Uri Zak

Uri Zak
  • Lecturer

Contact Information

Links: CV, Google Scholar

Overview

I am a postdoctoral lecturer and researcher in the Operations, Information, and Decisions department at the Wharton School of the University of Pennsylvania. I teach negotiations to both MBA and undergraduate students.

In my research, I explore questions such as: When is it better to be a big fish in a small pond versus a small fish in a big pond? How does location influence performance in competitions? Do people take risks differently when they expect to win versus lose? And what drives individuals to quit competitive endeavors? You can read more on my Google Scholar page.

I love that my work centers on asking questions. For reasons I do not fully understand, I get genuinely excited about statistics and research methods.

Before academia, I competed in tournament chess at the master level—an experience that continues to inform both my research and teaching.

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Teaching

All Courses

  • LGST2910 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

  • LGST8060 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • MGMT2910 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

  • MGMT6910 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • OIDD2910 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

  • OIDD6910 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

Knowledge at Wharton

Greenhushing: When Firms Do More Than They Say

Some companies downplay their environmental efforts, a practice known as greenhushing. A new working paper co-authored by Wharton’s Serguei Netessine finds that this gap between what firms say and what they do is associated with higher subsequent abnormal stock returns.…Read More

Knowledge @ Wharton - 9/8/2026
AI Is Producing More Software. Why Isn’t It Being Used?

A Wharton study finds that while AI dramatically speeds up software development, human bottlenecks prevent many of those gains from reaching customers.…Read More

Knowledge @ Wharton - 9/8/2026
The Hidden Financial Risks of the AI Boom

Joao Gomes, Wharton professor of finance and senior vice dean of research, centers, and academic initiatives, explains why the Federal Reserve needs to pay closer attention to how the massive AI boom is being financed.…Read More

Knowledge @ Wharton - 9/4/2026