Bargaining and Influence Skills

Course Code
MO 712
Hours
2.25 hours
Type
Elective
Offered
  • Summer 21
Prerequisites
No credit in MO 512

Bargaining and Influence Skills --- Negotiation Strategy in a Global Economy - An MBA without a developed understanding of the social psychology and economics of effective negotiations cannot be an effective leader. In virtually all business decisions, the resources you want to invest and what you expect to receive in return are open to explicit and implicit negotiations. The course introduces a real-world toolkit for a strategic approach from pre-negotiation planning to post-negotiation evaluation. It focuses on joint value creation, profit maximization, and conflict management. Importantly, this course provides a challenging and developmental environment. Intensive simulations with peer review and rapid-feedback, personal journals and coaching are deployed to make you more comfortable and successful as a negotiator. This course is designed to help you develop strategic flexibility in negotiating across a variety of contexts, whether cultural, professional, or personal.

Taught By
Sue Ashford
  • Michael & Susan Jandernoa Professor of Management and Organizations
  • Chair of Management & Organizations
Susan (Sue) Ashford is the chair of the Management and Organizations group at the Ross School of Business, University of Michigan where she holds the...
Scott DeRue
  • Edward J. Frey Dean of Business
  • Stephen M. Ross Professor of Business
Scott DeRue is the Edward J. Frey Dean of the Stephen M. Ross School of Business at the University of Michigan. He is also the Stephen M. Ross...