The Wharton School of the University of Pennsylvania (also known as The Wharton School) is the business school of the University of Pennsylvania, a private, Ivy League university in Philadelphia, Pennsylvania. Wharton is the United States’ oldest business school and the world’s first business school affiliated with an institution of higher learning. It was established in 1881 through a donation from Joseph Wharton. The University of Pennsylvania, Wharton’s parent institution, is among America’s first universities, founded by statesman Benjamin Franklin. The school’s faculty is the world’s most published and most cited among business schools.
The following items are tagged Wharton School.
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 “So, You Don’t Want the Other Side to Lie,” first printed in the Negotiation newsletter, June 2004.
Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation.
In two
Adapted from “Don’t Get Stuck in the Status Trap,” first published in the Negotiation newsletter, September 2009.
Graduating MBA students often tend to choose their first postgraduate jobs based on vivid aspects of their job offers, such as a high starting salary or the prestige of the firm, Harvard Business School professor Max H. Bazerman has
Adapted from “Regain Your Counterpart’s Trust with an Apology,” first published in the Negotiation newsletter.
The problem: Whether you meant to or not, you’ve hurt or offended your negotiating counterpart through your words or actions. Perhaps you’ve shown up late for an appointment one time too many, neglected to follow through on a key contract term,
Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter.
Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania.
Why might negotiators be more
Adapted from “How Body Language Affects Negotiation,” first published in the Negotiation newsletter.
In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully passed himself off as a member of the Rockefeller family for many years while living in the United States. Armed with little more than an aloof personality and
Adapted from “How High Should You Aim?”, first published in the Negotiation newsletter.
Research shows that moderately difficult goals can energize people and increase their performance. In negotiation, parties with relatively high aspirations often negotiate higher individual payoffs. But there can be a downside: impasse and unethical behavior may be more likely.
In a study conducted by
Adapted from “What Makes Negotiators Happy?” First published in the Negotiation newsletter.
We all know that people have a strong need to compare their outcomes with those of others. So a negotiator’s mostly likely target of social comparison is her opponent, right?
Maybe not. Nathan Novemsky of the Yale School of Management and Maurice E. Schweitzer of
Adapted from “Wise Negotiators Know When to Say ‘I’m Sorry’” by Maurice E. Schweitzer, Associate Professor, the Wharton School at the University of Pennsylvania.
In negotiation, it’s unavoidable: sooner or later, you’ll do or say something that offends or hurts your counterpart. Whether or not the harm you cause is intentional, you’ll need to rebuild trust
As a partner at your growing law firm, you’ve been charged with negotiating the lease of much-needed additional office space in your building. The real-estate agent has informed you that if you don’t increase your offer by $10,000 by the end of the day, you’ll lose the space to another company. Is she bluffing, or
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