syllabus for negotiations for competitive enviroment

8/11/2019 Syllabus for Negotiations for Competitive enviroment

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MGMT 639 Fall 2014 1

MGMT 639: Negotiations inCompetitive Environments

FALL 2014

Section #601: Monday 2:20 – 4:50 p.m.

Section #602: Wednesday 2:20 – 4:50 p.m. Wehner 107

Professor’s information

Dr. Kathryn King-Metters Office: 483K Wehner

Mays Business School Office hours: by appointment

Email: [email protected] Mgmt. Dept. Phone: 979.845.4851

Prerequisite: Graduate classification or permission

Course Description and Objectives

Changes in society, the global economy, and the ways people work have made negotiating skills moreimportant than ever. The challenges are legion: dealing with history’s most diverse work force, doing

business with customers who tell you how to run your business, negotiating with foreign counterparts—

and more. These are not just issues of corporate concern; they are also of increasing importance to your

personal success.

This class takes a practical approach to negotiating in a Western culture using theoretically based

examples stressing the role of communication. We live in a world that is constantly negotiated. Whether

negotiating car prices, group responsibilities, pay raises, or our own identities, we negotiate more than

we may realize. This course is designed to look at how negotiation occurs in various contexts. We will

look at the tensions, strategies, objectives, and motivations behind negotiating. Of course, all of this will

be with the aim of making you a more knowledgeable – and practiced – negotiator. You will be

introduced to some of the basic types of negotiation you can expect to encounter both in the businessworld, and your personal world.

This class takes a very hands-on and collaborative approach to learning. We will have multiple

opportunities to negotiate during our class. During these hands on exercises, you will learn about

thinking on your feet, collaborating, judging outcomes, being creative, and reaching optimal solutions.

All in all, you’ll be enabled to do all of the following:

• Acquire a fundamental understanding of both the art and science of negotiation

• Gain a broad intellectual understanding of negotiation

• Develop confidence in yourself as a negotiator capable of planning and resolving conflicts

through negotiation

• Improve your ability to discern and interpret behaviors and motives of others • Provide yourself first-hand experience before entering the corporate world

Required Course Materials

Essentials of Negotiation (5th edition). Lewicki, Saunders, & Barry, McGraw-Hill, Irwin.

o ISBN: 978-0-07-353036-9

Get Paid What You’re Worth (2000). Pinkley & Northcraft. St. Martin’s Griffin.

o ISBN: 978-0-312-30269-6

mailto:[email protected]






“Notice: As a student at Texas A&M, you are not under any obligation to purchase a textbook

from a university affiliated bookstore. The same textbook may also be available from

independent retailers, including online retailers.”

Additional readings as distributed during the course. Role playing details will be distributed.

Lecture notes: Much of the lecture material will expand on the class’ assigned readings for that

session. Please do not mistake reading the assigned material as a substitute for coming to class.

Learning Objectives

Learning Objective Instructional Activity Assessment

Identify the benefits of using

effective negotiation skills to

reach agreements and to

resolve difficult issues.

Read chapters in text;

discuss examples in class;

practice skills in role playing

activities

Write several planning documents for

upcoming negotiations and write

reflections after completion of role

plays. Written exams.

Recognize specific

preparation skills and

strategies that are requiredto support positive

negotiation outcomes.

Text chapters and classroom

discussions. Written

assignments to demonstrateskills and strategy abilities.

Written exams and written

assignments; demonstrated in role

playing exercises.

Develop appropriate work

setting negotiation strategies

that drive toward outcomes

beneficial to all parties.

Work in team role playing,

text chapters, and

classroom discussions.

Role playing outcomes, written

preparation and review after role

plays. Written exams.

Course Requirements and Grading

Class time will be devoted to lectures, case discussions, videotapes, movies, role-plays, and quizzes. Lectures

will provide analytical concepts that will integrate the readings and serve as useful frameworks for a richer

understanding of cases and role-plays. Cases, videotape, movies, and the role-plays themselves will provide the

"application" aspects of this course. In addition, there will occasionally be "out of class" role-plays and

preparation documents that must be completed before the next class begins. These will be described in

extensive detail.

Your grade will be based on the following requirements (more details about the requirements

themselves are found later in this document). The percentage values (weights) for each are also noted.

