Organizational Behaviour : Negotiating is a critical managerial skill. The purpose of this course is to allow students to learn to be more effective negotiators. The class environment used to accomplish this goal includes many exercises, personality inventories, and cases. The focus of the course will be on the processes of bargaining and the emphasis is "hands on" learning, although theories of negotiation and research examining negotiation will also be covered. Each student will have a great deal of control over how much he or she will develop into a better negotiator as a result of participating in this course.
Terms: Fall 2018, Winter 2019, Summer 2019
Instructors: Jay Hewlin, Pablo Restrepo Saénz (Fall) Lisa Cohen (Winter) Pablo Restrepo Saénz (Summer)
**Although this course follows a Tuesday/Thursday lecture pattern, there will be one class held on Wednesday, June 14, 2017.