We negotiate every day – with employers, coworkers, significant others, landlords, parents, bosses, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, what movie to watch, who will clean the kitchen … all of these are negotiations. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
This session will highlight the components of an effective negotiation and teach you to analyze your own behavior in negotiations. The session will be largely experiential, providing you with the opportunity to develop your skills by participating in a negotiation and integrating your experiences with the principles presented in session discussion.
15 mins introduction
15 mins exercise in breakout
60 mins debrief and Q&A
Roderick is a Professor of Organisational Behaviour and the Academic Director of INSEAD’s PhD programme. He also serves as an Associate Editor at Organizational Behavior and Human Decision Processes and as The INSEAD Dutch Alumni Fellow in Leadership, Diversity and Governance.
Roderick’s research examines the impact of communication structures on value creation in business negotiations and conflict resolution. He also studies the emergence of hierarchies in teams and how these impact coordination, conflict, and performance. His research has produced interventions that improve negotiation, dispute resolution, and teamwork, and has been published in leading journals, such as the Proceedings of the National Academy of Sciences, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology and Psychological Science. His research and service to the field has received awards from the Academy of Management, the International Association for Conflict Management, the Dutch National Science Foundation (NWO), and was featured in outlets like the Harvard Business Review, Wall Street Journal, New York Times, Financial Times, The Guardian, Time Magazine, Economist, Scientific American, and Forbes.
Roderick’s teaching received several awards. He has won INSEAD EMBA’s Best Teacher Award in 2017, 2018, 2019 and 2020 for teaching the Negotiations Dynamics course. He also received the “Dean’s Commendation for Excellence in MBA Teaching” since 2015 for teaching the OB1 core course and the Negotiations Dynamics course, and was selected as one of Singapore’s most influential business professors aged 40 and under. His co-authored case “Ricardo Semler: A revolutionary model of leadership” won the Best Case in Human Resources / Organisational Behaviour awarded by the Case Centre. Prior to joining INSEAD Roderick held a position at the Kellogg School of Management at Northwestern University where he taught in the MBA and EMBA programs and was nominated for the Outstanding Professor of the year award.