Activity Points Awarded

1. Class participation 100

2. Pop Quizzes (2) 50

3. Planning Documents (2) & Reflections (2) 1004. Phone Negotiation 200

5. Online Negotiation 200

6. Real World Negotiation and Idea Approval 200

7. Case Write-up (Final Exam) 150

Total 1,000 points = 100%

Classroom Environment

We will maintain a classroom environment designed to promote open discussion, professionalism, and

mutual respect. Our class sessions will include primarily discussions, role plays, lectures, and guest




speakers. As with any good debate or discussion, I anticipate that we will occasionally discuss some

issues about which there is disagreement. I would hope that we will listen carefully to everyone’s

perspective, be open to discussing and/or debating those perspectives, and respect everyone’s rights to

their respective opinions.

Class will start on time each day, so please be in the classroom ready to begin at the scheduled time.

Please turn your cell phones and similar devices off (or at least put them in silent mode) and do notcheck emails, texts, etc. during class. If caught, I will hold your phone for you until the end of class and

you will lose 50 points from your final grade calculation. The exception to this rule is while you are

waiting for your peers to finish their role play; checking your electronics is acceptable at that time. Just

please put them away once class starts up again.

Note that I rarely accept assignments late. All assignments are due the moment that I begin class on the

due date or as indicated in the course schedule. The only exception is to bring me a university excused

absence. If you are going to be late to my class on the day that a paper is due, it is your responsibility to

submit the paper to our eCampus classroom assignment area before class begins. Class starts at 2:20

pm…if your paper is time stamped by eCampus as 2:21 pm or later, I will not accept it.

In-class Participation (Instructor’s Evaluation): The success of this type of class is good class

participation and meaningful discussions. Feel free to share your successes and mistakes with the rest of

the class so that you and the rest of us may learn from your situations. If you run into a negotiation

situation in the real world, we want to hear about it. Tell us how it went, what you did well and what

you did not so well.

This class provides a safe environment in which you may make mistakes and not pay for them (unlike in

the business world!). Your comments will be evaluated based upon how much they contribute to the

overall understanding of the material, how much they provide constructive criticism for yourself and

others, how much they offer unique insights from real-world experience, and how much they cause us

to expand our thinking of the subject at hand. Note that this score also has a great deal to do with how

well you prepare outside of class. When I call on you, be prepared to answer. If you have done thereadings, you will not have any problems.

Negotiation Scenarios: You will be divided into teams regularly over the course of the semester. You will

be presented with a brief scenario in which you will be given a negotiation objective. Your opponent(s)

will be presented with the same scenario, but a different objective. You will read and understand your

scenario and constraints prior to beginning your negotiation; you will have time to plan your strategy.

You will then enter into negotiations with your opponent(s). We are here to learn, so don’t think you

have to win every time. Still, I want to see evidence that you can apply what I teach you and make use of

it. Just giving up right off the bat will negatively affect your grade.

Preparations for Negotiation Write-ups: Preparation for a negotiation is essential. Good negotiatorsprepare; bad ones fail to prepare and don’t have a job. As such you will be required to develop your

Planning Document for several of our in-class negotiations before the start of class. You will use this plan

in your negotiation that day. You will need to bring two copies to class; one for me and one to use in

your role playing exercise.

Negotiation Reflections: Another way we learn is through reflection. At the end of class, you will finish

your negotiation planning form with your personal reflections on how well or poorly you did on the




day’s negotiation. I will review these documents and give you feedback for your use in future

negotiations. You will write up two of these reflections to submit for a grade.

These write-ups are an opportunity for you to evaluate your strengths and weakness, your progress, and

your observations throughout the semester. Topics you should discuss include:

• Whether or not you achieved your desired outcome and why • How your outcomes compared to your partner’s and to your classmates’

• How behaviors, styles, approaches, and/or planning affected outcomes

• What you did well and how you can improve for future negotiations.

You should look at these exercises as a way of thinking about what worked well, what did not, and

developing a plan to improve for the next negotiation.

Phone Negotiation: This will include your planning document and then a reflection on how you did on

the negotiation.

Online Negotiation: This will include your personal planning for and reflections on negotiations you

conduct with a partner (to be assigned). These negotiations will be done via email between you andyour partner. Your final submission must include your transcript from the negotiation. You should

expect the transcript to be no longer than three pages. You and your partner can create the transcript

together (by copying your emails into one document) but your final submission must be your own work

on your personal planning, participation, and outcomes.

Written Assignment Formats: Written assignments will be submitted online via eCampus and turned in

at the start of class. You should use Times New Roman, size 12 font, single or 1.5-spaced text, printed

on both sides of the paper. If it is not formatted as such, points will be deducted. References must be

included with citations to support your conclusions. Complete directions will be distributed for each

specific written assignment.

Poor grammar, misspelled words, and so forth detract from your work. This distraction, in turn, will havean adverse effect on your grade. Use your software’s Spell Check function properly. Consider all written

assignments as a client project that you are presenting to a business consulting client. As future

business leaders, you should expect to be able to communicate your ideas clearly and concisely in both

written and verbal formats.

