Primary Navigation
  • About
  • Academics
  • Continuing Education
  • Admission
  • Student Life
  • Student Services
  • Library
  • News and Events
  • Giving
Negotiations

I.     Course Prefix/Number: MGT 285

       Course Name: Negotiations

       Credits: 3 (3 lecture; 0 lab)

II.    Prerequisite

MGT 117

III.   Course (Catalog) Description

Course involves real-life management and personal negotiation situations. Content includes the theory and processes of negotiation as practiced in a variety of settings including; preparing, measuring, conducting and debriefing individual and group negotiations.

IV.   Learning Objectives

Students will demonstrate the following objectives through participating in individual and group negotiation sessions.
1.    Evaluate the components of an effective negotiation including specific issues in question, examining stakeholder positions, interests, relationships, timing, environment and group dynamics.
2.    Determine the strongest communication, problem solving, and influence techniques appropriate to a given situation.
3.    Choose and execute effective strategies and tactics for different situations that commonly arise in interpersonal and transactional negotiations.

V.    Academic Integrity

Students and employees at Oakton Community College are required to demonstrate academic integrity and follow Oakton's Code of Academic Conduct. This code prohibits:

• cheating,
• plagiarism (turning in work not written by you, or lacking proper citation),
• falsification and fabrication (lying or distorting the truth),
• helping others to cheat,
• unauthorized changes on official documents,
• pretending to be someone else or having someone else pretend to be you,
• making or accepting bribes, special favors, or threats, and
• any other behavior that violates academic integrity.

There are serious consequences to violations of the academic integrity policy. Oakton's policies and procedures provide students a fair hearing if a complaint is made against you. If you are found to have violated the policy, the minimum penalty is failure on the assignment and, a disciplinary record will be established and kept on file in the office of the Vice President for Student Affairs for a period of 3 years.
Details of the Code of Academic Conduct can be found in the Student Handbook.

VI.   Sequence of Topics

Essentials of negotiation
Strategy, planning, framing
Distributive strategies an tactics
Integrative strategies and tactics
Negotiation styles
Trust and Relationships
Problem solving
Multiparty negotiations
Cross culture negotiation
Difficult negotiations
Distant negotiation

VII.  Methods of Instruction

Lecture, group work, case studies, role playing, simulations
Course may be taught as face-to-face, media-based, hybrid or online course.

VIII. Course Practices Required

Reading, writing, critical thinking, case study analysis, journal entries

IX.   Instructional Materials

Note: Current textbook information for each course and section is available on Oakton's Schedule of Classes.

Varies by instructor.

X.    Methods of Evaluating Student Progress

Grades are based upon case study reviews and class discussions and participation in role plays and final simulation

XI.   Other Course Information



If you have a documented learning, psychological, or physical disability you may be entitled to reasonable academic accommodations or services. To request accommodations or services, contact the Access and Disability Resource Center at the Des Plaines or Skokie campus. All students are expected to fulfill essential course requirements. The College will not waive any essential skill or requirement of a course or degree program.