Negotiating Genuinely®  was founded by Shirli Kopelman. Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan’s Ross School of Business and Ford School of Public Policy. She holds a PhD in Management and Organizations and an MS in Organization Behavior from the Kellogg School of Management at Northwestern University. Kopelman is Executive Director of the International Association for Conflict Management and Faculty Director of Business Practice at the Center for Positive Organizations.

Kopelman has received outstanding teaching and prestigious research awards. Her strong academic background and hands-on experience with managers and executives led her to develop an innovative positive negotiation framework. She enables people to sharpen their leadership skills in experiential settings. Her clients come out with practical strategies that translate into substantial benefits.

Kopelman’s research focuses on a positive process of mindful and strategic display of and response to emotions, and its power to transform social exchange beyond an instrumental negotiation task. Mindfully aligning emotions to strategy in relational settings is key to sustainable business profits, alongside individual and organizational well-being. Her research on social dilemmas suggests that rather than being driven by economic utility models, cooperation and social value creation is better explained by a four-factor logic of appropriateness: “What does a person like me (identity), do (heuristics/rules), in a situation like this (recognition), given this culture (group)?” For example, recognition of economic power may lead to relatively higher or lower cooperation, depending on the cultural background of negotiators. Kopelman is fascinated by how people negotiate meaning and co-create value in the context of multi-faceted complex social interactions, particularly in business settings.

Research & Teaching

Selected Publications

Teaching Testimonials

Leadership

Positive Business Conference 2014 Faculty Lead

Center for Positive Organizations Faculty Director of Business Practice

Ross School of Business Executive Education: Negotiating for Positive Results Faculty Co-Director

Ross School of Business, Department of Management & Organizations Faculty Member

International Association of Conflict Management Executive Director