Articles suggested by Professors

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  What People Still Get Wrong About
  Negotiations

  Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to claim value for themselves (by taking as much as they can of that mythical fixed pie) rather than coming up with ways to increase the size of the pie
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  Why Employees Need Both Recognition and Appreciation

  We often use the words “recognition” and “appreciation” interchangeably, but there’s a big difference between them. The former is about giving positive feedback based on results or performance. The latter, on the other hand, is about acknowledging a person’s inherent value. This distinction matters because recognition and appreciation are given for different reasons. Even when people succeed, inevitably there will be failures and challenges along the way; depending on the project, there may not even be tangible results to point to. If you focus solely on praising positive outcomes, on recognition, you miss out on lots of opportunities to connect with and support your team members — to appreciate them. Managers should make sure they’re doing both.