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3236. Managerial Negotiations

3.00 credits

Prerequisites: MENT 3101 or BADM 3740; open only to business majors of junior or higher status.

Grading Basis: Graded

Explores the broad spectrum of negotiation problems faced by business people and complements the technical and diagnostic skills learned in other courses at UConn. The goal is to help students understand the theory and processes of negotiation so that they can negotiate successfully in a variety of settings. A basic premise is that the manager needs analytic skills as well as interpersonal skills to effectively negotiate. Will allow you the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks. Emphasizes in-class role-playing as a learning tool and topics covered include: diagnosing negotiation situations, planning negotiations, dealing with agents, multi-issue negotiations, multi-party negotiations, ethical considerations in negotiation, and global negotiations. Formerly offered as MGMT 3236.


Last Refreshed: 29-MAR-24 05.20.11.748914 AM
To view current class enrollment click the refresh icon next to the enrollment numbers.
Term Campus Instruction Mode Instructor Section Session Schedule Location Enrollment Notes
Spring 2024 Storrs In Person Ameen, Amnah 001 Reg MoWe 12:30pm‑1:45pm
BUSN 203 38/40
Spring 2024 Waterbury Online Asynchronous Methasani, Redona 331 Reg No Room Required - Online 8/10
Spring 2024 Hartford Online Asynchronous Methasani, Redona 701 Reg No Room Required - Online 14/15
Spring 2024 Stamford Online Asynchronous Methasani, Redona 881 Reg No Room Required - Online 12/15
Fall 2024 Storrs In Person Madjar, Nora 001 Reg Th 2:00pm‑4:45pm
BUSN 204 14/40