Elena Katok

MECO 6355 / OPRE 6355 Deal Making Strategies


Gary Bolton, O.P.
Jindal Chair Professor
Elena Katok,
Ashbel Smith Professor
Office Phone:
Office Location:
Email Address:
JSOM 3.612
JSOM 3.201

Course Description

This course uses experiential hands-on learning to develop students skills in effectively managing competitive and collaborative business situations. Students will learn:

Behavioral principles for effective bargaining.
- The principles for designing, conducting, and participating in procurement auctions.
- Methods for increasing cooperation and trust in competitive and collaborative settings.
- Behavioral principles for designing trading. 
- Each topic in the course will be centered around a set of hands-on business simulations and case studies, in which students will take on the role of market participants working through a business problem.