Ata Jami
Research Assistant Professor of Marketing
Ata Jami's research focuses on consumers judgement and decision-making specifically examining how contextual cues of consumption settings and consumers' sensory system affect their perceptions, judgments, and behaviors. His research addresses these domains in various contexts, using both laboratory and field data. His work has been published in leading journals, including Journal of Consumer Research, Journal of Marketing Research, Management Science, Journal of Experimental Psychology: General, Journal of Behavioral Decision Making, and Journal of the Association for Consumer Research. Prof. Jami holds a PhD from the University of Utah. He has taught Marketing Research, Consumer Behavior, Services Marketing, and Negotiations Fundamentals courses.
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PhD, 2012, Marketing, University of Utah
MBA, 2006, University of Malaya
BS, 2003, Industrial Engineering, Sharif University of Technology -
Research Assistant Professor, Marketing, Kellogg School of Management, Northwestern University, 2018-present
Visiting Assistant Professor, Marketing, Kellogg School of Management, Northwestern University, 2017-2018 -
Excellence in Research Award, University of Central Florida, 2016-2017
Negotiations Fundamentals (MORSM-472-5)
This course is designed to provide the fundamentals of negotiation strategy and to improve students' skills in all phases of negotiation. The course provides an understanding of prescriptive and descriptive negotiation theory as it applies to two party negotiations, team negotiations, resolution of disputes, agents and ethics, and 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. Attendance at every class meeting is mandatory.
Negotiations Fundamentals (MORS-472-5)
This course is designed to provide the fundamentals of negotiation strategy and to improve students' skills in all phases of negotiation. The course provides an understanding of prescriptive and descriptive negotiation theory as it applies to two party negotiations, team negotiations, resolution of disputes, agents and ethics, and management of the negotiation process. The course is based on a series of simulated negotiations in a variety of contexts. Attendance at every class meeting is mandatory.
MORS offers three unique courses in the area of negotiation and conflict resolution: Negotiation Fundamentals, Negotiating in a Virtual World, and Advanced Negotiations. Students ideally begin the negotiation coursework by taking Negotiation Fundamentals and then taking the advanced courses: Negotiating in a Virtual World and/or Advanced Negotiations. Please note that students are required to take Negotiation Fundamentals prior to taking Advanced Negotiations. Students are allowed to take Negotiating in a Virtual World without having taken Negotiation Fundamentals but will be expected to catch up on core concepts asynchronously through the course's virtual format. Once a student has taken Negotiating in a Virtual World, they are no longer eligible to take Negotiation Fundamentals but may go on to take Advanced Negotiations.
