B8510-003: Managerial Negotiations
W - Full Term, 10:45AM to 02:00PM
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
Assistant Professor of Business
Michael Slepian is Assistant Professor 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 how they change our behavior, judgments and actions. He studies the...