Negotiation as Decision Making:
Getting (More of) What We Want
- Margaret Neale  

Program Highlights

• How to prepare for negotiations.
• How to identify and avoid common negotiating errors.
• Shortcuts to better outcomes.

Even though everyone negotiates in daily life as well as in business, it is clear that resources are often left "on the table." Contracts and outcomes are not always in the best interests of the negotiator, and there is no real systematic assessment of the quality of the negotiating behavior. Professor Neale identifies systematic ways to increase the quality of negotiated agreements, including methods of preparation and use of rational assumption, bidding, and decision criteria.