PhD Plus Business in Society 4: Negotiation in Organizations

Rodman Room A238, Thornton Hall

This is the fourth session of the PhD Plus Business in Society: Adding value with your PhD skills series.

We negotiate every day—with merchants, service providers, employers, coworkers, friends, and family—determining what price we will pay, the amount of our salary and compensation, what movies to watch, where to go to dinner, who will clean the kitchen, and so forth. 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?   

The session is designed to address a broad spectrum of negotiation problems that are faced by managers and professionals. It will provide you with the opportunity to develop your negotiation skills experientially through role-playing exercises. Specifically, we will examine the following: 

  • Basic negotiation concepts 
  • Key strategies for effective negotiations 
  • Overcoming psychological resistance and other barriers to accomplishing superior negotiation outcomes 


  • Case study


Roshni Raveendhran, Assistant Professor in Business Administration, Darden School of Business



This is a popular series and requires commitment to full participation. Registrants are expected to complete readings/assignments between sessions and engage in weekly sessions through instructor-student and peer-to-peer interactions. 

Priority of attendance will be given to those who commit to participating in the majority of the series (including learning time in between sessions) and are in advanced stages of training (e.g. PhD students in 3+ years). Registration will close by 5 PM (ET) on Jan 26, 2024, or when we reach our maximum registration capacity (whichever is earlier).


Core Module
Core Module Sub Categories