Spring 2013 MBA Course

B8412-004: Managerial Negotiations

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

Location: URI 307

Instructor: Richard Ronay

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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.

Richard Ronay

Adjunct Assistant ProfessorProfessor Ronay uses dynamic biosocial models of decision making to examine how rational processes are compromised by transient affective states. His research explores the social and biological antecedents of risk taking, revenge, competition, conflict, power, and status. Drawing on multiple methodological approaches, his work aims to illuminate the when, why, and how of maladaptive decision-making and behaviors.

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