Business Schools Teach Negotiating Tactics That Don't Work

During a recent talk at Fisher College of Business at Ohio State University, it became clear to me that a crucial element was missing from the coursework: Many graduate students didn’t get training in the principles that come into play when people are negotiating, especially as they relate to human behavior.

You won’t go far in your career without being adept at getting people to agree—whether you’re managing a big acquisition or refereeing a word choice disagreement in advertising copy.