University of Alberta
SMO 412, lec X01 Effective Negotiations
Spring 2017 Class Information
Days: Time: Room:
Tue and Thur 6:30 to 9:20 pm Business 3-06 Contact Information
Instructor: Angela Karwal Email: [email protected]
Course website: https://ulearn.ualberta.ca/webapps/login Office hours: By appointment only
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Course Description:
Involving a comprehensive study of negotiations, this course is aimed at potential managers, regardless of area. Emphasis is given to key principles for effective negotiations and, to a lesser extent, human resource management. Eleven [11] negotiations’ simulations are spread throughout the term. They are designed to permit students to practice and develop their skill at negotiating and to learn key concepts. Key concepts are to be learned both through simulation debriefings and in-class discussions of assigned readings.
There are a number of learning goals for this course:
To develop an understanding of the skills and techniques of negotiations, including understanding their strengths, weaknesses and limitations.
To learn concepts and principles and how to apply them, especially as they relate to negotiations, communication, and team work.
To think critically (constructively as well as analytically) and hopefully creatively in order to reconcile underlying interests/goals.
To have an enjoyable classroom experience, while learning to become more effective negotiators.
LEARNING GOALS:
Students are responsible for all assigned readings, including materials presented in lectures, class discussions, mini-cases. Slides from lectures will be posted to the course website but should not be viewed as a substitute for the material dealt with in class.
This is an upper level undergraduate course. The course components are designed to encourage you to come to class, to share your thoughts with others, and to learn from a variety of sources and methods. To achieve the maximum benefits from this course the student needs an open mind, the willingness to prepare seriously for class, to attend class and participate with the objective of learning as much as possible, and to work with the professor and other students in the class as colleagues.
It is imperative that you participate in class discussions and activities. Sharing your thoughts and opinions and working effectively with others is a key requirement in the organizations of today. My goals are for you to: read all materials assigned before class; come to class and actively participate and discuss the topic under consideration; and to think and write about what we’ve covered.
1. At the end of the course you will have developed the following course specific skills or knowledge.
Learn the different negotiation strategies, compete, compromise, collaborate, accommodate and avoid, and when it is most appropriate to use each strategy in negotiations.
Learn how to prepare for negotiations
Develop and understanding of the skills and techniques of negotiations
Develop communication and team work skills
Develop critical thinking skills
Learn to think creatively in order to reconcile underlying interests and goals of the parties to a negotiation
2. This course incorporates the learning goals of the B.Com program in particular: Critical
Thinking, Ethical Awareness, Global Awareness, Oral Communication, Teamwork and Written Communication
3. Final Grading is done on the basis of individual student achievement of the course and program outcomes. These outcomes are measured by the following assessments:
Individual Assignments: Assesses – Critical Thinking, Ethical Awareness, Global Awareness, Written Communication
Final Project: Assesses – Critical Thinking, Ethical Awareness, Global Awareness, Written Communication
Participation: Assesses – Oral Communication
Grading:
The final grade in the course will be based upon:
(a) Class Participation 10%
(b) Quiz 20%
(b) Evaluations (2 @ 20% each) 40%
(c) Group Presentation 30%
100%
Grades will be posted online at https://ulearn.ualberta.ca. Sign in with your campus computing ID and password. If you have trouble you may need to go to the campus computing site and change your password.
Grade Distribution
The final grade distribution will reflect what is set out in the University of Alberta Marking and Grading Guidelines (The correct link to to the official University of Alberta Assessment and Grading Policy is: https://policiesonline.ualberta.ca/PoliciesProcedures/Pages/DispPol.aspx?PID=101
95+ = A+ 80+ = B+ 65+ = C+ 50+ = D+
90+ = A 75+ = B 60+ = C
85+ = A- 70+ = B- 55+ = C-
In my experience, the class GPA is a 3.0, your final grade is a combination of your absolute performance in the course and your performance compared to the others in the class.
