Would you pay more for a car just to skip the negotiation process? According to new research by David Hunsaker, clinical associate professor of management at the IU Kelley School of Business ...
This is an excerpt of the original article. It was written for the May-June 2026 edition of Supply Chain Management Review. The full article is available to current subscribers. This month’s Supply ...
As AI becomes increasingly embedded in the legal practice, its use needs to be mastered also in the context of negotiations.
Explore the cutting edge of negotiation education in this dynamic webinar featuring distinguished faculty from the Kellogg School of Management. Known for pioneering a team-based, experiential ...
Can AI help you win at the negotiation table? “Inherently, the answer is yes,” says J. Jay Gerber Professor of Dispute Resolution and Organizations Leigh Thompson ’82, ’88 PhD. “The smartest ...
New MIT Sloan research reveals how social class creates a negotiation double bind—causing lower-class employees to ask for less and face harsher penalties when they do.
Imagine walking into a room where every conversation has the power to reshape deals, resolve conflicts, and open entirely new avenues for collaboration. In today’s fast-paced and competitive world, ...
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, ...
Nurses negotiate constantly, even when no one calls it that: a charge nurse arguing for one more staff member on a short-handed shift, a nurse manager pushing back on a budget cut that would eliminate ...
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