Hard negotiations: Why a softer approach yields better outcomes
Most business books push a singular narrative around negotiations: Go hard or go home. The advice is tied to the idea that the negotiation table is a place of conflict where one party must best the other. But research conducted by Maurice Schweitzer, Wharton professor of operations, information and decisions, and Einav Hart, Wharton postdoctoral researcher and a data scientist at Uber, suggests that using a softer approach can often yield better long-term outcomes.
“As we negotiate, we’re trying to find common ground and bridge our differences,” says Schweitzer. “Through the negotiation process, we might magnify or focus attention on our differences. And if we end up with the perception that our interests are really in conflict with each other, that can spill over into post-negotiation performance.”
On the move: Water quality and antimicrobial resistance testing goes mobile
Penn researchers have developed a mobile field laboratory allowing them to test water quality and track antimicrobial resistance in and around San Cristóbal in the Galápagos.
Penn researchers Vanessa and Alexis North are studying one of the largest collections of Egyptian blue objects ever found in the ancient Near East, shedding new light on how the world’s first synthetic pigment may have traveled far beyond Egypt.
A new role for dental providers? Rethinking where vaccines are given
Vaccinations have traditionally been administered in primary care settings or pharmacies. However, for about a decade, some states have authorized dentists to administer vaccines, and many others did so during the COVID-19 pandemic. The effectiveness of this approach has led some countries and states to expand or consider expanding the role of dental providers in delivering routine vaccines, including those against COVID-19 and the human papillomavirus (HPV), and in providing vaccine education.
Penn student develops a way for computer chips to run more efficiently
Fluid Silicon, a platform from President’s Sustainability Prize winner Nhlanhla Mavuso, allows computer chips to continuously monitor their health and self-tune as their characteristics change. The technology has the potential to reduce energy usage in data centers and improve reliability in mission-critical applications.
