printer friendly pageOB 289: MSx: Negotiations
Effective managers and leaders should be familiar with the strategy and psychology of conflict and negotiate effectively with other persons, departments, organizations, and stakeholders. Hence, a first aim of the course is to develop your ability to analyze conflicts. Concepts from the course will enable us to look beneath the surface rhetoric of a conflict, to isolate the important underlying interests at stake, and to determine what sort of negotiated settlement (if any) is feasible in a given conflict. In addition to understanding how to analyze a conflict, to manage conflict effectively, you must have a broad repertoire of behavioral skills that can be applied to the various conflict situations you are likely to encounter. Therefore, a second aim of the course is to allow you to experience various bargaining situations by playing a role in simulated conflict. Our exercises will allow you to try out tactics that might feel uncomfortable trying in an actual conflict, get constructive feedback from your counterparts and classmates, and learn how you come across. This course is an intense, compact version longer negotiation courses (electives OB381 and
OB581); thus, students should not take either of these courses as there is considerable overlap among the three. Attendance and participation in the negotiation exercises are mandatory.
Terms: Sum
| Units: 2
Instructors:
Halevy, N. (PI)
OB 581: Negotiations
This course is designed to improve students' skills in all phases of a negotiation: understanding prescriptive and descriptive negotiation theory as it applies to dyadic and multiparty negotiations, to buyer-seller transactions and the resolution of disputes, to the development of negotiation strategy and to the management of integrative and distributive aspects of the negotiation process. The course is based on a series of simulated negotiations in a variety of contexts including one-on-one, multi-party, and team negotiations. When playing a role in a simulated conflict, you will be free to try out tactics that might feel uncomfortable in a real one. You will get feedback from your classmates about how you come across. You will have an opportunity to reflect on your experience in your negotiation paper. In sum, you can use this course to expand your repertoire of conflict management and negotiation skills, to hone your skills, and to become more adept in choosing when to apply each skill. nnThis course represents a shorter, more intense version of
OB 381-Conflict Management and Negotiations. Students should not take both courses, as there is considerable overlap in course content. Attendance and participation in the negotiation exercises is mandatory.
Terms: Aut, Win, Spr
| Units: 2
Instructors:
Halevy, N. (PI)
;
Neale, M. (PI)
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