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Stephen M. Ross School of Business

Videos

How to be confident when you make the first offer during a negotiation

Biography

Stephen M. Ross School of Business
Professor of Management and Organizations. Faculty Director of Research, Center for Positive Organizations

Research

Professor Shirli Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan’s Ross School of Business. She holds a PhD in Management and Organizations and an MS in Organization Behavior from the Kellogg School of Management at Northwestern University. Dr. Kopelman is President-Elect of the International Association for Conflict Management and Faculty Director of Research at the Center for Positive Organizations; and Author of Negotiating Genuinely: Being Yourself in Business, published by Stanford University Press.

Professor Kopelman publishes in leading academic research journals and her work has been featured in media outlets such as Businessweek, Fortune, and Harvard Business Review. She has been honored with outstanding teaching and prestigious research awards. Kopelman was the faculty lead for the inaugural Positive Business Conference held in 2014 at Michigan Ross, and is passionate about enabling leaders to make a positive impact.

Mobilizing internal and external resources by creating positive cooperative and competitive momentum is a key talent leaders need to generate opportunities for business growth and extraordinary success. This is the space within which Dr. Kopelman raises the bar. Whether in high-stakes deals or daily conversations at work, people often assume they need to be competitively strategic to win. Instead, Kopelman’s framework of Negotiating Genuinely® enables drawing on personal strengths to be simultaneously collaborative and assertive, lead with emotions, enhance creativity, and align with one's moral compass to achieve goals and maximize economic profits in a sustainable way, while fostering well-being.

Professor Kopelman juggles her time between academic research, coaching, and teaching. One of her greatest passions is connecting people who have overlapping interests and watching their relationship blossom. She is bilingual in English and Hebrew and speaks French. Her favorite chocolate is a dark chocolate truffle from Sprüngli.

Executive Leadership

Professor Shirli Kopelman is a leading expert, researcher, 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 from the Kellogg School of Management at Northwestern University. Dr. Kopelman is President-Elect of the International Association for Conflict Management; Faculty at the Center for Positive Organizations; and Author of Negotiating Genuinely: Being Yourself in Business, published by Stanford University Press.

Professor Kopelman publishes in leading academic research journals and her work has been featured in media outlets such as Businessweek, Fortune, and Harvard Business Review. She has been honored with outstanding teaching and prestigious research awards. Kopelman was the faculty lead for the inaugural Positive Business Conferenceheld in 2014 at Michigan Ross, and is passionate about enabling leaders to make a positive impact.

Mobilizing internal and external resources by creating positive cooperative and competitive momentum is a key talent leaders need to generate opportunities for business growth and extraordinary success. This is the space within which Dr. Kopelman raises the bar. Whether in high-stakes deals or daily conversations at work, people often assume they need to be competitively strategic to win. Instead, Kopelman’s framework of Negotiating Genuinely® enables drawing on personal strengths to be simultaneously collaborative and assertive, lead with emotions, enhance creativity, and align with one's moral compass to achieve goals and maximize economic profits in a sustainable way, while fostering well-being.

Read about executive education

Books

Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations AuthorsKopelman, S., Mahalingam, R., & Gewurz, I. Published Date2015 Source World Scientific Pages: 227-239 Negotiation Excellence: Successful Deal Making Benoliel, M.

Narrating Emotions to Enhance Learning. AuthorsKopelman, S. and Gewurz, I. Published Date01/2014 Source Wiley Pages: 187-194 Best Practices for Experience-Based Leadership Development McCauley, C. D., DeRue, D. S., Yost, P. & Taylor, S.

Negotiate Mindfully AuthorsKopelman, S. & Mahalingam, R. Published Date05/2014 Source Berrett Koehler Pages: 32-41 How to be a Positive Leader; Small Actions, Big Impact Dutton, J.E. & Spreitzer, G.M.

The mindful negotiator: Strategic emotion management and wellbeing AuthorsKopelman, S., Avi-Yonah, O., & Varghese, A. K. Published Date2012 Source Oxford University Press Pages: 591-600 The Oxford Handbook of Positive Organizational Scholarship G. Spreitzer & K. Cameron

Re-narrating positive relational identities in organizations: Self-narration as a mechanism for strategic emotion management in interpersonal interactions AuthorsKopelman, S., Shoshana, J, and Chen, L. Published Date2009 Source Routledge Pages: 265-287 Exploring positive identities and organizations: Building a theoretical and research foundation L.M. Roberts and J. Dutton

Negotiating Genuinely: Being Yourself in Business AuthorsShirli Kopelman Published Date04/2014 Source Stanford University Press 9780804790697

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