MGMT 6820

MGMT 6820

Course information provided by the Courses of Study 2019-2020.

We negotiate every day with prospective employers, teammates, roommates, landlords, service providers, and many others. What prices we want to pay, how much we want to be paid, how assignments will be divided and credit allocated… all of these are negotiations. Yet while we negotiate routinely, many of us know very little about the strategy and psychology of effective negotiations. Why do we sometimes get our way while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? Negotiation is the art and science of securing an agreement between two or more interdependent parties. A person without a developed understanding of the social psychology and economics of effective negotiations cannot be an effective leader. We will discuss theories and principles to guide our negotiations (the science), and students will develop and sharpen their bargaining skills by actually negotiating with other students in experiential exercises (the art). Further, given that negotiations occur in so many aspects of life, your experience in this course should not only develop your professional skills but also facilitate your effectiveness in other life domains. The learning method is experiential. The course introduces a real-world toolkit for a strategic approach from pre-negotiation planning to post-negotiation evaluation. In this course, you have the opportunity to develop your negotiating skills experientially and to gain insight into what works, what does not, and why.

When Offered Fall.

Fees Course fee: $21.

View Enrollment Information

Syllabi: none
  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  • 15047 MGMT 6820   LEC 001

  • Enrollment primarily for: MPS in Management students and graduate level students. Course fee: $21 required course materials fee. Add/Drop Dates: August 20th at 8:00am thru September 12th at 4:00pm with an additional Add/Drop period beginning October 16th at 8:00am thru October 23rd at 4:00pm. You may add or drop a second-half class after October 23rd with permission of the faculty. A late fee of $100.00 will be charged for each add or drop transaction. If you are dropping after November 18th you will also receive a "W" on your transcript in addition to the late fees. Non-Johnson students may add themselves to the waitlists during the enrollment periods, however Johnson Students have priority into the classes and non-Johnsons will be enrolled: 1) IF seats are still available after Johnson students complete their enrollment period and 2) IF the instructor allows. There will be no enrollment from a wait list into a class if you have a time conflict or will put you over your maximum allowed credits. Non-Johnson students must see their college registrar regarding policies connected with adding/dropping a second half Johnson School class. A petition may be required.