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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: 20-SEP-19 05.20.20.002631 AM
|1198 16252 1 Z81||Fall 2019||Stamford||Online||Methasani, Redona||Z81||Reg||ONLINE||31/30|
|1203 11273 1 001||Spring 2020||Storrs||In Person||Madjar, Nora||001||Reg||Mo 11:00am‑1:45pm
|1203 15048 1 Z81||Spring 2020||Stamford||Hybrid/Blended||Methasani, Redona||Z81||Reg||Tu 3:30pm‑6:00pm
||0/30||Hybrid - Some dates online per syllabi|