Southern Miss MBA Students Strengthen Negotiation Skills Through New Intersession Course

Thu, 09/03/2026 - 09:34am | By: Bailey Harris Shoemake

At The University of Southern Mississippi, a new intersession MBA course piloted right before the fall semester began, challenging graduate students to strengthen their negotiation and persuasion skills.

On the first day of class, Keith Morris, adjunct professor and retired Shell Oil executive, asked the class to consider how often they negotiate without realizing it. He went on to explain, from discussing salary ranges to deciding where to have dinner with friends, negotiation reaches into nearly every area of life.

In “Never Split the Difference,” one of the two required textbooks for the course, former FBI hostage negotiator Chris Voss writes, “Life is negotiation.” That principle became the foundation of the course, offered by the School of Management in the College of Business and Economic Development.

The enrolled MBA students completed the intensive course in just two weeks, meeting daily to study and apply learning objectives in bargaining, cooperation, creative deal structuring, and relationship building. Offered as MBA 692: Special Problems in Business Administration, the course also expanded the options available to students pursuing the MBA on a one-year timeline.

“We are always improving our course offerings to meet the evolving needs of our students,” said Dr. Alex Scrimpshire, MBA director and assistant professor of management. “Offering intersession classes like this one not only provides an opportunity for a student to complete a course in a short time but also allows students to personalize their class schedule so it fits with the demands of their lives. This is the first step to a major goal of offering a nine-month pathway to an MBA at Southern Miss.”

Morris, a 1982 Southern Miss business management graduate, brought decades of experience into the classroom from domestic and international negotiations. For him, teaching the course was an opportunity to give back to the university that helped shape his own career.

“Southern Miss has been a great enabler for my professional endeavors,” said Morris. “The professors I had during my time here were an incredible influence on me to do my best and be my best in everything I do. It is an honor for me to continue that same tradition with our faculty to provide the best platform for success to Southern Miss Business students and their employers in the marketplace.”

His path to the oil and gas industry began right here on the Hattiesburg campus. As a student, Morris said he “basically camped out” to secure one of the coveted Shell Oil interview slots, never imagining that his determination would launch a decades-long career with the company.

Using concepts from Voss’ book and “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher, William Ury, and Bruce Patton, students participated in discussions and mock negotiations throughout the course in preparation for their final live negotiation.

Even bonus points on their quizzes where negotiable. Students could approach Morris in front of the class and attempt to persuade him to provide an opportunity for bonus points, thus turning a seemingly ordinary classroom interaction into another opportunity to practice their skills and receive feedback.

Based on their final proposals, Giavonna Strength, Matthias Haas, and Trevor Saucier were selected to participate in the live negotiations based on an original case study involving the purchase of a sought-after commercial property on Hardy Street. Assuming the role of business development managers, the students constructed proposals that accounted for stakeholders, risks, competing interests, deal alternatives, and opportunities to create value.

They then negotiated their offers with Dylan Evans, a 2016 business graduate of Southern Miss who serves as a business banking underwriter for Huntington Bank. Evans volunteered to portray the property owner, giving each student the experience of presenting a proposal and responding to an experienced professional across the table.

“This class has been a joy to be a part of,” said Strength, who ultimately closed the deal. “These skills that Mr. Morris has taught me are ones I can see myself using in all aspects of life, both personally and professionally. I am thankful that the MBA Program chose to offer this course as I believe it is a vital part of preparing students not only for their careers but truly for life.”

Haas, who also negotiated a successful deal, shared similar sentiments. “It truly has been an honor to be a part of the inaugural negotiations course at Southern Miss,” said Haas. “The class is easily the most valuable elective course I have ever taken.”

As the first Southern Miss MBA course dedicated to negotiation and conflict resolution, the pilot reflects the university’s ongoing Ready for Life commitment by preparing students for conversations that rarely follow a script. Whether negotiating a major business agreement or navigating an everyday decision, students left the course better equipped to listen, adapt and advocate for a successful outcome. 

About the College of Business and Economic Development 
The College of Business and Economic Development at The University of Southern Mississippi prepares students for success through applied learning, leadership development and nationally recognized academic programs. The AACSB-accredited college offers undergraduate, graduate, and certificate programs, including an MBA program that has been consistently ranked among leading programs by U.S. News & World Report and Fortune. Experiential learning is central to the college’s approach. Students gain real-world experience through client-based projects, internships, and employer engagement, supported by industry partners and an active alumni network. Located in Scianna Hall, the college provides access to specialized resources including the Center for Entrepreneurship, App Development Lab, Finance Lab, and Professional Sales Lab, where students develop in-demand skills through hands-on application and national competition.