Francesca Gino

The following items are tagged Francesca Gino.

Conflict Resolution and Negotiation Across Cultures

Posted by & filed under Conflict Resolution.

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. How can she improve her cross-cultural negotiation skills?

Research shows that dealmaking across cultures tends to lead to worse outcomes as compared with negotiations conducted within the same culture. This is primarily because cultures are characterized by different behaviors, communication styles, and norms. As a result, when negotiating across cultures, we bring different perspectives to the bargaining table, which in turn may result in potential misunderstandings and a lower likelihood of exploring and discovering integrative, or value-creating, solutions.

There is No ‘I’ in Team, Only in Organizations

Posted by & filed under Negotiation Skills.

The old saying goes, “there is no ‘I’ in team,” but recent research by Program on Negotiation faculty member and Harvard Business School Associate Professor Francesca Gino and others suggests that an organization should pay attention to the various individuals it recruits, and by doing so it can improve employee retention and productivity.

In Deal Making, Broaden Your Focus

Posted by & filed under Business Negotiations.

Imagine that you are in charge of renting a new location for a branch of your company in a nearby city. After researching the reputations of a number of local real estate agents, you meet with several and choose the one who seems most knowledgable and responsive.

Negotiate How You’ll Negotiate

Posted by & filed under Meeting Facilitation.

When a negotiation ends, our satisfaction with the final outcome doesn’t depend solely on how much we objectively gained or lost, according to research by Jared Curhan and Hen Xu of Massachusetts Institute of Technology and Hillary Anger Elfenbein of the University of California at Berkeley. In fact, negotiator satisfaction hinges on four factors: our

Why “thank you” matters

Posted by & filed under Negotiation Skills.

One should always go into every negotiation fully prepared, but a few very easy steps may help clear negotiation obstacles before the formal process even begins.  Recent research by Francesca Gino, Associate Professor at Harvard Business School and Harvard Law School’s Program on Negotiation-affiliated faculty member, argues that simple expressions of gratitude can yield beneficial

Are you really an ethical negotiator?

Posted by & filed under Negotiation Skills.

Are you more ethical than your coworkers? If you’re like most people, you answered yes. Lisa L. Shu and Max H. Bazerman of Harvard Business School and Francesca Gino of the University of North Carolina found in their research that most people think they’re more honest and trustworthy than average. What’s more, through a process

The power of a simple thank you

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Why It Pays to Give Thanks,” first published in the Negotiation newsletter, November 2010.

Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and other contexts, showing gratitude also motivates those we thank to keep on giving.

In

Francesca Gino

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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Francesca Gino is an associate professor of business administration in the Negotiations, Organizations & Markets Unit. She teaches Negotiation in the MBA elective curriculum and in Executive Education programs at the School. She also co-teaches a PhD course on Decision Making and Ethics.