About: PON Staff

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These posts are the product of collaboration among the PON staff.

Most Recent Article By PON Staff

Negotiation Research on Organizational Approaches to Negotiating Systems

While most negotiation research aims to sharpen individual managers’ skills, there is growing scholarly and professional interest in an organizational approach to negotiation.A systemic perspective evaluates the training, authority, procedures, and resources that manager need to improve their companies’ “return on negotiation,” as consultant Danny Ertel puts it. Looking at negotiations broadly reveals important design … Read More 

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