When you're a business owner, it's inevitable that you will have to engage in some type of negotiation, whether it involves your employees, a vendor, a customer or a potential investor. The challenge, ...

Negotiations happen daily in organizations, whether to allocate limited resources to teams or to make deals with clients, distributors, or suppliers. Negotiations are a way for parties to get what ...

Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.

In this highly interactive class, students participate in negotiation and dispute resolution simulations that range in complexity from single-party/single-issue to ...

Rachel Croson has received funding from the National Science Foundation, the Aspen Institute and the Corporation for Public Broadcasting. This is a holiday season like no other. Many people have been ...

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, ...