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Instructor Class Description

Time Schedule:

Jane George-Falvy
MGMT 402
Seattle Campus

Deal-Making and Negotiations

The art and science of negotiations with the goal of making students more effective negotiators in a variety of business situations, such as budget negotiations, buying and selling, contracts, and merger negotiations. Concept and skill development. Offered: AWSp.

Class description

Business is about relationships, relationships are based on exchanges, and negotiation is the primary technique for exchange. The purpose of this course is to introduce you to the theory and practice of negotiation which increasingly is being recognized as a key managerial skill. Becoming an effective negotiator requires a combination of intellectual training as well as behavioral skill development. As such there are two primary thrusts of the class: learning about negotiation theory and then giving you the chance to practice and improve your negotiation skills. Additionally the course will cover diagnostic skills which focus on learning to use various negotiation strategies that are appropriate for different circumstances. We will do a lot of reading about negotiation, spend time in class discussing what we’ve read, engaging in exercises and practice negotiations, and analyzing skill development.

Student learning goals

General method of instruction

A mix of lecture, discussion and lots of negotiation practice.

Recommended preparation

Brush up on writing skills. Let go of your fear and any preconceived notions that negotiators are born rather than made.

Class assignments and grading

1. practice negotiations 2. reflection/skill development papers 3. graded negotiations 4. class participation

Negotiated outcomes, papers.


The information above is intended to be helpful in choosing courses. Because the instructor may further develop his/her plans for this course, its characteristics are subject to change without notice. In most cases, the official course syllabus will be distributed on the first day of class.
Additional Information
Last Update by Jane George-Falvy
Date: 03/28/2006