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White Structure

Invisible cultural assumptions create unnecessary conflict and shape what crosses borders well — and what doesn’t. “Some conflicts are rooted in real values differences, but many are manufactured by unexamined assumptions.”

In October 2013, with the federal government shut down and the debt ceiling three days away, NPR's Kojo Nnamdi Show brought in two experts to explain what was happening. One was a political scientist. The other was a negotiation researcher. The negotiation researcher explained that Congress wasn't failing because of bad faith — it was failing because each faction was negotiating for its constituencies before it was negotiating with the other party. That framing — practical, specific, grounded in three decades of research on how people actually resolve disputes across difference — is what the pieces collected here aim to offer.

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OP-EDS (1)

  1. Tinsley, C. H. (2017). Kate Spade & Company redefining the global value chain. Huffington Post.

MEDIA MENTIONS (9)

  1. Smart Money Podcast (2024). How to negotiate your salary to boost earnings and benefits. Apple Podcasts.

  2. Harvard Law School Program on Negotiation (2023). Business negotiations: How to improve your reputation at the bargaining table. Harvard Law School Program on Negotiation.

  3. Bleizeffer, K. (2022). Georgetown’s Executive Master’s in Leadership goes hybrid. Poets & Quants for Execs.

  4. Molina, B. (2021). One year into the pandemic, the mute button has been the best (and worst) at work. USA Today.

  5. Salas, A. (2018). What can MBA students learn about the art of negotiation?. Georgetown University.

  6. Georgetown University (2018). 3 steps to negotiating your salary. Georgetown University.

  7. Salas, A. (2017). Changing the world, one handbag at a time. Georgetown University.

  8. Harvard Law School (2016). Protecting yourself from competitive expectations. Harvard Law School Program on Negotiation.

  9. Kestenbaum, D. (2013). Follow-up to our show, ‘An FBI hostage negotiator buys a car’. NPR.

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