Negotiations

GSM OB 853

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.

FALL 2014 Schedule

Section Instructor Location Schedule Notes
A1 Levin SMG 315 MW 9:30 am-11:00 am

FALL 2014 Schedule

Section Instructor Location Schedule Notes
F1 Cohen SMG 208 M 6:00 pm-9:00 pm Class Full

SPRG 2015 Schedule

Section Instructor Location Schedule Notes
A1 Levin SMG 322 TR 9:30 am-11:00 am

SPRG 2015 Schedule

Section Instructor Location Schedule Notes
M1 Heaphy SMG 406 TR 12:30 pm-3:30 pm Module 4
Elective.

SPRG 2015 Schedule

Section Instructor Location Schedule Notes
N1 Cohen WRFMT 8:30 am-4:30 pm Sprg intensive
meets 1/7, 1/8,
1/9, 1/12, and
1/13 only.
Course meets on
the BU North
campus in
Chelmsford, Ma.
North Campus

SPRG 2015 Schedule

Section Instructor Location Schedule Notes
P1 Heaphy SMG 404 WRFMT 8:30 am-4:30 pm Sprg intensive
course meets
1/7, 1/8, 1/9,
1/12, and 1/13
only.

Note that this information may change at any time. Please visit the Student Link for the most up-to-date course information.