MGT 4330 - Negotiations & Deal-Making

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The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems that managers face. Thus, the content is relevant to students interested in a wide variety of topics such as marketing, real estate, consulting, entrepreneurship, and mergers and acquisitions. In addition, the course will emphasize negotiations that occur in the daily life of the manager. A basic premise of the course is that while managers need analytic skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially and to understand the negotiation process via useful analytical frameworks. Considerable emphasis will be placed on simulations, role-playing, and cases.
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The central issues in this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations.
Additional Requirement(s): Junior standing and students without major standing in the SBA must have a cumulative GPA of 2.6 or better to take this class.
Prerequisite(s): Business students: ORG 3300.

Non-Business Students: may be able to register for this course as part of an approved SBA minor, with the permission of the minor coordinator.