Course Schedule and Catalog
Course Schedule - Spring Semester 2027
Meeting location information can now be found on student schedules in ESTHER (for students) or on the Course Roster in ESTHER (for faculty and instructors).Additional information available here.
Meeting location information can now be found on student schedules in ESTHER (for students) or on the Course Roster in ESTHER (for faculty and instructors).Additional information available here.
MGMT 691 002 (CRN: 26796)
BREAKTHROUGH NEGOTIATIONS
Long Title: BREAKTHROUGH NEGOTIATIONS IN APPLIED CONTEXTS
Department: Management
Instructor: Wisneski, John
Meetings:
8:00AM - 6:00PM F (23-APR-2027 - 23-APR-2027)
8:00AM - 6:00PM S (24-APR-2027 - 24-APR-2027)
Part of Term: MBA ILE I
Grade Mode: Standard Letter
Course Type: Lecture
Language of Instruction: Taught in English
Method of Instruction: Face to Face
Credit Hours: 1.5
Course Syllabus:
Course Materials: Rice Campus Store
Restrictions:
Must be enrolled in one of the following Program(s):
MBA Hybrid
MBA for Professional Extended
MBA for Online Program
MBA for Professionals
MBA for Professional Weekend
MBA - Executive Program
MBA
Must be enrolled in one of the following Level(s):
Graduate
Graduate Quadmester
Prerequisites: MGMT 513 OR MGMP 709 OR MGMW 709 OR MGMT 711 OR EMBA 912
Section Max Enrollment: 0 (permission required)
Section Enrolled: 0
Enrollment data as of: 2-NOV-2026 1:36AM
Final Exam: GR Course-Dept Schedules Exam
Description: This course focuses on designing and conducting breakthrough negotiations in context, using the healthcare context as an example. It introduces a dynamic model and illustrates how negotiators should consider characteristics of a specific context in formulating and executing their negotiation strategies. The course uses a variety of exercises and simulations in the healthcare context to facilitate students’ understanding and internalizing of the framework and to sharpen their skills in contextualizing their negotiation strategies.