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.