Four steps to achieving a successful negotiation: Assess, Prepare, Ask, Package. Women increase the chance of a success when a proposal is framed in terms of benefits to your counterparts, team, or organisation. Three questions to prepare women to enter a negotiation: Why are you asking? How are you asking? For whom are you asking?
Margaret Neale's research focuses primarily on negotiation
and team performance. Her work has extended judgment and decision-making
research from cognitive psychology to the field of negotiation. Neale was the Stanford
Graduate School of Business John G. McCoy-Banc One Corporation Professor of
Organisations and Dispute Resolution from 2000-2012. Trust Faculty Fellow in
2011-2012 and in 2000-2001.
For more, see: http://gender.stanford.edu/negotiation
