Negotiation MNO May Term Taos 2012 Daily- May 15 th 31st

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1 Negotiation MNO May Term Taos 2012 Daily- May 15 th 31st Instructor: Steve Denson Office 125 H MBA Suite Fincher Building, Cox School Department: Management and Organization MNO 3370 Textbook: Getting to Yes: Negotiating Agreements Without Giving In by Fisher, Ury, and Patton Cases will be distributed in class for the in-class exercises with role assignments made at that time. Course Description: Think about how you negotiate each day. In your life you have to negotiate realistic expectations from your significant other, family, restaurants and service providers, your employer, workplace, colleagues, and internal and external customers. As an adult in the real world, you will be required to know when to make a decision vs. when to negotiate. For these reasons, this course will utilize both cases and lectures to deal with methods of improving negotiation skills for life. This encompasses issues ranging from personal salary negotiation to win/win negotiation in the family. Through case studies and a series of classroom exercises, students will explore the attitudes and positioning of human nature when confronted with the need to negotiate and seek to establish analytical methods to find the best approaches to a variety of issues in both individual and group settings. International and intercultural negotiation will also be discussed. Learning Objectives: Completing this course should equip students with the ability to confidently negotiate in personal and corporate settings, with knowledge of general negotiation strategies and ploys. Students will be prepared to look at the big picture and think strategically about achieving desired outcomes through negotiation as well as preparing BATNA s in case of negative outcomes. To Prepare for Class: Class assignments must be read or completed prior to the class for which they are listed. In addition, you must read the role/materials handed out during class prior to the next class. Failure to 1

2 prepare for a negotiation will result in a reduction of your participation grade. It is very evident to me as well as your negotiation partners/opponents when you come unprepared. Class time will be spent participating in negotiation simulations, evaluating the techniques and skills used in the simulations and discussing the validity of various strategies and alternative approaches to successful negotiation. Occasionally, you will have to spend time outside of class completing a negotiation or working with a team to prepare for a negotiation. Final Exam: The final exam for this course will consist of a multi-party negotiation, in which the class negotiates with a group of outside business professionals. Final Exam Times: TBA Calendar of Assignments: Day 1 Overview of course: Ethics, Courtesy, & Responsibility Day 2 Negotiation: Framing, Strategies, and Tactical Planning Read Dartmouth Case 1 for Read the first half of Getting to Yes Activities: #1 Debrief #1 Roles/Materials for #2 Day 3 Executing a Strategy in Negotiation/Team Management Read Dartmouth Case 2 for, prepare team strategy and hand in an outline of team strategy, including BATNA and reservation price Activities: #2 Debrief #2 Roles/Materials for #3 Day 4 Contextual Negotiation Strategies: Distributive, Integrative, and Contentious Finish Reading Getting to Yes Read Dartmouth Case 3 for 2

3 Activities: #3 Debrief #3 Roles/Materials for #4 Day 5 Sales Negotiation: Strategies and Techniques Read Dartmouth Case 4 for, and strategize the best solutions. Activities: #4 Debrief #4 Roles/Materials for #5 Day 6 Preparation: Communication, Perception and Bias, Leverage, Ethics Read Dartmouth Case 5 for Activities: Quiz 1 #5 Debrief #5 Day 7 Making It Work Financial Negotiation Read Dartmouth Case 6 for Activities: #6 Debrief #6 Roles/Materials for #7 **Please note- This assignment will be handed out in class on the day of the exercise and will cost each participant $10, cash only** Day 8 Problem-Solving Negotiations: Multi-Party, Conditions, Groups, and Relationship Management Read Dartmouth Case 7 for Activities: #7 3

4 Debrief #7 Roles/Materials for #8 Day 9 Collaborative Bargaining and the Court of Public Opinion Read Dartmouth Case 8 for Activities: #8 Debrief #8 Roles/Materials for #9 Day 10 International and Cultural Interpretations Read Dartmouth Case 9 for Activities: #9 Debrief #9 Roles/Materials for #10 Day 11 Strategies for Intercultural Negotiation, Step by Step Read Dartmouth Case 10 for Activities: #10 Debrief #10 Roles/Materials for #11 Day 12 Managing Difficult Negotiations and Using Third Parties Read Dartmouth Case 11 for Activities: #11 Debrief #11 Roles/Materials for #12 Day 13 Activities: Final Exam Pulling it all together 4

