Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no ...
Parents who tell children to shake hands to make nice or smooth over a conflict are on to something. Shaking hands increases cooperation between people in various negotiations, according to University ...
At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...
In this highly interactive class, students participate in negotiation and dispute resolution simulations that range in complexity from single-party/single-issue to ...
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