Shirli Kopelman

Clinical Professor of Management and Organizations

PhD, Northwestern University
MS, Northwestern University

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 has worked with thousands of executives and leaders around the globe in companies and entities that include Abbot, Bank of Korea, Bayer CropScience, Consumer Reports, Cleveland Clinic, Citibank, Deloitte, DTE Energy, Elbit Systems, Fauji Fertilizer, The Federal Reserve, Ford, Givaudan, GM, Hollister, Industrial & Commercial Bank of China, Kimray, Kraft, National Arts Strategies, Pitango Venture Capital, Pfizer, Precision Castparts, Procter & Gamble, Schneider Electric, Société Générale, Tamko, Teva, Texas Instruments, Thomson Reuters, Timberland, Visteon, and ZF. 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 cooperative and competitive, 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.

Executive Education Classes Taught

Management II, Negotiating for Positive Results, Negotiation Strategies and Influence Skills

Corporate Experience / Consulting

Abbott, Bank Of Korea, Bayer CropScience, Citibank, Cleveland Clinic, CONSUMERS UNION (Consumer Reports), Deloitte , DTE Energy, Elbit Systems LTD, Fauji Fertilizer Company Ltd., Federal Reserve Bank, Ford Motor Company, General Motors Corporation, Givaudan, Hollister Inc., Industrial & Commercial Bank of China (Asia), Kimray, Kraft Heinz Company, National Arts Strategies, Pfizer Inc., Pitango Venture Capital, Precision Castparts Corp., The Procter & Gamble Company, Schneider Electric, Societe Generale, TAMKO Building Products, Inc., TEVA Pharmaceutical USA, Texas Instruments Incorporated, Thomson Reuters, The Timberland Company, Visteon Corporation, ZF


Book: Negotiating Genuinely: Being Yourself in Business 16 Apr 2014

Shirli Kopelman
Stephen M. Ross School of Business
University of Michigan
701 Tappan St.
Ann Arbor, MI 48109-1234

Room Location: R4340
Personal Site:
Working Papers
Management and Organizations Web Site