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The business minor at Vanderbilt is a popular choice for students who are interested in business, and among the many business electives students can take, BUSA 3105 (Negotiation) stands out. Offered in both fall and spring semesters within the Business Pathways category, this class has no prerequisites or corequisites, making it appealing to first-year students and those still undecided about pursuing a business career. Should you consider taking this class? This article aims to provide additional information on this class beyond what is in the course description and offer a recommendation in the end.
What Do Students Do?
The course is built around a series of negotiation simulations covering scenarios ranging from selling a used truck to negotiating a higher salary. There are three stages to each simulation: pre-work preparation, in-class negotiation with peer feedback, and a post-work debrief session. For pre-work, students will review their assigned role and develop a negotiation strategy, including elements like their anchoring price and zone of possible agreement (ZOPA). These are some example terms that you will be taught in this class. Each student is then paired with a classmate as their partner, and they have the full class period to negotiate and attempt to reach an agreement. The following class will be a debrief session where students will discuss key takeaways from their most recent simulation.
Students are not graded on whether they “win” or “lose” the negotiation. Instead, their grades are based on how prepared they were (pre-work) and their reflection from the experience (post-work). In addition to the simulations, guest speaker presentations and special-topic classes on skills such as building trust are also key components of the class. Students will also complete one group paper and presentation on a present or past high-profile negotiation and take a final exam.
What Sets This Class Apart?
When asked about what makes the negotiation class stand out, Professor Jamie Leddin (who teaches the course) highlights that this class has a broad appeal: “Whether you are an Oboe performer or a chemical engineer, you will find relevant content here.” Students of all levels of negotiation experience are welcomed into a supportive, collaborative environment. Professor Leddin emphasizes, “Wherever you are in your negotiation skills, it is our hope as negotiation professors that you get better and better through the practical experience of simulations.”
“Whether you are an Oboe performer or a chemical engineer, you will find relevant content here.”
Professor Jamie Leddin, Vanderbilt University
Meredith Garnsey, a former student and now a TA, adds, “You don’t have to be great at negotiating or public speaking, and there’s really no pressure.” The class, she explains, can help to “develop your own negotiation style, which will help you in the future as well.” Salary negotiations, seller and buyer negotiations, lessor and tenant — the simulations get more complex as they go, gradually shaping students’ negotiation skills. Megan Kapacs, a current student in the class, contrasts negotiation with a persuasion class she took earlier: “Negotiation class brings more lively examples and real-world applications rather than theories.”
Furthermore, this class might transform how you think about negotiation. As Meredith shares, negotiation “is not about ‘winning’ or ‘losing,’ but finding solutions that best suits both parties.” Her view of negotiation changed from “beating out the other party” to finding common ground.
Another unique aspect of this class is its focus on cultural awareness. Meredith recalls a classmate from China who explained that in Chinese culture being too direct could harm relationships. “It was interesting to hear how negotiation approaches vary across cultures,” she shares, noting that cultural differences are constantly brought up in both class discussions and simulations. She believes this focus on culture will be valuable when working in international settings.
What Else Can You Expect?
A highlight of this class is the guest speakers that are invited to share their experience with negotiation. Last year, Ken Natori of the fashion brand Natori and William Dillard III from Dillard’s gave insights on B2B (business to business) negotiation and how small businesses protect their interests in a negotiation with a large retailer. Meredith said that her class even got to go on a private tour of Dillard’s.
Looking ahead, Professor Leddin is already planning potential new topics for the course, including the use of artificial intelligence in negotiations, reflecting the growing importance of AI in the business world. “Employers are using [AI] in the interview process more and more, so I want to be able to pull it into the classroom.”
Final Remarks
Negotiations is an application-based class that mirrors real-world situations and would prepare you with the skills needed to get the deals you want in your future career. With the supportive grading system, broad appeal, and minimum prior experience requirement, this class aims to build a collaborative environment and support your growth as a negotiator. If you are a student who is interested in business or just wants to be more comfortable with negotiations, BUSA 3105: Negotiation is worth taking.
