dam Galinsky is currently the Morris and Alice Kaplan Professor of Ethics and Decision in Management at the Kellogg School of Management at Northwestern University. He received his Ph.D. from Princeton University in Social Psychology and his B.A from Harvard University.
Professor Galinsky has published more than 100 scientific articles, chapters, and teaching cases in the fields of management and social psychology. His research and teaching focus on leadership, negotiations, decision-making, diversity, and ethics. Across these areas, Professor Galinsky explores how individuals make sense of and participate in their social worlds and the consequences of this participation for firm, team, and individual performance, especially in cases of leading change.
The following items are tagged Adam D. Galinsky.
Max H. Bazerman sat down with Sean Silverthorne of Harvard Business School’s Working Knowledge to discuss goal setting and how to effectively set goals on an individual and organizational level.
Researchers from top business schools have collaborated on research demonstrating that, in some cases, goal setting may actually do more harm than good.
Adapted from “Putting More on the Table: How Making Multiple Offers Can Increase the Final Value of the Deal,” by Victoria Husted Medvec and Adam D. Galinsky (professors, Northwestern University), first published in the Negotiation newsletter.
Suppose you open talks with an important customer by making an aggressive first offer. He becomes offended. You back off
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