<p>Lecture, three hours. Series of negotiation exercises to foster development of students’ negotiation skills and experience. Use of economic concepts and simple analyses in exercise debriefs to gain insight and to develop framework applicable to business negotiations. S/U or letter grading.</p>

Management

John E. Anderson Graduate School of Management

MGMT 215A - Negotiations Analysis

Negotiations Analysis

Appraise how clarity of thought, derived from simple quantitative analysis, contributes to enhanced strategic decision-making in bargaining scenarios

Identify and employ analytical concepts and strategies in various bargaining situations and markets

Discuss conceptual frameworks of negotiation

Critically evaluate diverse decision processes to continually adapt and revise negotiation approaches

Analyze personal and moral dilemmas that surface in negotiations and propose strategies to navigate and resolve ethical challenges

General Catalog

Negotiations Analysis

MGMT 215A

4 units