Associate Professor of Business Economics and Public Policy
Research Interests: personnel economics, behavioral economics, field experiments,
MGMT691 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691.
Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.