Skip to content
Home » Course Catalogue » MBA Electives » RSM2604H – Managerial Negotiations (Term 4 – Spring 2022)

RSM2604H – Managerial Negotiations (Term 4 – Spring 2022)

General Information

Instructor(s)

Promotional Video
Unavailable

Applicable Major(s):
(c) = Core, (r) = Recommended

Target Audience

This course is intended for students who aspire to work effectively with other people. This class provides an opportunity for students to develop their interpersonal skills and learn the basics of effective negotiation.

Format

There are three sections for Term 4, with two sections (401 and 404) having 8, 3 hours classes. Section 403 is in an intensive format and will have classes on March 11, 18, 26 and April 2. Please see the Term 4 Electives Schedule for more information.

Course Mission

Negotiation is the art and craft by which decisions are made, agreements reached, and disputes resolved between two or more parties.  This introductory course has three main aspects.  The first is to discuss and apply theories you may find helpful in improving your own negotiation skills.  The second, to help you sharpen your skills by having you negotiate with other students in realistic settings.  The third, to help you feel more comfortable and confident with the negotiation process. This course is intended to be relevant to the broad spectrum of bargaining problems that are traditionally faced by managers.  This course is also designed to complement the knowledge provided in other MBA courses and to prepare students for second-year electives in organizational behaviour, such as courses on leading teams and advanced negotiation.

Course Scope

The course scope encompasses three learning outcomes. The first will focus on strategies that help students enhance skills essential to value creation and value claiming through negotiations. The second will help students learn to manage and capitalize on a negotiation’s uncertainty and complexity. The third will help students increase capacity to manage interpersonal dynamics that affect the negotiation process. Students will learn using a variety of methods, including learning by example (both success and failure), and by doing (through scorable negotiation exercises). These ways will be complemented with opportunities for self-insight through peer feedback, and by discussions with classmates on their experiences negotiating with you and other classmates.

Evaluation and Grade Distribution

ComponentDue DateWeight
Class ParticipationOngoing20%
Self-Appraisal PaperUsually one week after final class80%

Required Resources

A book accompanies this course. The book, in my experience, is the best ongoing resource available for learning about managerial negotiations. The professor will also distribute supplementary materials throughout.

Notes

This course is a pre-requisite for anyone interested in taking RSM2603 Advanced Negotiations & Conflict Management.

Last Updated: 2021-12-02 @ 11:31 am