2006 Headlines
Cornell Study Advises New Congress on How to Negotiate
November 9, 2006 | Ithaca, NY - A newly completed study by Professor Kathleen O'Connor of Cornell's Johnson School offers insight into how the U.S. Government may avoid gridlock by cultivating collaboration over competition. The study, published in the Harvard publication "Negotiation," offers clues as to how the newly elected Democratic Congress can work successfully with Republican President George Bush.
The recent election has left our government divided, but this landmark study provides timely guidance. Titled, "Want the Best Deal Possible? Cultivate a Cooperative Reputation," the study concludes, "It's a myth that competitive negotiators win big. Our evidence shows that collaboration is a far more effective strategy." The study further states, "Cooperative reputations encourage counterparts to dig deep to create value and hammer out great deals." Whether Nancy Pelosi, Harry Reid and George Bush listen to this advice is another story.
Professor O'Connor will be glad to comment on how successful negotiating strategies may impact the performance of Congress. To speak with her, please contact:
Deirdre Snyder
Public Relations Officer
The Johnson School at Cornell University
Email: dgs37@cornell.edu
Phone: 607.255.3494
Cell: 607.592.2188
