Spring 2014 MBA Course

B8510-002: Managerial Negotiations

Block Week 2: Jan 21-24; Jan 27 - 09:00AM to 05:00PM

Location: URI 307

Instructor: Michael Morris

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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.


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Michael Morris

Chavkin-Chang Professor of LeadershipProfessor Morris is highly regarded for his research on social judgment, the study of how people make sense of events observed in their environment (both internal and external to their work settings). One of his main emphases is on the effects of cross-cultural differences on social judgment. He teaches in the areas of negotiation, team dynamics and leadership.

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