Best of 97% Effective - Margaret A. Neale, Professor Emerita at Stanford: Why (and How) Women Need to Negotiate Differently

97% Effective

A “BEST OF 97% EFFECTIVE” EPISODE! Tune in this fall for new episodes and more great content.

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

Previously on 97% Effective, Professor Margaret Ann Neale from Stanford discussed the core ideas from her must-have book on negotiation, Getting (More of) What You Want. But in the example we used, one of Michael’s clients who was negotiating a promotion, we left out one very important fact: The client was a woman. In this continuation episode, Maggie clarifies how gender influences negotiation and how women can negotiate more effectively. We discuss techniques for approaching negotiation as a woman, the influence of intersectionality within the workplace and optimizing team performance.

SHOW NOTES:

• Why women need to negotiate differently
• Pairing one’s ask with a “communal concern for the other” -- collaborative problem solving
• Breaking the “women don’t ask” stereotype
• Women are 6x more likely to end in impasse than men: Keys to avoiding negotiation backlash
• Rethinking the term negotiation
• How men can also benefit
• Role of intersectionality within the negotiation
• Pay attention to all types of context
• Competence vs likeability paradox – the choice women have to make
• If you really need to be liked, then get one of these
• Finding emotional outlets outside of work
• Embrace the discomfort: Get comfortable with being uncomfortable
• Think about dissent as a gift: Stop prioritizing harmony over quality
• Tips on managing teams to get top performance
• Moving beyond the homogeneity of perspectives
• How to maximize value creation
• “Be an adult”
• Lightning round: Maggie’s horse, the accomplishment she is most proud of, the influence of economics on her book, “curves” in her life that have shaped her perspectives, and her new-found loves beyond academia

BIO AND LINKS:

Margaret Ann Neale is the Adams Distinguished Professor of Management, Emerita, at the Stanford Graduate School of Business. Author of six books and more than 70 articles, she is a pioneer and influencer in the fields of negotiation, decision-making, and team performance. Neale's work has influenced academics, business professionals, and industry experts, who seek her advice on effective negotiation tactics, decision-making, and the role of diversity in team performance. In addition to her research and teaching, Neale has shaped Stanford's curriculum, established the school's behavioral lab, and fostered diversity and mentorship among junior faculty. She has also achieved several notable "firsts" at the school, including being the first woman to hold a tenured professor position, serve as an associate dean, and win the Davis Award for academic excellence and service.

• Link to previous episode with Maggie on 97% Effective: https://redcircle.com/shows/97-effective/episodes
• Maggie’s book and negotiation resource website: Getting (More of) What You Want: https://gettingmoreofwhatyouwant.com/
• Linkedin: https://www.linkedin.com/in/margaret-a-neale-9a97833/
• Stanford faculty profile: https://www.gsb.stanford.edu/faculty-research/faculty/margaret-neale
• Maggie’s research, The dynamics of gender and alternatives in negotiation: https://psycnet.apa.org/record/2021-03654-001
• Maggie’s horse, Sal, in her TEDX talk: Lessons from my horse https://www.youtube.com/watch?v=KTTtn0i_ZyA&ab_channel=TEDxTalks
• Maggie’s former doctoral student, Prof. Peter Belmi, now at Darden: interview on 97% Effective, “Social Class & Our Beliefs”: https://redcircle.com/shows/97-effective/ep/9bdfb7a3-ca49-43e4-9882-22fc38c542c0
• Former doctoral student, Prof. Jeffrey Polzer, at Harvard Business School: https://www.hbs.edu/faculty/Pages/profile.aspx?facId=6627
• Former doctoral student, Jennifer Dannals, at Yale School of Management: https://som.yale.edu/faculty-research/faculty-directory/jennifer-dannals
• How Diversity Makes Us Smarter (article featuring her research): https://www.scientificamerican.com/article/how-diversity-makes-us-smarter/
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

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