Real World Negotiation and Reflection Assignment: At some point during the course, you must go out

and conduct a live negotiation. What is being negotiated may be anything of value to you: a major

purchase, something job or employment related, relations with peers / coworkers, etc. Note that I must

approve your topic…this gets a little tricky if I do not.

You may not change your topic once you have it approved by me so make sure it is going to happen.

An unacceptable final negotiation will hurt your final grade. Start thinking about your choice for this

assignment immediately. You can post your idea to eCampus as soon as you wish for my approval.

The following rules apply to this actual negotiation:

1. You must negotiate for something non-trivial. That is, you should care about how the negotiation

turns out.

2. The other person(s) must not be another student in the class or the instructor.

3. The other person(s) must not be aware either before or during the negotiation that it will be used to

satisfy course requirements.




4. You must articulate (in writing) a pre-negotiation planning document before the live negotiation (to

be included in the final submission).

5. If at all possible, you should try to interview the other person or any observers about the negotiation

after it’s over.

Your final submission will include your planning document and your reflections on the outcomes. A

form will be posted on eCampus for your use in completing this assignment.

Case Write-Up, Grading, and Make-Up Policy: In lieu of an in-class final exam, a case will be analyzed

and your response submitted to eCampus. It will be due no later than December 15 at 5 p.m. The case

will be posted on eCampus immediately after the last class session and can be completed and submitted

at any time up until December 15th.

Any questions or appeals about individual questions on an assignment must be made in writing via email

within seven (7) days after the assignments have been returned. My make-up policy is the same as the

University’s policy. Details are found in the section of the syllabus titled University Policies. No extra

credit will be available for any student regardless of the circumstances.

Attendance Policy

This class only meets once per week. Role playing is not possible to make up later. Missing a class,

therefore, is highly discouraged unless ill or due to an emergency. You are allowedone unexcused

absence for any reason (illness, interview trips, etc.). More than this will count against your

participation grade. Your course grade will be dropped one entire grade for unexcused absences

exceeding 20%. More than 35% unexcused absences will result in failing the course. Please notify the

professor (via email) prior to the start of class if you will not be in attendance.

Excused absences will be handled according to University Policy (see http://student-

rules.tamu.edu/rule07). You must present a University acceptable notification in order to not lose

points for a missed class.

http://student-rules.tamu.edu/rule07









UNIVERSITY POLICIES

ADA Statement

The Americans with Disabilities Act (ADA) is a federal anti-discrimination statute that provides

comprehensive civil rights protection for persons with disabilities. Among other things, this legislation

requires that all students with disabilities be guaranteed a learning environment that provides forreasonable accommodation of their disabilities. If you believe you have a disability requiring an

accommodation, please contact Disability Services, visit http//disability.tamu.edu, call 845-1637 or go to

Cain Hall, Room B118.

Aggie Honor Code

“An Aggie does not lie, cheat, or steal or tolerate those who do.”

Upon accepting admission to Texas A&M University, a student immediately assumes a commitment to

uphold the Honor Code, to accept responsibility for learning and to follow the philosophy and rules of

the Honor System. Students will be required to state their commitment on examinations, research

papers, and other academic work. Ignorance of the rules does not exclude any member of the Texas

A&M University community from the requirements or the processes of the Honor System. For additional

information please visit: www.tamu.edu/aggiehonor/

Food & Beverage Policy

We have beautiful and state-of-the-art classrooms in the Wehner Building and Cox Hall. We want to

maintain the high quality of these classrooms for the students in future years. Thus, it is necessary for

you to adhere to the established policy of NO BEVERAGES, FOOD, TOBACCO PRODUCTS, OR ANIMALS

(unless approved) within the Wehner Building and Cox Hall classrooms. Water is allowed.

University Statement on Harassment and Discrimination

Texas A&M is committed to providing an educational and work climate that is conducive to the personal

and professional development of each individual. To fulfill its multiple missions as an institution of

higher learning, Texas A&M encourages a climate that values and nurtures collegiality, diversity,

pluralism and the uniqueness of the individual within our state, nation and world. The university also

strives to protect the rights and privileges and to enhance the self-esteem of all its members. Faculty,

staff and students should be aware that any form of harassment and any form of illegal discrimination

against any individual is inconsistent with the values and ideals of the university community.

