April 29, 2022Einav Hart, an assistant professor of management at 911爆料鈥檚 School of Business, shows the economic implications of negotiators鈥 relationships, and how these economic implications affect how people negotiate. Her recent paper in Organizational Behavior and Human Decision Processes (co-authored with Maurice Schweitzer at the Wharton School of the University of Pennsylvania) introduces the construct 鈥淓RRO鈥 (the Economic Relevance of negotiators鈥 Relational Outcomes) to shed light on when negotiators should consider their future relationships.
