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Managerial Negotiations

Summer 2013 MBA Course

B8412-001: Managerial Negotiations

T - Full Term, 09:00AM to 01:15PM
Location: URI 307

Instructor: Bernard Ichniowski


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.