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Management and Organizational Development


Public vs. Private: An Examination of Negotiation Strategies

Edward Wertheim

Edward Wertheim

In the following post, D’Amore-McKim School of Business Associate Professor Edward Wertheim examines the differences between President Trump’s public and private negotiating strategies.

Amidst all the controversies of the Trump administration, we students of negotiations have been given a number of heretofore rare opportunities to observe and analyze actual negotiations that take place in the political world. We have many instances of seeing presidents negotiate in public, but little idea of how negotiations play out when these actors are not on stage. We have recently had the opportunity to compare the public part of a negotiation (“Mexico will pay for the wall”) with the actual negotiation that followed.

On August 4, 2017, The New York Times published the transcript of telephone conversations that took place earlier this year. The first transcript was of a conversation between President Trump and Mexican President Enrique Peña Nieto. President Trump has stated many times in public that Mexico will pay for the wall. This strong public position has a number of purposes, some of which are to “anchor” the negotiation towards an extreme end and also to intimidate an opponent. By being so public with this anchor, the President has signaled his resoluteness, since it is hard to back down from publicly-stated positions without losing face, looking very weak, and causing future extreme anchors to be ignored.

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Changes in Payment, Practice Are Paving the Road to Further Physician Discontent


Timothy Hoff

In the following post, D’Amore-McKim School of Business Professor Timothy Hoff explains the impact of the changing payment landscape for healthcare professionals and how their task-heavy job roles are having a negative effect on worker happiness, increasing burnout, and creating new issues in the sphere.

From Modern Healthcare:

We live in challenging times for physicians, who are required to do things that are wearing them out and making them feel bad about their jobs.

Surveys showing large percentages of doctors burned out, dissatisfied with their work or regretting their career choice point to something deeply psychological that is happening to many doctors—something that should make all of us very concerned. Read more…


Strategic Extremes: Trump’s Negotiating Style 

Edward Wertheim

Edward Wertheim

In the following post, D’Amore-McKim School of Business Associate Professor Edward Wertheim examines the unique and sometimes extreme negotiating style of President Donald Trump.

Most politicians make a great effort to present a public persona that highlights characteristics they feel are viewed positively in their culture. Other characteristics, some of which may be critical to being a successful politician, are hidden behind a “mask.” President Trump is not a traditional politician; he exhibits traits and behaviors most others would try to hide. While he seems to relish displaying his public persona, his actions (including his Twitter posts) present a window through the “mask” (assuming there is one in this case).

For instance, his negotiation style is easy to understand, because we have his ghost-written book, The Art of the Deal, and we have his many public actions. While most negotiations take place behind the scenes, Trump seems to prefer to do at least some of his negotiating in public, which is different from how most other politicians and business people act. Read more…


The state of women’s advancement: where we are and where we need to go

Students attending the 2017 Spring Career Fair at Northeastern University

Students attending the 2017 Spring Career Fair at Northeastern University

Women continue to encounter obstacles when it comes to pay equity, representation in organizational and policy decision making, and gender stereotypes.

We asked Management and Organizational Development Associate Professor Jamie Ladge, Entrepreneurship and Innovation Professor Kimberly Eddleston, and Associate Professor Alicia Sasser Modestino from the Northeastern School of Public Policy and Urban Affairs about these obstacles and possible solutions as they prepare for The State of Women’s Advancement Symposium on March 3, 2017.

The following Q&A with these professors briefly covers topics that were discussed at the symposium, which was live-streamed on March 3. Watch the videos: Panel 1, Panel 2, Panel 3

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