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Managerial Negotiations

Spring 2011 MBA Course

B8412-006: Managerial Negotiations

Block Week Jan. 18-24 - 09:00AM to 05:00PM
Location: URI 307

Instructor: Ann Bartel; Bernard Ichniowski


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.