Negotiations
BOSTON UNIVERSITY (GSM OB 853)

FALL 2012

Instructors:
Moshe Cohen ^[1]
Department of Organizational Behavior
617-353-4405

Diane Levin ^[2]
781-631-3990

This course uses the theory and research on effective negotiating strategies to build students’ understanding of, and skills for, managing differences and negotiation situations. The course considers, among other topics, the issues of negotiating across functions, between levels, across national and cultural differences, over race and gender differences, and between organizations. Students examine: 1) problems of influence and self-defense in highly competitive “hardball” negotiations; and 2) the art of using differences for creative problem-solving and “mutual gain” outcomes. The emphasis is on developing practical skills for effective negotiations that can be applied to concrete situations. Students should be prepared to learn from their own experiences and practice in this course. (Session 1 [Levin]: Monday, Wednesday 11:00 a.m-12:30 p.m.; Session 2 [Cohen]: Wednesday 6:00 p.m.-9:00 p.m.)

Negotiations
BOSTON UNIVERSITY (SMG OB 448)

FALL 2012

Instructor:
Michael R. Brown

This course focuses on the problems and possibilities of effective negotiations, conflict management, and power and influence at work and in other settings. It emphasizes developing both intellectual knowledge of approaches to negotiation, conflict and organizational influences and practical skills in applying that knowledge to various situations. (Tuesday, 6:00 p.m.-9:00 p.m.)