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

Distributive bargaining is a process where one party gains whereas the other party loses something. It is a negotiation strategy used to distribute fixed resources such as money, resources and assets ...

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