Adrian BORBELY, IESEG School of Management After the tragic terror attacks that shook Paris on November 13, 2015, claiming the lives of 130 people, I felt the need to put on paper a negotiation vision of what happened at Bataclan, getting ready for the question our students may ask when returning to school the following
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How to negotiate an art piece? The present study focuses on understanding the nature of negotiation in the context of exhibitions. The parties involved are museums, art dealers and collectors. We derive our hypotheses from negotiation strategy (Walton and McKersie, 1965) and cultural differences on negotiation (Aslani et al., 2013). We present preliminary data from
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IÉSEG has recently created a new international Center on Negotiation (ICoN), which aims to be a center of excellence in research, teaching and knowledge transfer relating to the topic of negotiation. “At ICoN, we define negotiation as an ongoing communication process in which individuals and organizations manage their interdependence in order to achieve mutually acceptable
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