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Managerial Negotiations

Fall 2014 MBA Course

B8510-004: Managerial Negotiations

TR - A Term, 09:00AM to 12:15PM
Location: WJW 208
Previous Terms Offered: Fall, Spring, Summer

Instructor: Daniel Ames


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.


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