Bargaining and Influence Skills --- Negotiation Strategy in a Global Economy

Course Code
MO 512
Hours
2.25 hours
Type
Elective
Offered
  • Fall 16 (A)
  • Fall 16 (B)
  • Fall 17 (A)
  • Fall 17 (B)
  • Winter 17 (A)
  • Winter 17 (B)
  • Winter 18 (A)
  • Winter 18 (B)

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
Jeffrey Sanchez-Burks
  • Professor of Management and Organizations
Dr. Jeffrey Sanchez-Burks is Professor of Management and Organizations at the Ross School of Business at the University of Michigan. He received his...
Laurie Morgan
  • Lecturer of Technology and Operations
  • Lecturer of Management and Organizations
Shirli Kopelman
  • Professor of Management and Organizations
  • Faculty Director of Research, Center for Positive Organizations
Professor Shirli Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan’s Ross...