Team negotiators may achieve higher joint gains when they first discuss superordinate goals that either team can’t achieve...
Roderick Swaab
Roderick Swaab studies the impact of communication structures and technologies on negotiation, conflict resolution, and group decision-making. He also studies the impact of hierarchy on how people collaborate in teams by focusing on the interplay among coordination, conflict, and performance. He has taught a variety of courses at INSEAD and the Kellogg School of Management at Northwestern University. He has also conducted executive training sessions for various organisations including Astellas Pharma, Merck, and Societe Generale. His research has produced interventions that improve teamwork, negotiation, dispute resolution, and collaboration and has been published in leading academic journals, such as Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Processes, Personality and Social Psychology Bulletin, Personality and Social Psychology Review, and Psychological Science, as well as popular press outlets like Bloomberg, Economist, Forbes, Financial Times, New York Times, Time, and Wall Street Journal.
Read case studies by Roderick here.
Latest Posts and Articles
Signalling your bottom line reduces your counterparty’s ambitions.
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When you are negotiating a deal it pays to have viable alternatives to fall back on – or at least that’s what most people think...
MBA - Very insightful and makes a great sense,even professional negotiators falls under these categories of...
Fix stubborn - Fix stubborn
Very informative and useful - I need to improve more on active listening as its very important in the...
Thanks for sharing this blog. - Thanks for sharing this blog. In an employee performance review, managers...
HR Business Partner - Hello ...