We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for...

This study adopted a contextual framework to examine whether an interaction between group culture and economic power influences self-interest in a simulated commons dilemma. Full-time managers enrolled in executive MBA programs in Germany, Hong Kong, Israel, and the United States (U.S.) made...

Negotiators striving for excellence, whether in business, politics, or family interactions, need to take into account the emotional dynamics they frequently witness and experience as they navigate complex interdependent agreements. This is not always easy as negotiations are challenging social...

In organizations, conflict often revolves around commons resources because they are critical for influence, performance, and organizational survival. Research on property rights, territoriality, and social dilemmas suggests that to reduce such conflict, organizations should facilitate the...

This study adopted a contextual framework to examine whether an interaction between group culture and economic power influences self-interest in a simulated commons dilemma. Full-time managers enrolled in executive MBA programs in Germany, Hong Kong, Israel, and the United States (US) made...