Required Texts:
• Herb Cohen, You Can Negotiate Anything (Toronto: Carol Publishing Group, 1995) [ISBN: 0-8065-0847-7]. [BOOKSTORE] [“Cohen” below]
Roy J. Lewicki, Bruce Barry, David M. Saunders, and Kevin Tasa, Negotiation (2015, 7th Canadian Ed., McGraw Hill Ryerson) [ISBN:9780078029448]
• SMO 412 – Effective Negotiations, Custom Course Readings and Simulation Package, printed with permission by Students’ Union Print Centre (SUPC), Fall 2010. [BOOKSTORE]
Optional Text:
Roger Fisher & William Ury, Getting to Yes: Negotiating Agreement Without Giving In, 2nd ed.
(Toronto: PenguinBooks Canada Ltd. 1995) [ISBN: 0 14 01.5735 2]. [BOOKSTORE] [“Yes” below]
Optional reading: Read Yes @ 4-129 (optional)
Evaluations (40%)
Your assignment is to write a critique of the assigned readings. Do you agree or disagree with the ideas, strategies, and theories in the readings? Why or why not? How useful are the ideas expressed in the readings to the process of negotiation? What did you like or dislike about the readings and why? Discuss these questions in light of your negotiating experiences.
Evaluation 1 (20%)– is on Cohen [pp.117-148]. Due May 19
Hand-In EVALUATION 1 (@ beginning of class; 20%. Max. 800 words typewritten, double-spaced Critique of Cohen @ 117-148. Does it make sense in light of your negotiation experiences? Give word count.
Evaluation 2 (20%) – is on Negotiations (Chapter 13). Due June 8
Hand-In EVALUATION 2 (@ beginning of class; 20%. Max. 800 words typewritten, double-spaced.
Critique of Negotiations @Chapter 13. Give word count. Does it make sense in light of your negotiation experiences?
The preceding criteria reflect the following questions which I seek to answer in marking assignments:
How clearly and incisively (in terms of getting to core matters) is this person thinking?
How well does this person seem to understand the materials, especially key concepts and how they are applied or interrelated (if applicable)?
How well constructed are the arguments that support the points being made? Do the reasons given make sense as they stand? Is there a better way to support the points being made?
Can the student apply the ideas in the readings to the student’s negotiation experiences, both inside and outside of class?
Participation (10%)
An important facet of class participation involves bringing critiques of readings to class and discussing them with fellow students in “peer learning.” These critiques should foster learning about coaching, providing feedback, and team work. Participation in simulations clearly is another key feature of class participation. Desired traits include being (1) reliable and (2) well-prepared and participating in a manner that (3) promotes learning, and (4) is consistent with the University of Alberta’s code of behaviour and code of standards for human research, as follows:
University of Alberta’s CODE OF STUDENT BEHAVIOUR, at:
http://www.ualberta.ca/~unisecr/policy/sec30.html
HUMAN RESEARCH—UNIVERSITY OF ALBERTA STANDARDS FOR THE PROTECTION OF HUMAN RESEARCH PARTICIPANTS, at:
http://www.ualberta.ca/~unisecr/policy/sec66.html.
This is to promote a safe, constructive learning environment.
Team Project
A Team Project is due on the day your group presents in class (last day of class – June 13).The team project is worth 30% of the final mark. Of this, 25% is the mark you receive from your project and 5% is a self-graded evaluation of your team members. For the 5% evaluation of your team members, allocate 5% across the other members of your team (not yourself). Evaluations of team members are due the day the project is due by written note to the instructor. Teams of six members will be self-formed by late May. If you join a team, you must commit to work with them. If your fellow team members fire you from the group, you will have an individual project due at the final exam. Your team membership is your choice.
Each team will choose a topic and do a presentation on
• The Characteristics of an Effective Collaborative Bargainer
• Discussion of Whether Accommodation is ever Appropriate
• When and How to Compromise in Negotiations
• Strengths & Weaknesses of Experiences when Negotiating
• Negotiation power and persuasion
Each team will create a 20 minute presentation. The first 5 minutes of your presentation MUST include introductions of your group members, an introduction to your topic, and a preview of what you will cover in the rest of your presentation. Next, use 15 minutes for video clip, skits, role play, Powerpoint,
discussion, or handouts to support and explain your topic. Each group's objective is to educate the class in an interesting and creative way about how we can learn more about the topic.
To support your presentation, please consider the integration of course materials, personal experiences in negotiations and overall learning.
