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Managerial Negotiations

Fall 2008 MBA Course

B8412-004: Managerial Negotiations

W Full Term - 09:00AM to 12:15PM
Location: WJW 416

Instructor: Daniel Ames


In managing human resources in an organization, many outcomes and
decisions are determined by the process of negotiation. This course
involves students in actual negotiating experiences to enhance their
skills as negotiators. Concepts developed in the behavioral sciences,
economics and game theory are used as guides to improve negotiating.