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OB 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 more »
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.
Last offered: Summer 2019
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