Spring 2014 EMBA Course

B7510-002: Managerial Negotiations

EMBA Saturday Core - 05:33PM to 05:33PM

Instructor: Malia Mason


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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



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Malia Mason

Gantcher Associate Professor of BusinessMalia has two primary lines of research. In her first line of research she examines how the mind manages itself. She is particularly interested in understanding how people intuitively decide where to channel their attention, how deeply to process information and when to shift their attention elsewhere. Her second line of research is devoted to exploring the tactics that people use to understand others’ attitudes...

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