ARTICLES WITH TAG: Negotiation

When and why is expressing sadness an effective negotiation tactic?
Leadership

When and why is expressing sadness an effective negotiation tactic?

by Marwan Sinaceur

New research from Prof. Marwan Sinaceur at ESSEC Business School is the first to investigate the potential role of sadness expression in conflict and negotiation. From the paper “Weep and Get More: When and Why Sadness Expression is Effective in Negotiations” by Marwan Sinaceur (ESSEC), Shirli Kopelman, Dimitri Vasiljevic, and Christophe Haag - Journal of Applied Psychology.

A first by ESSEC Business School: An interactive negotiations i-Book
Leadership

A first by ESSEC Business School: An interactive negotiations i-Book

by Aurélien Colson

High-impact and Sustainable Negotiating: Investing in return on relationship. Aurélien Colson PhD MBA, Professor at ESSEC Business School and Director of the Institute for Research and Education on Negotiation (IRENE) talks about negotiating strategies and his recently published interactive i-Book for professionals, instructors, and students.

VIDEO: Negotiating with terrorism
Strategy

VIDEO: Negotiating with terrorism

by Aurélien Colson

Faced with such extreme terror, is there room for negotiation?

A 10 step guide to negotiating a job offer
Strategy

A 10 step guide to negotiating a job offer

by Aurélien Colson

As part of the new IRENE case study series, negotiation expert Aurélien Colson (Professor at ESSEC Business School and IRENE Director) identifies key steps to successfully negotiating a new job offer.

TOP RESEARCH Dying To Do A Deal
Economy & Finance

Dying To Do A Deal

by Sridhar Arcot

How aging private equity funds push managers to buy and sell at almost any price

Croatia in Europe and the Focus of Power
Economy & Finance

Croatia in Europe and the Focus of Power

by Aurélien Colson

Silence of the “small” Member States increases the negotiating power of the “big” ones

Is the Crisis Pushing the EU Towards a More Federal Structure?
Economy & Finance

Is the Crisis Pushing the EU Towards a More Federal Structure?

by André Fourçans

The eurozone is at a point today where choices have to be made.

Julian Assange, WikiLeaks and the Evolution of American Diplomacy
Sustainability

Julian Assange, WikiLeaks and the Evolution of American Diplomacy

by Aurélien Colson

Diplomatic transparency is engrained in American history and this scandal will have far-reaching effects on international negotiation.