2020-2021 Catalog and Student Handbook

MNGT 320 Negotiations & Ethics

This course will discuss the art of negotiations incorporating class lectures with group exercises simulating competitive situations. The course will discuss the essentials of negotiation and strategy in distributive bargaining, mixed bargaining and contingent deals. Topics include evaluating the rational mindset of the parties, fairness of the deal and is it workable, BATNA, risky choices, face-to-face vs email issues and the repercussions of not reaching a deal. The course will also address the ethical issues related to negotiations.

Credits

3

Prerequisite

Junior Standing and completion of COMM 203 or HONR 212 (minimum grade C-); plus PIO 201.

Distribution

Leadership & Ethics, Social Analysis

Notes

MNGT 320 serves as the Junior Core for the Land & Energy Management major.

It is also a Junior Core option for the Entrepreneurship, Finance, International Business, Management, Marketing, Sport Management, and Supply Chain Management majors.