Bargaining and Influence Skills

Course Code
WMBA 612
Hours
2.25 hours
Type
Elective
Offered
  • Fall 19
  • Fall 20

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
Laurie Morgan
  • Lecturer of Technology and Operations
  • Lecturer of Management and Organizations
Andy Hoffman
  • Professor of Management & Organizations
  • Professor of Environment and Sustainability
  • Holcim (US), Inc. Professor of Sustainable Enterprise
Andrew (Andy) Hoffman is the Holcim (US) Professor of Sustainable Enterprise at the University of Michigan; a position that...
Shirli Kopelman
  • Clinical Professor of Management and Organizations
Professor Shirli Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan’s Ross...