Management and Organizations

Starting Fall 2009, MO 512 sections will cover one of the two topics below:  

Business Negotiations: The purpose of this course is to develop expertise in managing transactional and dispute resolution negotiations. It is designed to be relevant to a broad spectrum of problems faced by managers and incorporates technical and diagnostic tools learned in other courses at the Ross School of Business. As a manager you not only need analytical skills to discover optimal solutions to problems, but also good negotiation skills to get these solutions accepted and implemented. What resources you want to invest and what you expect to receive in return are open to explicit and implicit negotiations. The skill set you develop in this course will serve you in both your personal and professional life. The negotiation course will help you understand the theory and process of effective negotiations, while providing you a structured opportunity to focus on your own personal development.

Negotiating Globally: This course focuses on negotiation in global business settings. It covers all the negotiation concepts introduced in the “Business Negotiations” section of MO512, but also grounds them in cross-cultural theory and practice. Negotiating across cultures introduces significant complexity to the negotiation process.  You will learn about how culture influences global negotiator’s interests and priorities, the strategies that they bring to the table, and the environments in which they negotiate.  The course will introduce a model for understanding how culture affects fundamental elements of negotiation strategy and provide you with experience adjusting this model to negotiate in a variety of global settings.