Doing What Works

Do you know how to negotiate?

September 12, 201541 min
Is it true in negotiation that whoever mentions money first loses? Stanford professor Margaret Neale’s answer might surprise you. She’s the co-author, with Thomas Lys, of Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life. She explains why you shouldn’t accept someone’s first offer, what constitutes a good deal, and whether something is worth negotiating. Margaret will inpire you to be more open to negotiating -- to look at it more playfully, as more of a game.

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