MGMT 6820

Last Updated

  • Schedule of Classes - August 2, 2023 12:50PM EDT
  • Course Catalog - April 3, 2023 12:59PM EDT

MGMT 6820
Negotiations

Course information provided by the Courses of Study 2022-2023. Courses of Study 2022-2023 is scheduled to publish mid-June.

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

  • 11906 MGMT 6820   LEC 001

  •  
    • T
    • Oct 12 - Dec 5, 2022

    • Duke, D

  • Instruction Mode: In Person
    Enrollment primarily for: MPS in Management students Course fee: $21 required course materials fee. Add/Drop Dates: 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. Students not enrolled in the Johnson MPS program may add themselves to the waitlists during the enrollment periods, however Johnson MPS Students have priority into the classes and those who are not a Johnson MPS student will be enrolled: 1) IF seats are still available after Johnson MPS 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.

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  • 12002 MGMT 6820   LEC 002

  •  
    • R
    • Oct 12 - Nov 9, 2022

    • Duke, D

    • R
    • Nov 10, 2022

    • Duke, D

    • R
    • Nov 11 - Dec 5, 2022

    • Duke, D

  • Instruction Mode: In Person
    Enrollment primarily for: MPS in Management students Course fee: $21 required course materials fee. Add/Drop Dates: 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. Students not enrolled in the Johnson MPS program may add themselves to the waitlists during the enrollment periods, however Johnson MPS Students have priority into the classes and those who are not a Johnson MPS student will be enrolled: 1) IF seats are still available after Johnson MPS 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.