Emotion and the art of negotiation

It's my favorite day of the semester — the day when I teach my MBA students a negotiation exercise called “Honoring the Contract.”

Alison Wood Brooks
Wed, 11 Jul 2018

I assign students to partners, and each reads a different account of a (fictitious) troubled relationship between a supplier and a client. They learn that the two parties had signed a contract, but now they’re at odds over several of the terms. The pairs are tasked with renegotiating. What makes

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