Negotiations

BABSON COLLEGE ((MOB 3580, undergraduate; MOB 7120, graduate)

FALL, WINTER, and SPRING
Instructors:
Melissa Manwaring (Fall, Section 81)
Anne Donnellon (Fall, Section 51; Spring, Section 66)
Sarah Woodside (Fall, Section 51)
Babson College Management Division
781-239-5131

This course explores formal and informal ways that managers negotiate differences. It treats negotiation with peers, supervisors, subordinates, suppliers, customers, outside agencies, and others as a core managerial process. It examines research and concepts developed in a number of academic fields, and looks closely at personal skills and experiences. The course requires intense involvement in negotiation simulation exercises, and thoughtful application of theory and research. (Fall: Monday 6:30-9:00 p.m., Thursday 6:30-9:00 p.m.; Spring Section 51 to be announced; Spring Section 66: Open only to Fast Track students partially on-line.)