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.
Chavkin-Chang Professor of Leadership
Michael Morris is a Chaired Professor in the Management Division at CBS and also serves as Professor in the Psychology Department of Columbia University.
He teaches MBA and executive-level classes on leadership, teamwork, communication, negotiation, and decision-making. In 2016, he was honored with the Dean's Award for Innovation in the Curriculum for creating two of the school's most...