Podcast appearances and mentions of Margaret A Neale

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.comPreviously on 97% Effective, Professor Margaret Ann Neale from Stanford discussed the core ideas from her must-have book on negotiation, Getting (More of) What You Want. But in the example we used, one of Michael's clients who was negotiating a promotion, we left out one very important fact: The client was a woman. In this continuation episode, Maggie clarifies how gender influences negotiation and how women can negotiate more effectively. We discuss techniques for approaching negotiation as a woman, the influence of intersectionality within the workplace and optimizing team performance.SHOW NOTES:Why women need to negotiate differentlyPairing one's ask with a “communal concern for the other” -- collaborative problem solvingBreaking the “women don't ask” stereotypeWomen are 6x more likely to end in impasse than men: Keys to avoiding negotiation backlashRethinking the term negotiationHow men can also benefitRole of intersectionality within the negotiationPay attention to all types of contextCompetence vs likeability paradox – the choice women have to makeIf you really need to be liked, then get one of theseFinding emotional outlets outside of workEmbrace the discomfort: Get comfortable with being uncomfortableThink about dissent as a gift: Stop prioritizing harmony over qualityTips on managing teams to get top performanceMoving beyond the homogeneity of perspectivesHow to maximize value creation“Be an adult”Lightning round: Maggie's horse, the accomplishment she is most proud of, the influence of economics on her book, “curves” in her life that have shaped her perspectives, and her new-found loves beyond academiaBIO AND LINKS:Margaret Ann Neale is the Adams Distinguished Professor of Management, Emerita, at the Stanford Graduate School of Business. Author of six books and more than 70 articles, she is a pioneer and influencer in the fields of negotiation, decision-making, and team performance. Neale's work has influenced academics, business professionals, and industry experts, who seek her advice on effective negotiation tactics, decision-making, and the role of diversity in team performance. In addition to her research and teaching, Neale has shaped Stanford's curriculum, established the school's behavioral lab, and fostered diversity and mentorship among junior faculty. She has also achieved several notable "firsts" at the school, including being the first woman to hold a tenured professor position, serve as an associate dean, and win the Davis Award for academic excellence and service.Link to previous episode with Maggie on 97% Effective: https://redcircle.com/shows/97-effective/episodesMaggie's book and negotiation resource website: Getting (More of) What You Want: https://gettingmoreofwhatyouwant.com/Linkedin: https://www.linkedin.com/in/margaret-a-neale-9a97833/Stanford faculty profile: https://www.gsb.stanford.edu/faculty-research/faculty/margaret-nealeMaggie's research, The dynamics of gender and alternatives in negotiation: https://psycnet.apa.org/record/2021-03654-001Maggie's horse, Sal, in her TEDX talk: Lessons from my horse https://www.youtube.com/watch?v=KTTtn0i_ZyA&ab_channel=TEDxTalksMaggie's former doctoral student, Prof. Peter Belmi, now at Darden: interview on 97% Effective, “Social Class & Our Beliefs”: https://redcircle.com/shows/97-effective/ep/9bdfb7a3-ca49-43e4-9882-22fc38c542c0Former doctoral student, Prof. Jeffrey Polzer, at Harvard Business School: https://www.hbs.edu/faculty/Pages/profile.aspx?facId=6627Former doctoral student, Jennifer Dannals, at Yale School of Management: https://som.yale.edu/faculty-research/faculty-directory/jennifer-dannalsHow Diversity Makes Us Smarter (article featuring her research): https://www.scientificamerican.com/article/how-diversity-makes-us-smarter/Michael's Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.comAlmost every interaction we have involves negotiation – yet most of us fail to apply sound strategies that would get us more of what we want. Margaret Ann Neale, Distinguished Professor Emerita at the Stanford Graduate School of Business, shares research from her book, Getting (More of) What You Want, which shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it. We break down a live negotiation example to help you understand -- and be able to apply -- the evidenced-based principles from her research.SHOW NOTES:From pharmacist to thought-leader in negotiationA personal negotiation, in which Maggie got more of what she wantedNegotiation as problem-solvingApplying Maggie's four principles to a real-life negotiation → Assess, prepare, ask and packageAssess: what's important to you in the negotiation“The goal is not to get a deal, it's to get a GOOD deal”“The more uncomfortable you are, the more important planning and preparation is”The 3 parameters you need control ofSources of power: “If you can't walk away, it's not a negotiation”Better your alternative, better the outcome - but there can be a downside to that…Becoming a trapeze artist: think of your alternative as a safety netWhat happens if I don't reach the deal?Techniques to think creatively within negotiations, escaping tunnel mindsetThe danger of single-issue negotiationsLooking at the interest of the other sideHow to find out the other sides' interestTipping point (and when you should leave the deal)Set an aspirationFraming your proposal as a solution to your counterpart's problemBeing a good listener is key to your proposalNegotiation is not a fight.. Armor up and you have already lostWalking the tightrope between value creation and value claimingHow to overcome nervousness about askingAsk for what you want… cause people can't read your mind!Should you make or receive the first offer? Heed the empirical evidence“Anchoring and insufficient adjustment” -- and information asymmetryA twist about Michael's clientBIO AND LINKS:Margaret Ann Neale is the Adams Distinguished Professor of Management, Emerita, at the Stanford Graduate School of Business. Author of six books and more than r70 articles, she is a pioneer and influencer in the fields of negotiation, decision-making, and team performance. Neale's work has influenced academics, business professionals, and industry experts, who seek her advice on effective negotiation tactics, decision-making, and the role of diversity in team performance. In addition to her research and teaching, Neale has shaped Stanford's curriculum, established the school's behavioral lab, and fostered diversity and mentorship among junior faculty. She has also achieved several notable "firsts" at the school, including being the first woman to hold a tenured professor position, serve as an associate dean, and win the Davis Award for academic excellence and service.Maggie's Book website and negotiation resources: Getting (More of) What You Want: https://gettingmoreofwhatyouwant.comMaggie on Linkedin: https://www.linkedin.com/in/margaret-a-neale-9a97833/Maggie's faculty profile: https://www.gsb.stanford.edu/faculty-research/faculty/margaret-nealeMaggie's co-author, Thomas Lys: https://www.kellogg.northwestern.edu/faculty/directory/lys_thomas.aspxCelebrating Maggie's impact at Stanford: https://www.gsb.stanford.edu/newsroom/school-news/celebrating-margaret-neales-impact-stanford-gsbMichael's Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Negotiation. Just the word causes a lot of us to tense up and gird our loins for battle. That reaction, it turns out, is at the heart of some of the greatest misconceptions about negotiating. In this week's episode, I talk with the woman who literally wrote the book on negotiating, one of the most popular professors at Stanford University's Graduate School of Business.

