Fall 2009 EMBA Course

B7462-001: Seminar in Managerial Negotiations

2010 Spr/Sum & Global 2010, Menu D - 04:00AM to 05:00AM

Instructor: E. Tory Higgins

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Negotiations is the art and science of creating agreements between two or more parties.  This course has two purposes.  First, we will discuss and apply theories developed as guides to improving negotiating.  (That's the science.)  Secondly, students will develop and sharpen negotiating skills by negotiating with other students in realistic cases.  (That's the art.)  Although negotiation is something we do every day, we seldom have an opportunity to reflect upon our experience and systematically calibrate our negotiating strategy.  This course provides that opportunity.  By negotiating with each other in realistic cases, students can experiment with, and see the consequences of, different negotiating strategies.  (And it is safe to experiment in a classroom.)  This allows students to develop negotiating skills by observing not only what they did but also what others did in similar situations.  Students will also benefit from learning and applying negotiation theories such as behavioral science and game theory.  This version of Managerial Negotiations offered by the Decision, Risk and Operations Division provides a unique blend of both qualitative and quantitative analyses to address a wide range of topics in negotiations and decision making.



E. Tory Higgins

ProfessorProfessor Higgins, the Stanley Schachter Professor of Psychology and Professor of Business is an expert on motivation and decision making. He is a Fellow of the American Academy of Arts & Sciences. He is the author of Beyond Pleasure and Pain: How Motivation Works (Oxford) and co-author of Focus: Use Different Ways of Seeing the World for Success and Influence (Penguin). He teaches an Executive MBA...

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