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But what if i lose the offer?

Negotiators’ inflated perception of their likelihood of jeopardizing a deal Einav Hart, Julia B. Bear, Zhiying (Bella) Ren OBHDP 181 2024 104319 https://www.sciencedirect.com/science/article/abs/pii/S0749597824000116?via%3Dihub Keywords: Likelihood of jeopardizing a deal Negotiation misperceptions Negotiation mental models Job negotiations Negotiation avoidance ABSTRACT When…

2024 New Voices in Dispute Resolution Goldberg Scholars

Ylli Dautaj on Disputes with state Enterprises Much of my previous research has focused on international commercial arbitration (ICA) and investment treaty arbitration (ITA). The latter being an auspice of international economic law, and therefore of public international law. Much…

NTR IDG AI Exercises

Access these exercises by NTR authors via idecisiongames.com  Contact ntr@negotiationandteamresources.com  with questions about using these exercises. All exercises provide AI feedback prompted by the exercise author. This means the feedback is geared toward the learning points of the exercise. Most exercises have…

New NTR Exercises Fall 2024

All exercises and extensive teaching notes are available at negotiationandteamresources.com Authors will present their exercises online September 13 noon Eastern time at the IDG NTR Conversation. Sign up for the Conversations held second Friday of the month at noon Eastern…

AI Coding of Negotiation Transcripts

Friedman, R., Cho, J., Brett, J. M.,  et al. 2024. An Application of Large Language Models to Coding Negotiation Transcripts permanent arXiv identifier 2407.21037. The paper password for this article is: hq5xr  and is available at: https://urldefense.com/v3/__http://arxiv.org/abs/2407.21037__;!!Dq0X2DkFhyF93HkjWTBQKhk!V5K3WXcAt_fu4Gg4m3KtoNdW8dud5aJKsOMwppwKKT3R_jTdLy6u-akUgmImRROaFK00hEqkCJikyUCiCZK1eXuQd6ifdPBzAtVzZSEEEg$

Distrust in Negotiation

New Insights from NTR Grant recipient Simone Moran, Ben Gurion University Honesty is an important concern in negotiations. In this research, we focus on two related dilemmas that negotiators face: whether to be honest and whether to believe their counterparts….

Negotiation and Sustainability

November 2023 NTR-IDG Negotiation and Sustainability Conversation Recording: you must sign in to IDG to access. https://forum.idecisiongames.com/t/conversations-november-2023/900 NTR’s Grant Program NTR’s 2024 Teaching Grant Program seeks proposals for the development of interactive teaching materials including exercises, cases, and other innovative…

AI and Groups

https://www.negotiationandteamresources.com/wp-content/uploads/2023/07/Bezrukova-et-al-AI-and-Groups-GOM-2023.pdf Read GOM paper by Bezrukova and her colleagues about AI human team interactions. How AI introducedas a mandated addition to the team can have asymmetric effects on collaborationlevel depending on the team’s attitudes about AI.

Laura Kray

Kray, L. J., Kennedy, J. A., & Lee, M. (in press). Now, women do ask: A call to update beliefs about the gender pay gap. Academy of Management Discoveries. Kray, L. J., & Kennedy, J. A. (2017). Changing the narrative:…

Laurie Weingart

Book: The No Club: Putting a Stop to Women’s Dead-End Work with Linda Babcock, Brenda Peyser, and Lise Vesterlund www.thenoclub.com

Hannah Riley Bowles

Resources for Teaching: When Gender Matters in Organizational Negotiations https://case.hks.harvard.edu/negotiate-well-case-collection/ Negotiate WELL (work, education, life, and leadership) has a teaching plan, slides, and video materials for teaching about gender in negotiation.  It also has research-based resources for teaching about negotiations…

Hey ChatGPT, Can You Help Me Negotiate My Salary?

Academics are growing apprehensive about student reliance on ChatGPT. Despite concerns over its impact on higher education, ChatGPT has the potential to be a useful learning resource for students and the general public seeking accurate information. People often turn to…