Fall 2009 MBA Course

B8412-003: Managerial Negotiations

T - Full Term, 09:00AM to 12:15PM

Location: WJW 416

Instructor: Ko Kuwabara

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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. Each fall and spring, one section of the course places emphasis on game-theoretical foundations of the negotiating process.



Ko Kuwabara

Associate ProfessorProfessor Kuwabara's research and teaching interests are in the area of social exchange and social networks, focusing in particular on structural aspects of social interactions and relationships that promote or undermine interpersonal trust. One stream of his research considers how and when trust develops between individuals and groups and in different cultures (e.g. the U.S. vs. Japan). More recently, he has examined trust...

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