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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: 29-NOV-21 05.20.08.854563 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
Fall 2021 Storrs In Person Madjar, Nora 001 Reg We 2:00pm‑5:00pm
BUSN 226 27/40
Fall 2021 Hartford Online Methasani, Redona H71 Reg 12:00am‑12:00am
No Room Required - Online 12/15
Fall 2021 Waterbury Online Methasani, Redona W31 Reg 12:00am‑12:00am
No Room Required - Online 10/10
Fall 2021 Stamford Online Methasani, Redona Z81 Reg 14/15
Spring 2022 Storrs In Person Madjar, Nora 001 Reg We 11:00am‑1:45pm
BUSN 226 35/40