In negotiations, hard ball tactics rarely win out in the end
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Daughter of an arbitrator and attorney, Rachel Campagna grew up in a home where negotiation was done for sport. She almost went into law but preferred to study the art of negotiation instead. Her examination of the impact of trust between parties on their negotiation and post-negotiation behaviors, specifically the extent to which trust motivates effort and cooperative behavior after the deal, challenges perceived wisdom, and has landed her work in top journals such as the Journal of Applied Psychology and Organizational Behavior and Human Decision Processes.
Read more: You Better Read this Article…or Else! (UNH Today 8/9/2020)
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