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 and Student Conduct

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.

Please review the Code of Academic Conduct and the Code of Student Conduct, both located online at

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, hybrid or online course.

VIII. Course Practices Required

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

Course may be taught as face-to-face, hybrid or online course.

IX.   Instructional Materials

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

Getting to Yes, New York: Penguin Books and Thompson (1991)
The Mind and Heart of the Negotiator, NJ; Prentice hall (2004)

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.

Oakton Community College is committed to maintaining a campus environment emphasizing the dignity and worth of all members of the community, and complies with all federal and state Title IX requirements.

Resources and support for
  • pregnancy-related and parenting accommodations; and
  • victims of sexual misconduct
can be found at

Resources and support for LGBTQ+ students can be found at

Electronic video and/or audio recording is not permitted during class unless the student obtains written permission from the instructor. In cases where recordings are allowed, such content is restricted to personal use only. Any distribution of such recordings is strictly prohibited. Personal use is defined as use by an individual student for the purpose of studying or completing course assignments.

For students who have been approved for audio and/or video recording of lectures and other classroom activities as a reasonable accommodation by Oakton’s Access Disabilities Resource Center (ADRC), applicable federal law requires instructors to permit those recordings. Such recordings are also limited to personal use. Any distribution of such recordings is strictly prohibited.

Violation of this policy will result in disciplinary action through the Code of Student Conduct.