BTU#289 - How to Negotiate (Stanford's Maggie Neal)

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Why Listen Context: in 275+ interviews with military Veterans about their civilian career, one of the biggest challenges I hear about from guests is around interviewing, salary negotiation, and sales in general. Two reasons often cited for this are (1) little to no practice with this while in the military, (2) a culture of advocating for one’s subordinates but not ones self (eg. I will use “we” not “I”, I will speak of what my team accomplished, but not what I accomplished), and (3) a culture of service and putting others before self (ie. everyone’s needs matter except my own). Maggie, while not a Veteran herself, is a world renowned authority on negotiations. She has taught negotiations for over 24 years at the Stanford Graduate School of Business, has authored over 70 articles in top publications about negotiation, and is the author of multiple books. This interview is a must-listen-to episode for Veterans in any career path. About Maggie Margaret Neale is the Adams Distinguished Professor of Management, Emerita. She has been a Professor at Stanford University for nearly 24 years, where her research includes bargaining and negotiation, distributed work groups, and team composition, learning, and performance. She is the author of over 70 articles on these topics and is the author of multiple books, including Getting (More of) What you Want. Previous to Stanford, Maggie was a Professor at the Kellogg Graduate School of Management for 8 years. She holds a PhD, 2 Master of Science degrees, and a Bachelor of Science.

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