Managerial Negotiations

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Negotiation is a key management skill at every level of every firm in every age and region. This course develops students' abilities to negotiate using a number of realistic negotiation simulations. Together with lectures, discussion and exercises, students gain a number of principles and tools drawn from many disciplines including economics, behavioral science, game theory, and history. The course begins with core skills for creating and claiming wealth wisely and then advances to skills for handling complex transactions.

Division: Management

Spring 2024

B7510 - 001

Faculty

Malia Mason

Part of Term

EMBA - NY Friday/Saturday Electives

Section Syllabus

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Section Notes

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Day(s)

Date(s)

Start/End Time

Room

Saturday 01/06/2024 8:30AM - 11:30AM Kravis 680
Friday 01/19/2024 3:45PM - 6:45PM Kravis 680
Saturday 01/20/2024 8:30AM - 11:30AM Kravis 620
Friday 02/02/2024 8:30AM - 11:30AM Kravis 680
Saturday 02/03/2024 12:30PM - 3:30PM Kravis 620
Saturday 02/17/2024 3:45PM - 6:45PM Kravis 440
Saturday 03/02/2024 12:30PM - 3:30PM Kravis 680
Friday 03/08/2024 3:45PM - 6:45PM Kravis 420
Saturday 03/09/2024 12:30PM - 3:30PM Kravis 420
Friday 04/05/2024 12:30PM - 3:30PM Kravis 420
Saturday 04/06/2024 3:45PM - 6:45PM Kravis 420
Friday 04/19/2024 3:45PM - 6:45PM Kravis 420

B7510 - 002

Faculty

Erik Santoro

Part of Term

EMBA-NY Saturday Electives (Term 3)

Section Syllabus

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Section Notes

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Day(s)

Date(s)

Start/End Time

Room

Saturday 01/06/2024 8:30AM - 11:30AM TBA
Saturday 01/20/2024 8:30AM - 11:30AM Kravis 680
Saturday 01/27/2024 3:45PM - 6:45PM Kravis 680
Saturday 02/03/2024 3:45PM - 6:45PM Kravis 680
Saturday 02/17/2024 12:30PM - 3:30PM Kravis 680
Saturday 02/24/2024 3:45PM - 6:45PM Kravis 680
Saturday 03/02/2024 8:30AM - 11:30AM Kravis 680
Saturday 03/09/2024 12:30PM - 3:30PM Kravis 680
Saturday 03/23/2024 8:30AM - 11:30AM Kravis 680
Saturday 03/23/2024 12:30PM - 3:30PM Kravis 680
Saturday 04/06/2024 3:45PM - 6:45PM Kravis 680
Saturday 04/13/2024 12:30PM - 3:30PM Kravis 680

B7510 - 003

Faculty

Erik Santoro

Part of Term

EMBA - NY Saturday Electives

Section Syllabus

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Section Notes

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Day(s)

Date(s)

Start/End Time

Room

Saturday 01/06/2024 3:45PM - 6:45PM Kravis 680
Saturday 01/20/2024 12:30PM - 3:30PM Kravis 680
Saturday 01/27/2024 12:30PM - 3:30PM Kravis 680
Saturday 02/03/2024 8:30AM - 11:30AM Kravis 680
Saturday 02/17/2024 8:30AM - 11:30AM Kravis 680
Saturday 02/24/2024 12:30PM - 3:30PM Kravis 680
Saturday 03/02/2024 3:45PM - 6:45PM Kravis 680
Saturday 03/09/2024 3:45PM - 6:45PM Kravis 680
Saturday 03/23/2024 3:45PM - 6:45PM Kravis 680
Saturday 04/06/2024 12:30PM - 3:30PM Kravis 680
Saturday 04/13/2024 8:30AM - 11:30AM Kravis 680
Saturday 04/20/2024 12:30PM - 3:30PM Kravis 680

B7510 - 300

Faculty

Malia Mason

Part of Term

EMBA-Global Term 3

Section Syllabus

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Section Notes

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Fall 2023

B7510 - 001

Faculty

Ashli Carter

Part of Term

EMBA -NY Weekend Elective (Saturdays)

Section Syllabus

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Section Notes

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Day(s)

Date(s)

Start/End Time

Room

Saturday 11/18/2023 8:30AM - 11:30AM Kravis 870
Saturday 11/18/2023 12:30PM - 3:30PM Kravis 870
Saturday 11/18/2023 3:45PM - 6:45PM Kravis 870
Saturday 12/02/2023 8:30AM - 11:30AM Kravis 870
Saturday 12/02/2023 12:30PM - 3:30PM Kravis 870
Saturday 12/02/2023 3:45PM - 6:45PM Kravis 870
Saturday 12/09/2023 8:30AM - 11:30AM Kravis 870
Saturday 12/09/2023 12:30PM - 3:30PM Kravis 870
Saturday 12/09/2023 3:45PM - 6:45PM Kravis 870
Saturday 12/16/2023 8:30AM - 11:30AM Kravis 870
Saturday 12/16/2023 12:30PM - 3:30PM Kravis 870
Saturday 12/16/2023 3:45PM - 6:45PM Kravis 870

Spring 2023

B7510 - 001

Faculty

Adam Mastroianni

Part of Term

EMBA-NY Saturday Electives (Term 3)

Section Syllabus

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Section Notes

Attendance at the first class is mandatory for all enrolled students and those on a waitlist or who hope to add the class during Add/Drop.