Individuals who believe they have experienced harassment or illegal discrimination are encouraged to

contact the appropriate offices within their respective units. Students should contact the Office of the

Vice President for Student Affairs at 845-4728.Make-Up Policy

If an absence is excused, the student will be allowed to make up work within 30 calendar days from the

last day of the absence. To be excused the student must notify his or her instructor in writing

(acknowledged e-mail message is acceptable) prior to the date of absence, and provide appropriate

documentation for the absence. In cases where advance notification is not feasible (e.g. accident or

emergency) the student must provide notification by the end of the second working day after the

http://www.tamu.edu/aggiehonor/







absence, including an explanation of why notice could not be sent prior to the class. The reasons

absences are considered excused by the university are listed below. See Student Rule 7 for details

(http://student-rules.tamu.edu/rule7.htm). The fact that these are university-excused absences does

not relieve the student of responsibility for prior notification and documentation. Failure to notify

and/or document properly may result in an unexcused absence. Falsification of documentation is a

violation of the Honor Code.

1) Participation in an activity that is required for a class and appears on the university authorized

activity list.

2) Death or major illness in a student's immediate family.

3) Illness of a dependent family member.

4) Participation in legal proceedings or administrative procedures that require a student's

presence.

5) Religious holy day.

6) Illness that is too severe or contagious for the student to attend class.

a) Injury or illness of three or more class days -- student will provide a medical confirmation

note from his or her medical provider within one week of the last date of the absence (see

section 7.1.6.1)b) Injury or illness of less than three class days – student will provide the following within one

week of the last date of the absence: (i.)Texas A&M University Explanatory Statement for

Absence from Class form available at http://shs.tamu.edu/forms.htm, or (ii.) Confirmation

of visit to a health care professional affirming date and time of visit

7) Required participation in military duties.

8) Other absences may be excused at the discretion of the instructor with prior notification and

proper documentation.

ACADEMIC FREEDOM POLICY

3.2.1 Faculty members have ethical obligations and responsibilities to the students of Texas A&MUniversity.

3.2.1.1 Faculty members should foster scholarly values in students, including academic honesty, the

free pursuit of learning, and the exercise of academic freedom.

3.2.1.2 Faculty members should act professionally in the classroom and in other academic

relationships with students. Faculty members should exercise critical self-discipline and

judgment in using, extending, and transmitting knowledge. Faculty members are entitled to

freedom in the classroom in discussing their subject, but they should be careful not to

introduce into their teaching controversial matter that has no relation to their subject.

3.2.1.3 Faculty members should maintain respect for the student and for the student's role as a

learner. Faculty members should evaluate students on the true merit of their academic

performance. Faculty members should be available at reasonable intervals to students for

consultation on course work.

3.2.1.4 Faculty members shall not engage in any exploitation, harassment, or illegal

discriminatory treatment of students.

12.01.99.M2 University Statement on Academic Freedom, Responsibility, Tenure, and Promotion

Approved June 20, 1997 Revised July 27, 2001 Supplements System Policy 12.01

http://student-rules.tamu.edu/rule7.htm



http://shs.tamu.edu/forms.htm








MGMT 469 Daily Class Schedule Fall 2014

Mon or Weds Topic Readings/Assignments/ Due

Sept. 1 / 3 Course introduction Watch Movie: “12 Angry Men”

Sept. 8 / 10 Discussion of “12 Angry Men” movie Chapters 1-3 Distributive & Integrative Negotiations Elevator Speech due

Sept. 15 / 17 Salary Negotiations Get Paid What You’re Worth Phone Negot iat ions due

Sept.17 & 18 Mays Career Fair in Reed Arena

Sept. 22 / 24 Distributive vs Integrative Negotiations

Sept. 29 / Oct. 1 Negotiation: Strategy & Planning Chapter 4

Oct. 6 / 8 Perception, Cognition, & Emotion Chapter 5Real World Negotiation Idea Due

Oct. 13 / 15 Communication Chapter 6

Gender, Personality, & Abilities

Oct. 20 / 21 Finding & Using Negotiation Power Chapter 7

Oct. 27 / 29 Ethics in Negotiation Chapter 8

Third-Party Approaches

Nov. 3 / 5 Relationships in Negotiation Chapter 9

Nov. 10 / 12 Multiple Parties & Teams Chapter 10

Nov. 17 / 19 International Negotiations Chapter 11 & 12

Real World Negotiation d ue

Nov. 24 / 26 No class meeting this week Online Negotiations due By 5pm , Nov. 30, on eCampu s

Dec. 1 / 3 Cross-Cultural Negotiations

Dec. 15 Take Home Exam due

To be submitted via eCampus on or before Dec. 15, 2014, at 5 p.m.

(The instructor reserves the right to make changes as needed to this schedule.)