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Straight-Up with Chris: Real Talk on Business and Parenthood

Straight-Up with Chris: Real Talk on Business and Parenthood

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April 19th 2012:Negotiating with your Clients or your Children Using the Same Principles

Securing a contract, hiring a contractor, leasing a car, and raising a child: each is a task requiring careful negotiation. In business and in parenting, the key to a successful negotiation is not only what you negotiate, but also how you negotiate. When performed well, negotiations can produce positive behaviors and agreement; when performed poorly, they can result in recalcitrance and resentment. My guest, Dr. Matthew Cronin, Associate Professor of Management at George Mason University and a sought-after expert on negotiations, will help us sort out the essential elements of this proce

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Matthew Cronin

Matthew Cronin is Associate Professor of Management at George Mason University. He received his Ph.D. in Organizational Behavior from Carnegie Mellon University. His research has appeared in top tier management publications The Academy of Management Review, The Annals of Management, and Management Science, and has been mentioned in The Boston Globe as well as Fortune Magazine. He serves on the editorial boards of top tier journals such as Organization Science and Organizational Behavior and Human Decision Processes. He is currently authoring a textbook on negotiations under contract with Pearson/Prentice Hall. Before re-entering academia, Dr. Cronin was president of Avalon Internetworkin
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