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Jul 31, 2025
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MGT 2940 - EFFECTIVE NEGOTIATION
credits: 3.0
Effective negotiation is a critical skill for today’s manager given that almost all decisions are reached through the process of negotiation. An Administrator’s agreements, understandings, and relationships are all negotiated which makes this an essential skill for achieving both individual and organizational success. Today, internal and external negotiation is a way of life for effective managers, given a business environment characterized by, an increased rate of change, flatter and more dynamic organizational structures, and greater diversity and global influence. Objectives: A) Learn the fundamental management techniques to effectively plan, conduct, control and evaluate a negotiation; B) Appreciate the underlying importance of managing negotiation sub-processes including effective communication, relationship building, conflict resolution, and ethics; C) Learn how to manage the barriers to effective negotiation by employing the strategy of “principled negotiation” to move beyond the traditional strategies of positional bargaining; D) Provide “hands on” negotiating experience through student to student negotiating exercises designed to deepen the students understanding of the basic concepts. Method of Instruction: Lecture, negotiation exercises, class discussion of assigned readings and cases, and a group negotiation project using a collective bargaining simulation game. Method of Evaluation: Class participation (25%), exam (25%), group negotiation project (25%), and learning journal (25%).
Prerequisite(s): MGT 2240 - PRINCIPLES OF MANAGEMENT (or) MKT 2250 - PRINCIPLES OF MARKETING
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