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Day(s)

Date(s)

Start/End Time

Room

Saturday 01/07/2023 12:30PM - 3:30PM Geffen 640
Saturday 01/21/2023 3:45PM - 6:45PM Geffen 640
Saturday 01/28/2023 3:45PM - 6:45PM Geffen 640
Saturday 02/04/2023 3:45PM - 6:45PM Geffen 640
Saturday 02/11/2023 12:30PM - 3:30PM Geffen 640
Saturday 02/18/2023 12:30PM - 3:30PM Geffen 640
Saturday 02/25/2023 3:45PM - 6:45PM Kravis 490
Saturday 03/04/2023 12:30PM - 3:30PM Kravis 640
Saturday 03/11/2023 3:45PM - 6:45PM Geffen 640
Saturday 03/25/2023 8:30AM - 11:30AM Kravis 490
Saturday 04/01/2023 12:30PM - 3:30PM Kravis 690
Saturday 04/15/2023 12:30PM - 3:30PM Geffen 640

B7510 - 002

Faculty

Adam Mastroianni

Part of Term

EMBA-NY Saturday Electives

Section Syllabus

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Section Notes

Attendance at the first class is mandatory for all enrolled students and those on a waitlist or who hope to add the class during Add/Drop.

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Day(s)

Date(s)

Start/End Time

Room

Saturday 01/07/2023 3:45PM - 6:45PM Geffen 390
Saturday 01/21/2023 12:30PM - 3:30PM Geffen 390
Saturday 01/28/2023 8:30AM - 11:30AM Geffen 390
Saturday 02/04/2023 8:30AM - 11:30AM Geffen 390
Saturday 02/11/2023 8:30AM - 11:30AM Geffen 390
Saturday 02/18/2023 8:30AM - 11:30AM Geffen 390
Saturday 02/25/2023 12:30PM - 3:30PM Kravis 490
Saturday 03/04/2023 3:45PM - 6:45PM Kravis 490
Saturday 03/11/2023 12:30PM - 3:30PM Geffen 390
Saturday 03/25/2023 3:45PM - 6:45PM Kravis 410
Saturday 04/01/2023 3:45PM - 6:45PM Kravis 680
Saturday 04/15/2023 8:30AM - 11:30AM Geffen 390

B7510 - 003

Faculty

Rachel Mcdonald

Part of Term

EMBA-NY Friday/Saturday Electives

Section Syllabus

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Section Notes

No Class on Friday, March 31. Attendance at the first class is mandatory for all enrolled students and those on a waitlist or who hope to add the class during Add/Drop.

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Day(s)

Date(s)

Start/End Time

Room

Friday 01/06/2023 12:30PM - 3:30PM Geffen 540
Saturday 01/07/2023 12:30PM - 3:30PM Geffen 520
Friday 01/20/2023 3:45PM - 6:45PM Geffen 520
Saturday 01/21/2023 12:30PM - 3:30PM Geffen 570
Friday 02/03/2023 12:30PM - 3:30PM Geffen 520
Friday 02/17/2023 8:30AM - 11:30AM Kravis 440
Friday 03/03/2023 8:30AM - 11:30AM Geffen 520
Saturday 03/04/2023 8:30AM - 11:30AM Kravis 440
Saturday 03/25/2023 8:30AM - 11:30AM Kravis 440
Friday 03/31/2023 12:30PM - 3:30PM Kravis 690
Friday 04/14/2023 3:45PM - 6:45PM Kravis 490
Saturday 04/15/2023 3:45PM - 6:45PM Geffen 520
Friday 04/21/2023 3:45PM - 6:45PM Geffen 420

B7510 - 300

Faculty

Malia Mason

Part of Term

EMBA - Global Block Week

Section Syllabus

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Section Notes

EMBA Class Dates: 4/11/23 - 4/15/23

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Fall 2022

B7510 - 001

Faculty

Rachel Mcdonald

Part of Term

EMBA - NY Friday/Saturday Electives

Section Syllabus

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Section Notes

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Day(s)

Date(s)

Start/End Time

Room

Friday 09/09/2022 3:45PM - 6:45PM Geffen 420
Friday 09/23/2022 3:45PM - 6:45PM Geffen 390
Saturday 09/24/2022 3:45PM - 6:45PM Geffen 640
Friday 10/07/2022 12:30PM - 3:30PM Geffen 640
Saturday 10/08/2022 3:45PM - 6:45PM Geffen 640
Friday 10/21/2022 12:30PM - 3:30PM Geffen 620
Friday 11/04/2022 8:30AM - 11:30AM Geffen 640
Friday 11/18/2022 3:45PM - 6:45PM Kravis 870
Saturday 11/19/2022 8:30AM - 11:30AM Geffen 540
Friday 12/02/2022 12:30PM - 3:30PM Geffen 640
Friday 12/09/2022 12:30PM - 3:30PM Geffen 640
Saturday 12/10/2022 3:45PM - 6:45PM Geffen 640
Friday 12/16/2022 12:30PM - 3:30PM Geffen 640

Spring 2024

B7510 - 001

B7510 - 002

B7510 - 003

B7510 - 300

Fall 2023

B7510 - 001

Spring 2023

B7510 - 001

B7510 - 002

B7510 - 003

B7510 - 300

Fall 2022

B7510 - 001

B7510 Course Evaluation