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.
Professor Kuwabara's research and teaching interests are in the area of social exchange and social networks, focusing in particular on structural aspects of social interactions and relationships that promote or undermine interpersonal trust. One stream of his research considers how and when trust develops between individuals and groups and in different cultures (e.g. the U.S. vs. Japan). More recently, he has...