Mgmt 439 - Negotiations

MGMT 439

Instructor Information:

Instructor’s Name: Josh Street Email Address: jstreet@tamu.edu Office Location: Bolton Hall 005

Office Hours: T: 4p-5p W: 11:30a-1:30p and by appointment. Course Supervisor: Dr. Kevin Barge

Course Description: Overview of the various theories and processes of negotiation relevant to the

broad spectrum of negotiation problems faced by employees and managers, and in situations outside

of organizations; discovery of optimal solutions to problems and means to implement solutions

through classroom simulations, role playing and case studies. Prerequisite: MGMT 363.” (TAMU

Undergraduate Catalog).

Required Textbooks and Materials

• Lewicki, R. J., Barry, B., and Saunders, D.M. (2014). Negotiation (7th ed.). New York:

McGraw-Hill. You are responsible for all information in the 7th edition. ISBN: 9780078029448.

• Course Packet (copyright for cases). The packet is being produced by Notes N Quotes and given

to me, which I will distribute throughout the semester as necessary. Contact Notes N Quotes to pay

for your packet and bring the receipt to me (you will not received any material when you pay, you

are merely paying for the rights to use the case materials).

• Access to e-Campus for materials posted electronically.

Learning Outcomes

This class takes a practical approach to negotiating in a Western culture using theoretically based

examples stressing the role of communication. We live in a world that is constantly negotiated.

Whether negotiating car prices, group responsibilities, pay raises, or our own identities, we

negotiate more than we may realize. This course is designed to look at how negotiation occurs in

various contexts. We will look at the tensions, strategies, objectives, and motivations behind

negotiating. Of course, all of this will be