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.

Educating our future business leaders: Beyond teaching as usual
Leadership

Educating our future business leaders: Beyond teaching as usual

by Stefan Gröschl

Stefan Gröschl, Professor of Management at ESSEC Business School, draws upon his recently published article in The Journal of Business Ethics on developing tomorrow’s responsible leaders to propose a transformation of business schools’ curricula.

How Can We Make Someone Work for Us?
Leadership

How Can We Make Someone Work for Us?

by Patricia Charléty

Patricia Charléty, Professor of Economics and Finance, and Gorkem Celik, Professor of Economics at ESSEC Business School, look into the work of the Nobel Prize winners Bengt Holmström and Oliver Hart to expose how the contract plays the part of motivator.

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