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E. Tory Higgins, Ph.D.

Stanley Schachter Professor of Psychology

Professor of Business

(212) 854-1297

505 Uris

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Professor Higgins, the Stanley Schachter Professor of Psychology, works at the intersection of motivation and cognition. He is an expert on motivational models of performance, judgment and decision making. His most recent research addresses the general question, "Where does value come from?", and the more specific question, "What makes a decision good?" He teaches an Executive MBA course on negotiation, and is the Director of the Motivation Science Center. Higgins received the Donald T. Campbell Award in Social Psychology (1996), and the Thomas M. Ostrom Award in Social Cognition (1999). In 2000, he was the recipient of both the William James Fellow Award from the American Psychological Society and the Distinguished Scientist Award from the American Psychological Association Award. He has been an editorial consultant to several professional journals, and he has served as an advisor and consultant to many governmental and academic organizations. In 2000, he was chosen to present Columbia's University Lecture. In 2004, he was the recipient of the Presidential Teaching Award. 


B7462: Seminar in Managerial Negotiating


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