REVIEW FOR WORKSHOP ON BUILDING NEGOTIATION SKILLS
To be or not to be, long mused Hamlet. Keith Murnighan and Madan Pilutla will rescue you from similar waffling situations as they teach you the craft of making quick and accurate decisions.
The Indian School Of Business is organizing a program on improving decision-making and negotiation skills. The program includes strategies for analyzing and preparing for successful negotiation. It provides a series of hands-on experiences that illustrate each major concept, and also give feedback as one's negotiating skills improve.
The program is useful for executives in key decision-making roles, who want to further enhance their negotiation skills.
Keith Murnighan is faculty of the Kellogg Business School, and his latest book, the Art Of High Stakes Decision Making: Tough Calls In A Speed-Driven World, is based upon research about the building and restoration of trust during corporate interactions.
His other works include Contemplation And The Effects Of Sequential Ethical Decision-Making: Cross-Cultural Norms And Values; Speaking The Same Language: The Cooperative Effects Of Labeling; Prisoners' Dilemma, Identity And Competence In Strategic Decisions.
Madan Pillutla is Associate Professor Of Organizational Behavior, London School Of Business. His publications include Games And Economic Behavior (2001); Fairness In Bargaining, Social Justice Research (2003); Impact Of Product-Harm Crises On Brand Equity: The Moderating Role Of Consumer Expectations, Journal Of Marketing Research (2000).