FIND YOUR SEAT

Sealing the Deal

MBA students sharpen their skills and learn how to negotiate with confidence

By Claire Curry

When we think of negotiation, certain situations come to mind, such as pitching for a starting salary at a new job or a well-earned raise in an established role. But there are many other situations in our day-to-day lives that call for negotiation.

“It’s not always ‘high stakes’ like getting better pay or getting a better deal from a supplier at your workplace,” says Holly Ferraro, PhD, an associate professor of Management at Villanova. “You may have negotiated with your children or partner this morning about anything from what you’re going to eat for dinner to what you’re going to do on vacation. Negotiation is constant in life.”.

People often get nervous negotiating when the pressure is high, but developing a skill set–and using it in everyday interactions–is what prepares us and makes stressful situations less daunting. This is the premise upon which Dr. Ferraro teaches Negotiations, a course in Villanova’s MBA program. The intensive class is delivered over one weekend and, through lectures and role-playing scenarios, provides students with opportunities to build upon their strengths and find the negotiator within.

“We tend to think of negotiators as having a certain personality,” Dr. Ferraro says. “They are people who don’t take no for an answer. They’re probably extroverted and very assertive. But what if that’s not you? You don’t have to become a different person to become a good negotiator.”

Dr. Ferraro notes that research shows there are skills introverted people can use to get positive results–for example, being a good listener, having a sense of humor and thinking creatively to find ways both parties can achieve desirable outcomes–and all are essential to a successful negotiation.

Before the course, students are assigned readings that explore a range of negotiation dynamics, including the impact of stereotypes and biases, as well as the role of empathy and emotional intelligence in navigating complex interactions and achieving positive results.

“I love teaching this class because of the students’ outcomes,” says Dr. Ferraro, noting that she often hears from students who have landed new jobs and successfully negotiated raises.

Caity Looby ’25 MBA applies what she learned in Dr. Ferraro's course to both her personal and professional life. The experience gave her the confidence to initiate a conversation about compensation at the manufacturing firm where she works as a project controller. “I was able to negotiate a higher salary,” says Looby.

The meeting with her supervisor was productive in more ways than one: It resulted in a clear path for her career advancement. “I had a goal to become a manager, and now I have the opportunity to learn more and build the knowledge base I need to get there.”