Spring 2012 MBA Course

B8412-005: Managerial Negotiations

W - Full Term, 02:15PM to 05:30PM

Location: WJW 416

Instructor: Aaron Wallen

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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.

Aaron Wallen

LecturerNegotiation and conflict resolution
Gender stereotyping
Age/generational stereotyping
Quantitative methods
Professor Wallen has studied the effects of power asymmetries in conflict situations and is currently investigating the antecedents and effects of vengeance and retribution in such situations. His work in the area of gender stereotyping has focused on the consequences of prescriptive stereotype violation on men and women. He has...

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