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The Ross School of Business at the University of Michigan

Negotiations Professor
Negotiation Strategy in a Global Economy | Bargaining and Influence Skills

  • MBA MO512 elective since Fall 2003. Aggregate teaching evaluations over 27 sections, Instructor Overall 4.71 (sd 0.14); Course Overall 4.71 (sd 0.15)

    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. Given the experiential nature of pedagogy, enrollment in each section will be limited and attendance is mandatory. Registered students must be present from the beginning of the first class session to retain their registration in the class.

  • Executive MBA elective since Fall 2005. Sample Teaching Evals TCE
  • Executive Education - Open Enrollment 2005-2010 View Brochure

Leon Recanati Graduate School of Business Administration, Tel-Aviv University

  • Executive MBA elective since 2004
    Sample Teaching Evals: Instructor 6.59; Course 6.56 (7 point scale).

Kellogg School of Management, Northwestern University

  • MORS470 Negotiation elective for full time and evening MBA from 2000-2002
    Outstanding Award for distinction in teaching 2000-2001
    Sample Teaching Evaluations: Instructor Overall 9.5, Class Overall 9.3 (10 point scale)     TCE
  • Allen Center Executive Programs: Tailored Negotiation Strategies Course
  • Teaching Assistant for Leadership 526 (1999 Taught by Stedman Graham & Oprah Winfrey)

 

 
 
Updated: 9/2011