Spring 2014 MBA Course

B8510-008: Managerial Negotiations

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

Location: URI 333

Instructor: Crystal Reeck

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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.


Crystal Reeck

Postdoctoral Research ScholarCrystal Reeck is a Postdoctoral Research Scholar and Adjunct Assistant Professor in Decision Making and Negotiations at Columbia Business School. Combining both neuroscience and behavioral approaches, her research examines how emotions guide decision making and how different strategies and ways of thinking about options can alter emotion's influence on decision making. She earned her Bachelor's and Master's degrees at Stanford University and completed her doctorate...

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