ARTICLES WITH TAG: Center of Excellence International Governance and Dialogue

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.

Women and the web: virtual networks and giving value to expertise
Communication

Women and the web: virtual networks and giving value to expertise

by Viviane De Beaufort

Viviane de Beaufort, tenure Prof. at ESSEC Business School and internationally recognized spokeswoman on law, economics and women’s entrepreneurship, looks into how women can use social networks and the web as windows for their professional expertise.

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.

5 Tips for Negotiating a Business Deal in Asia
Strategy

5 Tips for Negotiating a Business Deal in Asia

by Ta Wei Chao

Language barriers aside, negotiating an overseas business deal is a challenging endeavor. Cultural differences will impact your negotiation down the line. Here are five tips to hone your strategy and make your deal in Asia.

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.