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Negotiation is a pervasive social phenomenon, occurring within organizations and between friends and family members. Without even knowing it, we negotiate every day with spouses, children, landlords, co-workers, supervisors, service providers, etc. Determining what price we will pay, where we will go on vacation, what movie to watch, and our salary are all negotiations. Despite the fact that negotiations are pervasive, research shows that individuals and groups often leave value at the table and fail to reach agreements that could be better for all parties. This presentation will focus on the factors that facilitate and inhibit successful negotiations, based on decades of research into the topic.
Michele J. Gelfand is an expert on cultural influences on conflict, negotiation, justice, and revenge; workplace diversity and discrimination; and theory and methods in cross-cultural management. She is the Professor of Psychology and affiliate of the RH Smith School of Business and is a Distinguished University Scholar Teacher at the University of Maryland, College Park. She received her Ph.D. in Social/Organizational Psychology from the University of Illinois, Urbana Champaign. Michele is also one of the regular faculty members which teach in the Smith Leadership EMBA program on China campus.
