Spring 2012 MBA Course

B8412-007: Managerial Negotiations

Block Week Jan. 9-13 - 09:00AM to 06:00PM

Location: URI 307

Instructor: Ann Bartel; Bernard Ichniowski

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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.



Ann Bartel

Merrill Lynch Professor of Workforce Transformation; Chair, Economics subdivisionProfessor Bartel is the Merrill Lynch Professor of Workforce Transformation at Columbia Business School and the Director of Columbia Business School's Workforce Transformation Initiative. She is an expert in the fields of labor economics and human resource management and has published numerous articles on employee training, human capital investments, job mobility, and the impact of technological change on productivity, worker skills, and outsourcing decisions. Bartel...

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