What is handed in for the presentation case (presentation notes, Powerpoint slides, handouts, etc.). There is no associated report or transcript.
Presentation criteria are: Presentation Skills and Interest; Content and Key Learning Points (what the class should learn and take away from the case presentation); Quality of Thought and Argument; and Timing.
The presentations will be viewed in class on the hand-in day. I will evaluate your presentation. Your group will receive a document from me when all the presentations have been graded. The document will outline:
a. A few paragraphs on my reactions to your group's work
b. A grade using the rubric that lists your mark on each criterion in the rubric (and a copy of the rubric)
If you join a team, you must commit to work with them. If your fellow team members fire you from the group, you will present on your own. If there are problems within your group with contributions of the members, see the instructor as soon as you can.
Quiz (20%)
The quiz will be a mix of true / false and multiple questions to test material discussed through lectures, notes, and readings.
University Policy on missed exams
Policy can be found in 23.5(6) Absence from Exams of the University Calendar.
Recording of Lectures
Recording is permitted only with the prior written consent of the professor or if recording is part of an approved accommodation plan.
Academic Integrity and Honesty
The University of Alberta is committed to the highest standards of academic integrity and honesty.
Students are expected to be familiar with these standards regarding academic honesty and to uphold the policies of the University in this respect. Students are particularly urged to familiarize themselves with the provisions of the Code of Student Behaviour (online at www.ualberta.ca/secretariat/appeals.htm) and avoid any behaviour which could potentially result in suspicions of cheating, plagiarism, misrepresentation of facts and/or participation in an offence. Academic dishonesty is a serious offence and can result in suspension or expulsion from the University. (GFC 29 SEP 2003)
University Policy on Course Outlines
“Policy about course outlines can be found in Section 23.4(2) of the University Calendar.”
Course Schedule
The following schedule is provided with the intent of helping you track topics and assignments. It does not represent a complete list of topics and is subject to modification as the course evolves. You will be advised of changes as far in advance as possible.
Day Date Text Articles / Readings Topics
Tuesday May 9
Overview In-Class Negotiation Selected Video-
Clips
Buy Textbooks ;
Read Cohen: pages. 1-113
Reference: Negotiation textbook chapter 2, 3 Planning document
Introduction Problem-Solving:
Family Vacation Negotiation Maple Tree Mart Briefing
Thursday May 11
In-Class Negotiation
Debriefing
Reference: Negotiation @ chapter 4, 6
Introduction to Power Maple Tree Mart Case Maple Tree Mart Debriefing Aircraft Sale Case / Debriefing
Tuesday May 16
In-Class Negotiation
Discussion
Cohen @1 -45 & 49-113
Reference Negotiation @ chapter 15
Cool Gadgets Briefing Cool Gadgets Case Cool Gadgets Debriefing SunTar Industries Briefing
Thursday May 18
In-Class Negotiation
Debriefing Guest Speaker
Read Cohen @149 – 205 Good/Bad Decisions handout
Reference Negotiation @ Chapters 8 and 9 EVALUATION 1
Due May 18
SunTar Industries Case SunTar Industries Debriefing
Power, Rights and Interests
Strategic Negotiations & Human Resource Management (HRM)
Tuesday May 23
Selected Video- Clips
Issue Analysis hand-Out
Reference Negotiation @Chapter 11
Strategy: Reality Checks Bargaining Relationships
Thursday May 25
In-Class Negotiation
Reference Negotiation @ Chapter 12, 13
University Administration Briefing University Administration Case
University Administration Debriefing
Tuesday May 30
Reference Negotiation @ Chapter 16
Multi-Cultural Negotiations Book Deal Briefing
Book Deal Case Book Deal Debriefing
Alphaland Case
Thursday June
1 Quiz (20%)
Tuesday June 6
In-Class Negotiation Selected video clips
Dos & Don'ts (Hand-Out)
Book Deal Case Book Deal Debriefing St. Jacques Baie Dam Case
Briefing Debriefing Lotto Negotiating
Thursday June 8
In-Class Negotiation Selected video clips
Evaluation 2 Due June 8
Reference Negotiation @ Chapter 5
Case
“Master Negotiator”
Process of Mediation.
Ethics and Negotiation Tuesday June
13
Presentations