Negotiations

BABSON COLLEGE ((MOB 3580, undergraduate; MOB 7511, graduate)

SUMMER, FALL, SPRING 2012/2013

Instructors:
Elaine M. Landry (Undergraduate Fall, Section 1 & 2)
Sarah Woodside (Graduate Summer)

Babson College Management Division
781-239-5131

Undergraduate Course Description:

This course explores the many ways that individuals think about and practice conflict resolution. Students will have a chance to learn more about their own negotiating preferences and the consequences of the choices they make. The course requires both intensive involvement in negotiation and mediation simulations/exercises and thoughtful application of theory through class discussion and written analysis. Class materials will reflect a variety of contexts from the workplace, including interpersonal, global, and cross-cultural interactions.  (Fall: Section 1, Tuesday 9:45 a.m. – 1:05 p.m.; Section 2, Thursday 9:45 a.m. – 1:05 p.m.)

Graduate Course Description:

Explores formal and informal ways that managers negotiate differences. Treats negotiation with peers, supervisors, subordinates, suppliers, customers, outside agencies, and others as a core managerial process. Examines research and concepts developed in a number of academic fields, and looks closely at personal skills and experiences. Requires intense involvement in negotiation simulation exercises, and thoughtful application of theory and research. (Summer: Monday 6.30 – 9 p.m., Wednesday 6.30-9 p.m.)