Beyond the deal: The importance of the negotiation process

PLEASE NOTE: Time slot for the Lecture has changed! Start now: 5.00 pm

Putting puzzle pieces together

Past event — 2 December 2019

Kühne Logistics University
Grosser Grasbrook 17, 20457 Hamburg, Room Forum

Spoken language

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Prof. Brooke A. - external Gazdag, PhD

Assistant Professor at Munich School of Management

Ludwig-Maximilians-Universität München (University of Munich), Germany


In preparing for and ultimately conducting our negotiations, we often devote a disproportional amount of attention on the negotiation outcome. It could be argued that the most haunting feeling after a negotiation is the notion that we could have secured a better outcome. This focus on the outcome can have a negative impact on the way we see ourselves as negotiators. Instead, we should balance how we prepare and conduct negotiations with more attention on the negotiation process.


Dr. Brooke A. Gazdag completed her doctorate in Organizational Behavioral at the University at Buffalo and moved directly, sight unseen, to Germany to work as part of a BMBF funded project on the Selection and Evaluation of Leaders at the Technical University of Munich. For the last five years, she has worked as an Assistant Professor at the Ludwig-Maximilians University in Munich. Her research and teaching focuses on helping others become better leaders and negotiators in order to effectively shape and improve their personal and professional lives. Her work has been published in leading journals such as Journal of Business and Psychology, The Leadership Quarterly, Journal of Managerial Psychology and European Journal of Social Psychology.

More about Dr. Brooke A. Gazdag

If you would like to attend, please register: here or with the organizer (see contact info below)