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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 2011, Winter 2012, Summer 2012
Instructors: Restrepo Saénz, Pablo (Fall) Restrepo Saénz, Pablo (Winter) Restrepo Saénz, Pablo; Agudelo, Andres (Summer)
Due to the intensive nature of this course, the standard add/drop and withdrawal deadlines do not apply. Add/drop is the first lecture day and withdrawal is the second lecture day.