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Academic Grants

Grant Opportunities


Broadening Research and Instruction in Negotiations Grant (BRING)

The purpose of BRING is to incentivize ODU faculty, post docs, and doctoral students across campus to engage in inclusive negotiations research, instruction, and community outreach. There are several options relevant to this purpose:

  • Theoretical research into the negotiation process: We would like to encourage research in any discipline to explore the process by which people negotiate. This research should be theoretical and relevant to the dyadic interaction between negotiators. Relevant issues might include studying the effectiveness of specific negotiation tactics, understanding the call-response-acknowledgement communication between negotiators, reviewing level of analysis in negotiation research literature across disciplines, understanding how stereotyping between negotiators influences the negotiation, or any other topic that improves negotiation theory at the dyadic level of analysis.
  • Negotiation education research: Negotiation education research should focus on methods for providing negotiations education to all kinds of people (e.g., K-12 education, college education, outreach to people in the community, etc.).
  • Community Outreach: Many people in the Hampton Roads community and beyond could directly benefit from negotiations education. We would like to financially support qualified individuals to provide instruction in the community to any group who might benefit.

Award Recipients:

Progress report: Please do not forget to submit a brief progress report by email (aarndt@odu.edu), January 15th for the following three years after receiving the award.

Acknowledgement: Recipients are expected to acknowledge the support of the Thurmond School of Professional Sales & Negotiation when publishing or making presentations as a result of this award. For publications, the following statement can be used: "This work was supported by a Broadening Research and Instruction in Negotiations Grant (BRING) from the Thurmond School of Professional Sales & Negotiation at Old Dominion University, Norfolk, Virginia, USA." When making presentations with slides or handouts, please include the Thurmond School logo or acknowledge the Thurmond School sponsorship. A PNG of the logo is available upon request from aarndt@odu.edu.




Process-Driven Academic Research


Our academic mission is to promote and generate academic personal selling and negotiation research that is directly relevant to practitioners.

Academic research promoted through the lab should focus on the process of personal selling and negotiating. Personal selling and negotiations are comprised of longitudinal verbal and nonverbal communications between two or more people. Currently, there are very few studies investigating the dialogue exchange during sales encounters and negotiations. Yet it is difficult to develop accurate theory and make practical recommendations without examining phenomena at every relevant level of analysis.

The Thurmond School of Negotiations promotes new theory at the conversational level, innovative methodologies for exploring sales and negotiation dialogues, and rigorous studies into the process of selling and negotiating.


We can help researchers by:

  • Finding grant opportunities and assisting with grant writing
  • Connecting researchers with business professionals and other academic scholars
  • Providing access to videos of personal selling and negotiation encounters




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