5 Key Learning Objectives 1. To create an understanding of the strategies, methods, contentious tactics, and types of negotiation that occur in personal, corporate and other settings 2. To familiarize students with the practice of negotiation and to make them comfortable with negotiating, thinking strategically, and achieving identified goals/outcomes. How Achieved By using a comprehensive textbook, class lecture, Harvard Dispute Resolution and Dartmouth case studies, in-class negotiation and subsequent debrief/discussion, students will learn to think strategically and to analyze negotiations for better outcomes Through the role play exercises, students may use the classroom as a lab to experiment with different negotiation styles, finding what works for them, what doesn t, and identifying contentious tactics that may be used against them in future, real world negotiations and forming responses to these tactics. Grading: The final grade will consist primarily (60%) on your in-class participation in negotiation exercises, subsequent discussion, and debriefing of cases. The remainder (40%) is based on your performance on quizzes, assigned written work, and homework as assigned. I reserve the right to raise or lower your final grade as much as two notches for excessive absences. Attendance/Participation: The course will concentrate on in-class negotiations to practice the techniques discussed during lectures. Main discussion will occur during debrief, to discuss what worked, what didn t and what lessons may be learned. Dartmouth cases will continue to be used. Attendance is recorded at every class. This class depends on your attendance and participation. Because of the unusual amount of class discussion and the role-playing exercises, participation is essential. Disability Accommodations: Students needing academic accommodations for a disability must first be registered with Disability Accommodations & Success Strategies (DASS) to verify the disability and to establish eligibility for accommodations. Students may call or visit to begin the process. Once registered, students should then schedule an appointment with the professor to make appropriate arrangements (See University Policy No. 2.4). Religious Observance: Religiously observant students wishing to be absent on holidays that require missing class should notify their professors in writing at the beginning of the term, and should discuss with them, in advance, acceptable ways of making up any work missed because of the absence. (See University Policy No.1.9.) Honor Code: The faculty has the responsibility of encouraging and maintaining an atmosphere of academic honesty by being certain that students are aware of the value of it, that they understand the regulations defining it, and that they know the penalties for departing from it. The faculty should, as far as is reasonably possible, assist students in avoiding the temptation to violate the honor code. 5

6 Students must share the responsibility for creating and maintaining an atmosphere of academic honesty and integrity. Students should be aware that personal experience in completing assigned work is essential to learning. Permitting others to prepare for their work, using published or unpublished summaries as a substitute for studying required materials, or giving or receiving unauthorized assistance in the preparation of the work to be submitted are directly contrary to the honest process of learning. Students who are aware that others in a course are cheating or otherwise acting dishonestly have the responsibility to inform the professor and/or brig allegation to the Honor Council. If you are uncertain whether a behavior is a violation of the SMU Honor code, you have an obligation to contact your course professor for clarification. Evaluation: The various course requirements will carry the following weight in assessing the final evaluation: 60% - Class attendance and participation in discussion, especially participation in Harvard and Dartmouth case negotiations and subsequent debrief 25% - Written Assignments and Quizzes 15% - Final Exam Class Participation: Punctual and regular attendance; active participation in discussions and role plays; significant commentary in debrief. Attendance by itself DOES NOT constitute class participation. Class Decorum: No computers/laptops may be open or on the desk during class. Turn off all cell phones. Do not read newspapers, books for other classes, or other outside reading material during class. Professional respect and courtesy for your fellow students is imperative at all times. Do not engage in side-discussions during class, as this distracts your professor and fellow students. Walking into class late or leaving early is disruptive. If you have to leave early, make arrangements before class begins, and then, when you leave, do so quietly. Be aware that arriving late and leaving early can impact the portion of the grade assigned for class attendance and participation. 6

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