Related Research Articles
Negotiation is a dialogue between two or more parties to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. The parties aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains. Distributive negotiations, or compromises, are conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining the success of a negotiation.
The Kellogg School of Management at Northwestern University (Kellogg) is the business school of Northwestern University, a private research university in Evanston, Illinois. It was founded in 1908 as the School of Commerce. Its faculty, alumni, and students have made significant contributions to fields such as marketing, management sciences, and decision sciences.
Dale Thomas Mortensen was an American economist, a professor at Northwestern University, and a winner of the Nobel Memorial Prize in Economic Sciences.
Philip Kotler is an American marketing author, consultant, and professor emeritus; the S. C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University (1962–2018). He is known for popularizing the definition of marketing mix. He is the author of over 80 books, including Marketing Management, Principles of Marketing, Kotler on Marketing, Marketing Insights from A to Z, Marketing 4.0, Marketing Places, Marketing of Nations, Chaotics, Market Your Way to Growth, Winning Global Markets, Strategic Marketing for Health Care Organizations, Social Marketing, Social Media Marketing, My Adventures in Marketing, Up and Out of Poverty, and Winning at Innovation. Kotler describes strategic marketing as serving as "the link between society's needs and its pattern of industrial response."
William A. Osborn is an American bank executive.
The Journal of Collective Negotiations was a peer-reviewed academic journal which published articles regarding collective bargaining. The target audience for the journal was academics, students, employers, workers, and collective bargaining negotiators. It was published quarterly until 2008 by Baywood Publishing. The journal was cited by the Oxford Handbook of Work and Organization as a critical journal in collective bargaining theory and issues. A common textbook in Industrial and organizational psychology has cited the journal as one of two key publications in that very narrow field. It also has been quoted by the National Labor Relations Board.
Team conflict is conflict within a team. Conflicts may be caused by differing goals, values or perceptions of the team members.
Rolf van Dick is a German social psychologist.
Max Hal Bazerman is an author and researcher whose work focuses on negotiation, behavioral economics, and ethics. In his most recent book, Better, Not Perfect, Bazerman provides insight into how individuals can make better decisions for themselves and for the world. In their 2020 book The Power of Experiments, Bazerman and Michael Luca describe how technology companies and other organizations are increasingly relying on randomized control trials to test their ideas, generating both benefits and costs for society at large. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. In 2019, he received the Lifetime Achievement Award from the Organizational Behavior Division of the Academy of Management.
Amy Joy Casselberry Cuddy is an American social psychologist, author and speaker. She is a proponent of "power posing", a self-improvement technique whose scientific validity has been questioned. She has served as a faculty member at Rutgers University, Kellogg School of Management and Harvard Business School. Cuddy's most cited academic work involves using the stereotype content model that she helped develop to better understand the way people think about stereotyped people and groups. Though Cuddy left her tenure-track position at Harvard Business School in the spring of 2017, she continues to contribute to its executive education programs.
Waldemar Pförtsch is a German professor, management advisor and specialized book author for business administration and international management.
Neal Roese holds the SC Johnson Chair in Global Marketing at the Kellogg School of Management at Northwestern University. Trained as a social psychologist, he is most well known for his work on judgment and decision making, counterfactual thinking, and regret.
David G. Kabiller is the founder, founding principal, and head of business development of AQR Capital Management, along with Cliff Asness, John M. Liew and Robert Krail. He initiated AQR's international growth and its introduction of mutual funds as well as the creation of the AQR University symposia series and the AQR Insight Award for outstanding innovation in applied academic research. Kabiller established AQR's QUANTA Academy program, which is designed to help employees reach their full potential. The program offers a holistic approach, focusing on both professional and personal development.
Linda E. Ginzel is a Clinical Professor of Managerial Psychology at the University of Chicago Booth School of Business and the founder of the Customized Executive Education program. She researches, develops curricula, and teaches courses on negotiation, effective leadership, and organizational behavior. Ginzel is a two-time recipient of the James S. Kemper Jr. Grant in Business Ethics.
David De Cremer is a Belgian scholar examining behavioral applications to organizations, management and economics. He has been appointed at the University of Cambridge (UK) as the KPMG chair in management studies at Judge Business School. He is also a visiting professor at London Business School (LBS) and China Europe International Business School (CEIBS). He is the founder of the Erasmus Behavioral Ethics Centre at the Rotterdam School of Management. Throughout his career he has lived and lectured in Europe, US, Middle-East and Asia.
The Nancy L. Schwartz Memorial Lecture is a series of public lectures held every year by the Kellogg Department of Managerial Economics and Decision Sciences of Northwestern University.
Leigh Thompson is the J. Jay Gerber Professor of Dispute Resolution & Organizations in the Kellogg School of Management at Northwestern University. She is the director of High Performance Negotiation Skills Executive program, the Kellogg Leading High Impact Teams Executive program and the Kellogg Team and Group Research Center. She also serves as the co-director of the Navigating Work Place Conflict Executive program and the Constructive Collaboration Executive program.
Don Andrew Moore is an author, academic, and professor. He is the Lorraine Tyson Mitchell Chair I of Leadership and Communication at UC Berkeley's Haas School of Business where he teaches classes on leadership, negotiation, and decision making.
Boris Maciejovsky is an Austrian behavioral scientist, and an Associate Professor of Management at the School of Business at the University of California, Riverside. He is also the founder and managing partner at Greenleaf Analytics LLC, a behavioral management consultancy. His research focuses on behavioral economics and organizational decision-making.
William Robert Spriegel was an American automotive businessman, educator, and academic administrator specializing in the study of personnel management.
