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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: 29-NOV-21 05.20.08.854563 AM
|1218 11849 1 001||Fall 2021||Storrs||In Person||Madjar, Nora||001||Reg||We 2:00pm‑5:00pm
|1218 1838 1 H71||Fall 2021||Hartford||Online||Methasani, Redona||H71||Reg||12:00am‑12:00am
||No Room Required - Online||12/15|
|1218 2607 1 W31||Fall 2021||Waterbury||Online||Methasani, Redona||W31||Reg||12:00am‑12:00am
||No Room Required - Online||10/10|
|1218 2234 1 Z81||Fall 2021||Stamford||Online||Methasani, Redona||Z81||Reg||14/15|
|1223 8584 1 001||Spring 2022||Storrs||In Person||Madjar, Nora||001||Reg||We 11:00am‑1:45pm