Category: Negotiations

  • What I learned about negotiation from Keith Murnighan (1948-2016)

    On Friday, the world lost a legend. While that statement certainly applies to Muhammad Ali, I don’t mean Ali. I mean an academic legend, Keith Murnighan: my advisor, colleague, and friend—and a man beloved by all who knew him. Nothing I write could sufficiently honor Keith’s life or fill the hole left by his passing. But…

  • Negotiation success through graduation platitudes

    The graduation season is upon us! Setting aside all of the reasons for joy and celebration, that can only mean one thing: so is the season of the platitude-laced graduation speeches. And while few of us enjoy platitudes, many of us would probably acknowledge that they contain nuggets of wisdom. Why else would wise people…

  • Getting to no: Three more reasons that you might want to disagree

    Even before the first class in my negotiation courses, I always ask my students to read Getting to Yes. Indisputably the most influential book on negotiations, it breaks down the misconception that negotiations are necessarily combative, presenting four principles to help readers identify win-win solutions instead. It’s a great book, and that’s why I assign…