Search | Directories | Reference Tools
UW Home > Discover UW > Student Guide > Course Catalog 

Instructor Class Description

Time Schedule:

Vandra Lee Huber
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

This course is designed to complement the technical and diagnostic skills learned in the other courses at UW. A basic premise is that the manager needs analytic skills as well as interpersonal skills for effective negotiation. If you take advantage of everything this course has to offer, you will be comfortable and adept in many of your future negotiations. The course will allow students the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks. Each week, we will cover an aspect of negotiation in depth, explicate some key issues, discuss the reading, and examine critical issues that have been raised with regard to your experience. The purpose of this course is to understand the process of decision making and negotiation as it is practiced in a variety of settings. Each week, we will cover an aspect of negotiation in depth, explicate some key issues, discuss the reading, and examine critical issues that have been raised with regard to your experience.

Student learning goals

General method of instruction

While the class will include lectures and class discussions,the core of the course is a series of negotiation exercises. The negotiation simulations allow participants to explore behavioral principles, as opposed to discussing them as abstract theory or principles. They allow for spontaneity and involvement in the material. They permit the examination of behavior, as opposed to theoretical analysis or speculation (What people actual do, is often quite different from what they say they would do or others should do.). Simulations also give people the opportunity to experiment with new ways of behaving without necessarily facing the real-world consequences of that experimentation.

Recommended preparation

Basic organizational behavior class. Openness to experiment with ways of negotiating and ways of persuading others.

Class assignments and grading

Written preparation and debriefing reports serve as the primay evaluation mechanisms. Students will need to prepare for each negotiation outside of class. Students CAN NOT miss ANY class in which a negotiation simulation is being conducted.

Attendance and Participation 10% Scoreable Salary Negotiation Role-play 10 % Homework Preparation Assignments 25 % Homework: Debriefing Assignments 20% Final Examination: Negotiation Principles 10%

Negotiation Analysis Paper (Group) 25%


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.
Last Update by Vandra Lee Huber
Date: 05/21/2003