PhD+ Business in Society 7: Negotiation in organizations


This is the seventh session of 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


As this is a popular series, we are accepting applications for participation. Priority will be given to those students in middle and advanced year who can commit to completing series.

Apply Here by January 22 to attend


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