NBA 6820

Last Updated

  • Schedule of Classes - March 20, 2026 3:39PM EDT

NBA 6820
Negotiation I: Negotiation Essentials

Course information provided by the 2026-2027 Catalog.

Negotiation is the art and science of securing an agreement between people who have some conflicting interests.Seen this way, you negotiate every day-with partners about travel plans, with roommates about dishwashing, with teammates about who writes the first draft of the paper. And you can begin to see how you can turn situations into profitable negotiations-getting a hotel room upgrade, managing a dispute on a client team, finagling a deadline extension.The goal of this class is to help you do better in these and other important negotiations. As is true in life, there is no formula you can simply apply to achieve success in negotiation. Nor is there a single right answer to the question of what is the best tactic to use. What we will do, however, is provide you with frameworks and empirical findings that shed light on which tactics are likely to be effective, given particular situational constraints (relationships, few outside options, etc.). Your jobs are to hone your ability to decide when a tactic is likely to work, and to practice using the appropriate skills to gain experience and confidence. (MHA-EL)


Program Requirements (MHA-EL)

Last 4 Terms Offered 2026SP, 2025FA, 2025SP, 2024FA

View Enrollment Information

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  •  3744 NBA 6820   LEC 001

  •  
    • M
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

  • Instruction Mode: In Person

    Master of Business Administration (MBA) students have priority during pre-enrollment. *Attendance at 1st class is required* Enrollment limited to: MBA students and graduate students.
    Add/Drop Dates: 9:00 am, August 17, 2026 - 11:59 pm, September 8, 2026 with an additional add/drop period 8:00 am, October 14, 2026 - 11:59 pm, October 21, 2026. Students will be required to obtain faculty permission to add/drop after October 21, 2026. If you drop after November 11, 2026, a "W" will be posted on your transcript.

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  •  3745 NBA 6820   LEC 003

  •  
    • M
    • Oct 14 - Dec 4, 2026

    • Sauer, S

  • Instruction Mode: In Person

    Master of Business Administration (MBA) students have priority during pre-enrollment. *Attendance at 1st class is required* Enrollment limited to: MBA students and graduate students.
    Add/Drop Dates: 9:00 am, August 17, 2026 - 11:59 pm, September 8, 2026 with an additional add/drop period 8:00 am, October 14, 2026 - 11:59 pm, October 21, 2026. Students will be required to obtain faculty permission to add/drop after October 21, 2026. If you drop after November 11, 2026, a "W" will be posted on your transcript.

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  •  3746 NBA 6820   LEC 004

  •  
    • M
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

  • Instruction Mode: In Person

    Master of Business Administration (MBA) students have priority during pre-enrollment. *Attendance at 1st class is required* Enrollment limited to: MBA students and graduate students.
    Add/Drop Dates: 9:00 am, August 17, 2026 - 11:59 pm, September 8, 2026 with an additional add/drop period 8:00 am, October 14, 2026 - 11:59 pm, October 21, 2026. Students will be required to obtain faculty permission to add/drop after October 21, 2026. If you drop after November 11, 2026, a "W" will be posted on your transcript.

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  •  3747 NBA 6820   LEC 005

  •  
    • W
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

    • W
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

    • W
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

  • Instruction Mode: In Person

    Master of Business Administration (MBA) students have priority during pre-enrollment. *Attendance at 1st class is required* Enrollment limited to: MBA students and graduate students.
    Add/Drop Dates: 9:00 am, August 17, 2026 - 11:59 pm, September 8, 2026 with an additional add/drop period 8:00 am, October 14, 2026 - 11:59 pm, October 21, 2026. Students will be required to obtain faculty permission to add/drop after October 21, 2026. If you drop after November 11, 2026, a "W" will be posted on your transcript.

Syllabi: none

  •   Seven Week - Second. 

  • 1.5 Credits GradeNoAud

  •  3748 NBA 6820   LEC 006

  •  
    • W
    • Oct 14 - Dec 4, 2026

    • Filipowicz, A

  • Instruction Mode: In Person

    Master of Business Administration (MBA) students have priority during pre-enrollment. *Attendance at 1st class is required* Enrollment limited to: MBA students and graduate students.
    Add/Drop Dates: 9:00 am, August 17, 2026 - 11:59 pm, September 8, 2026 with an additional add/drop period 8:00 am, October 14, 2026 - 11:59 pm, October 21, 2026. Students will be required to obtain faculty permission to add/drop after October 21, 2026. If you drop after November 11, 2026, a "W" will be posted on your transcript.