B8510-009: Managerial Negotiations
TWRFM Block Week 2 - Jan 16-19; 22 - 09:00AM to 05:00PM
Credit hours: 3.0
Location: URI 307
Instructor: Michael Slepian
Negotiation is a key management skill at every level of every firm in every age and region. This course develops students' abilities to negotiate using a number of realistic negotiation simulations. Together with lectures, discussion and exercises, students gain a number of principles and tools drawn from many disciplines including economics, behavioral science, game theory, and history. The course begins with core skills for creating and claiming wealth wisely and then advances to skills for handling complex transactions.
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...