Negotiation as decision making

Negotiation as decision making

by Margaret Ann Neale

Part of Stanford executive briefings

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Professor Neale identifies systematic ways to increase the quality of negotiated agreements. She explains how to prepare for negotiation, make rational, intelligent assumptions, and take short cuts. She shows how to recognize when an agreement is not in your best interest, and walk away from it. The results are bigger deals that are better for everyone involved.

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