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Managerial Negotiations

Summer 2014 MBA Course

B8510-001: Managerial Negotiations

T - Full Term, 09:00AM to 01:15PM
Location: WJW 416
Previous Terms Offered: Fall, Spring, Summer

Instructor: Ko Kuwabara


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.


Division: