B8510-003: Managerial Negotiations
W - Full Term, 10:45AM to 02:00PM
Credit hours: 3.0
Location: WJW 209
Instructor: Michael Slepian
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.
Michael Slepian
Sanford C. Bernstein & Co. Associate Professor of Leadership and Ethics
Michael Slepian is the Sanford C. Bernstein & Co. Associate Professor of Leadership and Ethics in the Management Division of Columbia Business School. His program of research examines secrecy and trust. He studies the psychology of secrets and how keeping secrets affects two important variables that govern social and organizational life: trust and motivation. He has studied the consequences of keeping secrets, including...