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Master of Science in Management : OBHR 617

This guide points to useful print and electronic resources for the modules in the programme.

OBHR617: Negotiating in Business by Prof. Donald L. Ferrin

Professional success is largely dependent on one’s success in managing differences and fostering collaboration among people and organizations. However, in today’s highly dynamic and complex managerial environment, which is marked by increasing interdependence and often by conflicts of interest, it can be extremely challenging to bring together the relevant “players” – internal and external stakeholders who have different interests, perceptions, attitudes, behaviours, or values – to forge efficient, profitable, and lasting agreements. Professionals who understand the science and practice of negotiation are much better equipped to navigate these differences and create agreements that advance their own interests, and also the interests of the other parties involved.

After taking this course, students will:

  • Understand and be able to put into practice the central frameworks, concepts, and skills in negotiation.
  • Gain negotiation experience, skills, and confidence.
  • Obtain the skills and insights needed to learn on an ongoing basis from their own future negotiations.
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Useful Databases

Recommended Text

Required Readings

Harvard Business Cases

Note that Harvard Business Cases are not available online or through the library. Please check with your school administration.

Harvard Business Review articles

For HBR articles, please use our library homepage to search for them.

Further Reading

Additional Resources

The use of electronic resources must comply with the Appropriate Use of Electronic Resources Policy and Singapore Management University Acceptable Use Policy