Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no ...

Coffee Contract: This distributive exercise provides a good context for teaching fundamental negotiation concepts like bargaining zone, reservation price, BATNA, openings, concessions and threats.

Prescriptive as well as descriptive findings from research in negotiations will be discussed throughout the course. The first part covers the basics of distributive bargaining and the importance of ...

In this highly interactive class, students participate in negotiation and dispute resolution simulations ... Throughout all of the simulations integrative and distributive strategies are emphasized ...

team negotiations, resolution of disputes, agents and ethics, and management of integrative and distributive aspects of the negotiation process. The course is based on a series of simulated ...