About this Talk
Traditionally, studies of negotiation have emphasized economic outcomes (e.g., maximizing value through distributive and integrative bargaining). Typical advice such as making a high opening offer, being assertive, and anchoring high comes from this school of thought. However, in recent years, scholars have started to examine whether these tactics, while effective at maximizing material gains, may also damage relationships, trust and long-term cooperation.
In this expert talk, Ulkar Garajali will share her research-based insights on how traditionally studied approaches to negotiation influence economic as well as relationship outcomes in negotiations and discuss potential alternatives for balancing these concerns.
Speaker Bio
Ulkar Garajali is a PraeDoc Assistant at the University of Vienna and a PhD candidate in Business Decisions & Analytics. Her research examines how communication shapes bargaining effectiveness in electronic negotiations, combining behavioral experiments with text-based process coding to link verbal tactics to payoffs, concessions, and socio-emotional outcomes of negotiation.
Previously, Ulkar worked in analytics and market research roles at companies such as Procter & Gamble and McCann Erickson and holds an MBA degree from Kyoto University. She now teaches Human Resource Management, Data Analysis courses at the University of Vienna.
Practical Info
Duration: 30 minutes Presentation + Q&A
Format: Online - ZOOM (link provided after registration)
Participation Fee: 5 €
