Prof Brosh Teucher
Brosh Teucher

Visiting Assistant Professor of Management & Organizations

Print Overview
Brosh M. Teucher is a Visiting Assistant Professor of Management and Organizations at the Kellogg School of Management, Northwestern University. His research focuses on the impact of national culture and individual factors on negotiation and dispute resolution processes and outcomes. He also studies the impact of organizational culture on stock prices. Prior to joining Kellogg, Professor Teucher taught negotiations, management, and human resources courses at the MBA and EMBA levels in Costa Rica, El Salvador, Nicaragua, Panamá and Perú for INCAE Business School, Costa Rica. He received his Ph.D. in Business Administration from the University of Washington, Seattle WA.
Print Vita
PhD, 2006, Business Administration: Organizational Behavior and Human Resource Management, University of Washington, Seattle WA
MSc, 1995, Behavioral and Management Sciences: Industrial Psychology, Technion - Israel Institute of Technology, Haifa Israel
BA, 1992, Geography, Haifa University, Haifa Israel
BA, 1992, Psychology, Haifa University, Haifa Israel

Print Research
Teucher, BroshJeanne Brett and Brian Gunia. 2009. Culture and Negotiation: Three Models. Modeling Intercultural Collaboration and Negotiation (MINCON).
Book Chapters
Teucher, BroshJeanne Brett and Brian Gunia. 2013. "Negotiation." In The SAGE Handbook of Conflict Communication: Integrating Theory, Research & Practice, edited by J. Oetzel & S. Ting-Toomey, 295-320. Thousand Oaks, CA: SAGE Publications.
Teucher, BroshJeanne Brett and Brian Gunia. 2009. "Culture and Negotiation: Three Models." In Modelling Intercultural Collaboration and Negotiation (MICON)." edited by K. Sycara, M. Gelfand and A. Abbe, New York, NY: Springer-Verlag.

Print Teaching
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.

Cross-Cultural Negotiation (MORS-474-0)

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

Formerly INTL-474-0

This course focuses on negotiation in the global business setting. Students should take this course or MORS-470, but not both, because both courses cover the same basic concepts of negotiation. The course is different from MORS-470 in that it focuses on culture and negotiation strategy, culture and negotiators' interests, and culture and negotiation ethics. We also cover factors such as dispute resolution venue, currency and having government on the other side of the table, topics that are not usually dealt with in the MORS-470 course. The course is structured around a series of simulation exercises and debriefings. There is an attendance policy.

Executive MBA
Negotiation Strategies (MORSX-470-0)
Negotiation Strategies teaches the art and science of achieving objectives in interdependent relationships, both inside and outside the company. Students practice cross-cultural negotiation, dispute resolution, coalition formation and multiparty negotiations, extremely competitive negotiations, and negotiating via information technology.