Mar 20, 2026  
2025-2027 Undergraduate Catalog 
    
Catalog Navigation
  Catalog Home
  Introduction
  Admission Policies and Procedures
  Academic Policies and Procedures
  Student Matters
  Elnetta G. Jones University Center for Student Success and Exploratory Studies
  University Curricula
  Programs of Study
  Course Descriptions
  Faculty and Administration
  My Portfolio
HELP
2025-2027 Undergraduate Catalog
Add to Portfolio (opens a new window)

MGMT 450 - Negotiation Credits: 3

Course is designed to provide students with skills needed to approach negotiation and bargaining situations with confidence. This includes providing frameworks for the analysis conflict and its origins, knowledge about one’s own tendencies in negotiation, and a chance to experiment with negotiating techniques in a variety of contexts. Topics include: integrative and distributive negotiations, individual differences in bargaining styles, coalitions, team negotiations, negotiating through agents, and ethical issues in negotiation. Course content is delivered through readings, cases, and lecture, however, considerable emphasis is placed on inside and outside class negotiation simulations and subsequent classroom discussion.

Prerequisite(s): (MKTG 205   and FINA 311   and MGMT 305   ) and senior standing.
Graduate Credit: This course is available for graduate credit.


Add to Portfolio (opens a new window)