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Negotiations is one of the most popular courses in the BBA program. What do you think resonates so strongly with students? 

Everyone negotiates daily. Some do it strategically, others randomly. This is a skill that will serve students over their lifetime, and it is both challenging and fun to learn in the classroom. 

Without giving away too many secrets, what’s one exercise or moment in the course that tends to surprise students? 

When we give our students a case and then introduce them to a class of Negotiations students in Poland, Israel, or South Korea, with a deadline to close the deal, there are always raised eyebrows. Time zones, languages, interpreters – students are given a set of real-world challenges to deal with as they negotiate a settlement. 

You’ve long championed inclusive leadership. How does diversity of perspective enhance negotiation outcomes? 

You always want people on your team evaluating options: what will we do if this negotiation isn’t delivering our desired outcome? How many options do you have? What are the weaknesses as well as the strengths in your proposed outcome? Diversity of perspective requires colleagues who play the devil’s advocate so you can strengthen your strategies. 

How does ÕýÆ·À¶µ¼º½ Cox foster a community where students feel empowered to speak up, collaborate, and lead? 

Through multiple student organizations and collaborations with Dallas companies and Chambers of Commerce, students are given ample opportunities to use their newly acquired skills in negotiation and leadership. The president of the International Business Club recently assisted the European American Chamber of Commerce of Texas in hosting a Danish trade delegation led by Prince Joachim of Denmark. Another student leader assisted in hosting a delegation of Ukrainian drone manufacturers in meeting with potential investors from the Texas business community. These are opportunities to see and utilize negotiation and leadership skills on the ground. I always cite the FFA motto I was raised with: Learning to do, doing to earn, earning to live, and living to serve. 

Would you mind sharing one of your favorite student success stories with us? 

Over the years, several students and alums have shared how they have negotiated their compensation packages using skills from the class. Some increase their compensation by $5k, some by $20k, utilizing the strategies we discussed in class. 

If you could leave prospective students with one message about what they’ll gain from the ÕýÆ·À¶µ¼º½ experience, what would it be? 

This is a team-oriented, case-based course. You will make friends in this class that will be with you for a lifetime. 

Thank you, Professor Denson! Your commitment to developing thoughtful, globally minded negotiators continues to shape the Cox experience in meaningful ways.