We negotiate daily in a variety of contexts: business, family, and social. Negotiations serve several purposes: (1) establishing new or renewing old relationships; (2) changing behaviors and expectations; and (3) resolving conflict and disputes. How effectively we negotiate exerts important effects on the quality of life we live and how successful we are as entrepreneurs. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? This talk will describe strategies for claiming and creating value through effective negotiation and conflict management.
Taya R. Cohen, PhD
Associate Professor of Organizational Behavior & Theory
Carnegie Mellon University, Tepper School of Business