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Searched for: 1 subject found.
15.712 Negotiation and Influence
(
)
Prereq: Permission of instructor
Units: 3-0-3
Credit cannot also be received for 15.665, 15.672, 15.6721, 15.673, 15.6731
Lecture: TBA
Provides understanding of the theory and processes of negotiation as practiced in a variety of settings. Designed for relevance to the broad spectrum of bargaining problems faced by the manager and professional. Allows students an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks. Emphasizes simulations, exercises, role playing, and cases. Restricted to Executive MBA students.
J. Curhan
No textbook information available
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