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3236. Managerial Negotiations

3.00 credits

Prerequisites: MGMT 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.


Last Refreshed: 20-SEP-19 05.20.20.002631 AM
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Term Campus Instruction Mode Instructor Section Session Schedule Location Enrollment Notes
Fall 2019 Stamford Online Methasani, Redona Z81 Reg ONLINE 31/30
Spring 2020 Storrs In Person Madjar, Nora 001 Reg Mo 11:00am‑1:45pm
BUSN 226 0/40
Spring 2020 Stamford Hybrid/Blended Methasani, Redona Z81 Reg Tu 3:30pm‑6:00pm
0/30 Hybrid - Some dates online per syllabi