Negotiations

Course Code
EMBA 634
Hours
1.5 hours
Type
Elective
Offered
  • Fall 18
  • Fall 19

Negotiations: This course is premised on the fact that while a manager needs analytical skills to discover optimal solutions to business problems, a broad array of negotiation skills is needed to implement these solutions. This experiential course is designed to improve participants: skills in the use of power and negotiations. Participants have the opportunity to experiment with various approaches to resolving interpersonal, intra-group, and inter-group conflict. Extensive personal feedback, peer review coaching, and personal journals are used to help each participant develop a negotiation style that is both effective and comfortable.

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...