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RSM2604H – Managerial Negotiations

General Information


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Applicable Emphases:
(m) = Main, (s)= Supplemental

  • Leadership (m)

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

  • Leadership and Change Management (c)

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.


Spring 2023. Class time will be 4, 7-hour sessions, scheduled during the weekends of March 18/19 and April 1/2.

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 PaperRoughly one week after final class80%

Required Resources

A required negotiations text accompanies this course. The book we will use is arguably the best ongoing resource available for learning about managerial negotiations. The instructor will also distribute supplementary negotiation case materials throughout the course on an as-needed basis.


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

Last Updated: 2022-09-29 @ 12:32 pm