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ORGB 633 Managerial Negotiations (3 credits)

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Note: This is the 2021鈥�2022 eCalendar. Update the year in your browser's URL bar for the most recent version of this page, or .

Offered by: Management (Desautels Faculty of Management)

Administered by: Graduate Studies

Overview

Organizational Behaviour : Negotiating is a critical managerial skill. The purpose of this course is to allow students to learn to be more effective negotiators. The class environment used to accomplish this goal includes many exercises, personality inventories, and cases. The focus of the course will be on the processes of bargaining and the emphasis is "hands on" learning, although theories of negotiation and research examining negotiation will also be covered. Each student will have a great deal of control over how much he or she will develop into a better negotiator as a result of participating in this course.

Terms: Fall 2021, Winter 2022

Instructors: Hewlin, Jay (Fall) Cohen, Lisa (Winter)

  • **Although this course follows a Tuesday/Thursday lecture pattern, there will be one class held on Wednesday, June 14, 2017.

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