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.

Continue Reading

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

The New Science of Pitching and Hitting With Travis Sawchik

A baseball analyst and author explores how data is transforming player training.…Read More

Knowledge @ Wharton - 6/25/2025
How Private Equity Firms Are Coping With Tariffs

Tariff disruptions offer private equity investors opportunities to acquire undervalued assets, but they also challenge their reliance on predictable earnings, says Wharton’s Burcu Esmer.…Read More

Knowledge @ Wharton - 6/24/2025
The AI Efficiency Trap: When Productivity Tools Create Perpetual Pressure

AI is boosting productivity, but that doesn't guarantee better working conditions for humans, writes Wharton visiting scholar Cornelia Walther.…Read More

Knowledge @ Wharton - 6/24/2025