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cover of episode 15. The Art of Negotiation: How to Get More of What You Want

15. The Art of Negotiation: How to Get More of What You Want

2020/7/16
logo of podcast Think Fast, Talk Smart: Communication Techniques

Think Fast, Talk Smart: Communication Techniques
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Maggie Neale
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Maggie Neale: Neale教授认为，谈判不应被视为零和博弈，而应被视为合作解决问题。她提出了成功谈判的三个维度：第一，谈判者自身必须比现状更好；第二，谈判没有强制性，需要理解对方并使其认为接受提案符合自身利益；第三，提案应被视为解决对方问题的方案。她强调了了解自身选择方案和设定保留价格（底线）的重要性，并指出设定目标（愿望）能提升谈判结果。她还建议同时协商多个议题，而非逐一协商，并指出不同情绪对谈判思维的影响。最后，她分享了自己从与马匹谈判中获得的经验，以及她欣赏的沟通者（Anthony Fauci和John F. Kennedy）。 Matt Abrahams: Abrahams作为访谈主持人，主要通过提问引导Neale教授阐述其观点，并对Neale教授的观点进行总结和补充。他提及了之前节目中关于信息结构的讨论，并与Neale教授就信息结构、情绪在谈判中的作用等方面进行了深入探讨。

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Maggie Neale discusses her approach to defining negotiation as collaborative problem-solving rather than a battle, emphasizing the importance of understanding one's counterpart and presenting proposals as solutions to their problems.

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Whether we realize it or not, we negotiate everyday. But when we approach these situations as a win-or-lose battle, we’re already showing resistance, and setting ourselves up for difficulty. But what if you reframed the whole idea, to think of a negotiation not as a fight, but as a problem-solving exercise involving emotions?

In this episode of Think Fast, Talk Smart Matt Abrahams) speaks with Stanford GSB Professor emeritus Maggie Neale (and author of *Getting More of What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life) *about what she has learned in her decades of researching negotiation and the steps that lead to more collaborative problem solving. Listen as Maggie shares tips on how to approach negotiations with intention, and what strategies can help us more easily communicate our wants and needs. 

Think Fast, Talk Smart) is a podcast produced by Stanford Graduate School of Business and hosted by Matt Abrahams. Each episode provides concrete, easy-to-implement tools and techniques to help you hone and enhance your communication.

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