FALL 2026 SEMESTER
MANAGEMENT 4321 (UNDERGRAD)
NEGOTIATION AND CONFLICT RESOLUTION (CRN 71670)
M/Th 10:40AM-12:05PM Professor Roy Weissman
PREREQS: MGT1301 or MGT2301 or MGT1001
"What's one thing in your life right now that you wish you could change — but haven't found the way to get it done?" Professor Roy Weissman's class strives to teaches you how to get what you want.
Negotiation and Conflict (MGT 4321) is being offered this fall on Mondays and Thursdays at 10:40am. The course is built on a simple premise: we're all negotiators, whether we realize it or not — and the people who understand that have a serious edge in business, management, and life.
This isn't a lecture course. Every week involves hands-on exercises, including two full simulations, where students will work individually and in teams to build real, in-person negotiation experience. You learn by doing.
Here are 7 reasons this might be the highest-ROI elective you will ever take:
1. The $600,000 Phone Call. Your first job offer is almost always a lowball. Negotiating just $5,000 more on your starting salary can compound into over $600,000 in additional lifetime earnings. One 15-minute conversation. This class gives you the framework to have it confidently.
2. The Power of Knowing When to Walk Away. Had a landlord tried to pocket your security deposit? A roommate who conveniently forgot their share of the WiFi bill? Negotiation gives you a calm, structured way to handle conflict without the awkwardness. You'll learn that "no" isn't the end of a conversation — it's often where it actually begins.
3. Seeing Options Others Miss. Most people assume prices are fixed and rules are rigid. They're usually not. You'll start noticing leverage where others see dead ends
— whether that's getting a late fee waived, a better seat on a flight, or access to a room you weren't supposed to be in.
4. Understanding What People Actually Want. Negotiation is largely psychology. You'll learn to distinguish what someone is saying from what they actually want — a skill that's just as useful in a high-stakes group project as it is in a boardroom.
5. Getting Comfortable with Discomfort. Asking for a deadline extension, pushing back on a price, making a bold request — these things feel uncomfortable until they don't. This course builds a kind of quiet confidence that most people don't develop until well into their careers. You'll have it at 22.
6. Negotiating Into Rooms You Haven't Been Invited To Yet. When you're early in your career and "don't have enough experience," you need to make a compelling case with what you do have: energy, a fresh perspective, lower cost, internship experience and real motivation. This course teaches you how to turn that into leverage.
7. Becoming the Person Who Solves Problems. Companies promote people that solve problems. Many people do great work but many are not great problem solvers — companies promote people who can walk into a room with two clashing teams and find a solution that works for everyone. That's not a personality trait. It's a skill. And it's teachable.
Students spend four years in college learning a lot of things. This is one semester where you can learn how to advocate for yourself. Take control of your life and join us for a great semester!
Questions may be directed to Roy Weissman, Professor of the Practice, Management, Entrepreneurship, Consulting and Operations (MECO) at [email protected]