NBA 6935

Managerial Decision Making: Pricing and Incentives

Course Description

Course information provided by the 2026-2027 Catalog.

This course attempts to make its participants better managerial decision makers. It concerns decisions whose success depends on how other people will respond, and the errors that arise when those responses are assumed rather than examined. Participants practice recognizing when an intuition is an artifact of framing, noticing what one’s conception of other people leaves out, and anticipating their predictable errors. Two applications run throughout: the pricing of products and motivating employees. The same habits apply outside of management, for successful personal decision making. The pedagogical approach uses lectures, in-class exercises, and cases. No prior coursework in decision making is assumed, and this course can be taken in addition to Managerial Decision Making, as it extends that material, and focuses on different applications.

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