Faculty Experts
Kathleen O'Connor
Kathleen O'Connor on Negotiation (00:03:06)
Professor Kathleen O'Connor talks about keys to successful negotiations.
Listen to the full interview
Professor O'Connor, is an organizational psychologist who studies negotiation, teamwork, and decision making. Much of her recent research focuses on how negotiations link together over time. One stream of work shows that past negotiation experiences direct negotiators' choice of tactics and their performance in successive negotiations. A second stream investigates how negotiators' reputations affect them and their potential for success at the bargaining table.
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