achieve favourable business outcomes.

Program Curriculum

  • What is negotiation?
  • Redefining negotiation
  • Planning for a better outcome
  • You have to ask: The choice to negotiate
  • Costs of not negotiating
  • Negotiation goals
  • Characteristics of a good deal
  • Expectation driving behaviour
  • Exploring alternatives
  • Wants: Yours and your counterparts wants
  • Value claiming and creating
  • Setting the tone for negotiation
  • What makes a good deal?
  • Make or receive? Who goes first?
  • Influencing through promises and threats
  • Making the deal and beyond
  • Planning for a better outcome

Meet the Coach

Margaret Neale

Cahoot thought leader Margaret Neale Margaret A. Neale is the Adams Distinguished Professor of Management, at Stanford Business School. She is the faculty director of three executive programs at Stanford University: Influence and Negotiation Strategies, Managing Teams for Innovation and Success, and the Executive Program for Women Leaders.

Professor Neale’s major research interests include bargaining and negotiation, distributed work groups, and team composition, learning, and performance. She is the author of over 70 articles on these topics and is a co-author of three books: Organizational Behaviour: A Management ChallengeCognition and Rationality in NegotiationNegotiating Rationally.

Prior to joining Stanford in 1995, she was the Kellogg Distinguished Professor of Dispute Resolution and Organizations at Northwestern University and on the faculty of the Eller School of Management of the University of Arizona.

How is it done?

Active learning with cohorts

Learners will generate ideas, present and deliver together with their peers to help get different perspectives, internalise learnings and identify ways to apply them in the workforce.

Deep reflections

Learners will have the opportunity to reflect and analyse what they have learnt, how far they have come, and how they can apply these learnings in the workforce.

Real-time insights

Learners get real-time insights on how far they are performing vs their cohort that helps set their pace and enjoy a healthy dose of competition at the same time. 

Immersive experience

Learners get rich, snackable content that helps boost their retention. They are given tools that enable strong collaboration and deep conversations with their peers. 

Develop effective negotiators in your workplace

Learn how people can achieve win-win situations with Negotiation: How to get (more of) what your want.