WHY NEGOTIATION IS THE MOST POPULAR BUSINESS SCHOOL COURSE
Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. "Improving your negotiation skills," write the co-authors of this article, "is a long journey that involves constant reflection, awareness, and openness to feedback." In the article, a valuable and extremely useful primer for negotiators, they describe and outline the preparation, value-claiming and value-creating strategies that are the foundation of any successful negotiation.
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About the Authors
Leigh Thompson
Leigh Thompson is the J.J. Gerber Distinguished professor of dispute resolution and organizations at the Kellogg School of Management, Northwestern University, and the author of The Mind and Heart of the Negotiator (Prentice Hall, 2001, 2005).
Geoffrey J. Leonardelli
Geoffrey J. Leonardelli is an assistant professor of organizational behaviour and human resource management at the Joseph L. Rotman School of Management, University of Toronto