OM 604 - Bargaining and Negotiation

3 units (fi 6)(EITHER, 3-0-0)

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.

SEM 612 - Effective Negotiations

3 units (fi 6)(EITHER, 3-0-0)

This Human Resource Management course is a comprehensive study of negotiation theory and practice. A negotiation simulation is conducted to provide an understanding of how theory translates into practice.

SEM 612 - Effective Negotiations

3 units (fi 6)(EITHER, 3-0-0)

This intensive course equips students with essential negotiation strategies and tactics. Through a series of role-playing simulations students learn to analyze negotiating positions, create value, and build lasting agreements. Students develop crucial skills in leadership, strategic communication and conflict resolution while understanding the psychological elements that influence negotiation outcomes. The course emphasizes both distributive and integrative bargaining techniques, preparing graduates to handle everything from mergers and acquisitions to stakeholder management.