Spring 2013 MBA Course

B8412-005: Managerial Negotiations

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

Location: WJW 416

Instructor: Negin Toosi

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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.

Negin Toosi

Postdoctoral Research ScholarDr. Toosi's work encompasses several complementary lines of research that address diversity and intergroup relations. For example, how do different social identities, such as race and gender, interact to produce unique outcomes in dyadic interactions? Similarly, how does the racial and gender composition of a group affect its functioning? Other lines of her research explore experiences and perceptions of biracial and bicultural individuals, and the...

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