Harnessing the Power of Negotiation


It reviews research that documents the impact of negotiators’ beliefs and motivations on performance, focusing on gender stereotypes and their message regarding women’s inability to perform on par with their male counterparts in business dealings. It documents the distinct performance impact of stereotypes that operate below the threshold of consciousness versus stereotypes that are out in the open, and it specifically explores gender stereotypes in the context of the broader issue of bargaining power.

This course holds for a day


This Course holds for a day
Days Available:

Month Day(s)
January 12th and 19th
February – – –
March 8th and 15th
April 5th and 23th
May 12th
June 8th and 15th
July 6th and 19th
August 17th and 24th
September 7th and 21st
October 1st and 8th
November – – –
December 3rd


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