OM 604 - Bargaining and Negotiation

★ 3 (fi 6)(EITHER, 3-0-0)

Faculty of Business

This course is a blend of both experiential learning and theory with the objective of making the student more effective in all types of bargaining. A study of positive theories on how to improve negotiation skills will be combined with analytical models of the game theoretic structure of bargaining. Through this mix of theories and several case studies and bargaining exercises, students will see both the opportunities for joint gain (win-win) and the constraints which can lead to inferior outcomes. Sections offered at an increased rate of fee assessment; refer to the Tuition and Fees page in the University Regulations sections of the Calendar. Prerequisites: First year MBA core courses. Not to be taken by students with credit in MGTSC 604.