High Stakes Negotations - Dr. Victoria Medvec

Adeline Barry Davee Professor of Management and Organizations
Kellogg School of Management
Northwestern University

Dr. Medvec, Northwestern University's premier negotiations expert, has several critical negotiation tools useful during these turbulent times - ranging from emphasizing "avoidance of loss" vs. "benefits" to the importance of driving all negotiations via synchronous communication - a critical technique for dramatically reducing sales cycle time. Given the current environment .

Victoria Medvec is the Adeline Barry Davee Professor of Management & Organizations and Executive Director of the Center for Executive Women. Professor Medvec joined the Kellogg School's faculty in 1995.Her research focuses on judgment and decision making, with a particular emphasis on how people feel about the decisions they have made. Her current research explores both independent decision making and interdependent decisions within the context of negotiations. Her work is published in academic journals such as Psychological Review, the Journal of Personality and Social Psychology, and Organization Behavior and Human Decision Processes. In addition, her research has been highlighted in numerous popular media outlets including the Wall Street Journal, the New York Times, the Washington Post, and the Today Show.

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