Summer 2009 EMBA Course

B7462-001: Managerial Negotiations

2009CD & 2010Spr, Menu C - 03:00AM to 04:00AM

Instructor: Daniel Ames

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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.



Daniel Ames

Ting Tsung and Wei Fong Chao Professor of BusinessProfessor Ames's research focuses on social judgment and behavior. He examines how people form impressions of individuals and groups as well as the consequences of these impressions on prosocial behaviors (e.g., trust, cooperation, helping), competitive interaction (e.g., conflict, exploitation, aggression), and justice judgments (e.g., praise, blame, punishment). A central aspect of this work is how people "read minds" to make inferences about...

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