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Prof Hal Ersner-Hershfield
Hal Ersner-Hershfield

MANAGEMENT & ORGANIZATIONS
Visiting Assistant Professor of Management & Organizations
Postdoctoral Fellow Dispute Resolution Research Center

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Hal Ersner-Hershfield received his B.A. in Psychology and English from Tufts University and his Ph.D. in Psychology from Stanford University. Broadly, Dr. Ersner-Hershfield is interested in the role that time plays in decision-making and emotional experience. First, he studies decision-making as it unfolds over the lifetime, with a special focus on financial decisions and retirement planning. To this end, he investigates how a sense of continuity with one’s future self can impact decisions that have long-term consequences. Second, Dr. Ersner-Hershfield examines how endings in life can give rise to mixed emotional experiences. Specifically, he and his colleagues have studied how such mixed emotions affect cognition, health, and decision-making.

Areas of Expertise
Behavioral Economics (Includes: Behavioral Finance)
Negotiations
Organizational Change
Psychology
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Full-Time / Part-Time MBA
Negotiations (MORS-470-0)

This course counts toward the following majors: Entrepreneurship & Innovation, Management & Organizations.

This course is designed to improve students' skills in all phases of negotiation: understanding prescriptive and descriptive negotiation theory as it applies to dyadic and multiparty negotiations, to buyer-seller transactions and the resolution of disputes, to the development of negotiation strategy and to the management of integrative and distributive aspects of the negotiation process. The course is based on a series of simulated negotiations in a variety of contexts including one-on-one, multi-party, cross-cultural, third-party and team negotiations. There is an attendance policy. Prerequisite: MORS-430.