Kat and Alex have a wonderful conversation with Melissa on a range of topics. We discuss the class Acting with Power, the impact it has on her students and the first time she taught it. Melissa shares some interesting insights into people's relationship to power and the difference between power, status, and authority. We talk about chasing those moments where everything just seems to click and things just seems to flow. Kat and I also delve into the role of status and status behaviors around gender with our guest and talks about what we can be more aware of in helping to shift those dynamics. We also discuss improv as a vehicle for personal experimentation and transformation before Melissa shares an awesome, insightful and somewhat heartbreaking Dare to Be Human story On Faculty at Stanford University’s Graduate School of Business (GSB) Melissa Jones Briggs works as a Lecturer in Organizational Behavior teaching Acting with Power. This popular second-year MBA and executive education elective uses performance technique to help students address their issues around power, authority and status. Melissa works as an Executive Coach and Consultant at People Rocket, a management design firm. She also serves on the Board of Directors at Youth in Arts, an arts education non-profit with a focus on social justice. She is an Advisor at Women’s Startup Lab in Silicon Valley. Melissa worked as an actor in professional theater and film in New York City and San Francisco. She has two small girls with her filmmaker husband in the San Francisco Bay Area. Check out the links below to follow Melissa on social media and for the books and people we reference! 'Melissa on LinkedIn' 'Melissa on Facebook' 'Melissa on Twitter' 'Jennifer Palmieri's Book' 'Getting (More of) What Your Want by Margaret A. Neale and Thomas Z. Lys' Logo by Derek WalkerTheme Music: Blue Dot Sessions - Planting Flags

Professor Margaret A. Neale is the Adams Distinguished Professor of Management & recipient of the Robert T. Davis Award for Lifetime Achievement at the Stanford Graduate School of Business. 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. In particular, she studies cognitive and social processes that produce departures from effective negotiating behavior. Within the context of teams, her work explores aspects of team composition and group process that enhance the ability of teams to share the information necessary for learning and problem-solving in both face-to-face and virtual team environments.

Margaret A. Neale states that for many people, negotiation is a mysterious and, sometimes, intimidating process. Unfortunately, in most negotiations we can never be REALLY sure if we did well or not, so it is tough to learn from our experiences. (November 14, 2009)