Spring 2014 MBA Course

B8510-004: Managerial Negotiations

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

Location: WJW 416

Instructor: Alia Crum

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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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Alia Crum

Post Doctoral Research ScholarDr. Alia Crum is an Adjunct Professor of Management and Postdoctoral Scholar at Columbia Business School. Dr. Crum received her PhD from Yale University and BA degree from Harvard University. Her research examines the effect of mindsets - the lenses through which information is perceived, organized, and interpreted - on important outcomes such as work performance, interpersonal behavior, and physiological health. To date, her research...

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