Spring 2012 MBA Course

B8412-001: Managerial Negotiations

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

Location: WJW 416

Instructor: Malia Mason

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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.



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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