SMO 412, Lec X01 Effective Negotiations

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Spring 2021 Class Information

Days: Time: Room:

Tue and Thur 6:30 to 9:20 pm Links on e- class Contact Information

Instructor: Angela Karwal Email:

[email protected] /

Course website: https://ulearn.ualberta.ca/webapps/login

Office hours: No in person office hours. Please call at 780.340.1795 or email ______________________________________________________________________________

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. Ten [10] 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:

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

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

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) Question of the Day (2 @5% each) 10%

(b) Evaluations (2 @ 20% each) 40%

(c) Project (Take Home) 40%

100%

Final grades will be determined by cut-off points rather than a particular distribution.

Consideration will be given to a raw score out of 100 points, possible natural breaks, and any relevant factor that relates to students’ performance. Consideration will also be given to university policy on class grade point averages.

A grade of D will be used for borderline cases that for some reason should be given the minimum conditional pass of D. For the vast majority of cases, though, a score of less than 50 will be a fail and get a grade of F.

Required Texts:

Herb Cohen, You Can Negotiate Anything (Toronto: Carol Publishing Group, 1995) [ISBN: 0-8065- 0847-7]. [BOOKSTORE] [“Cohen” below]

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Roger Fisher & William Ury, Getting to Yes: Negotiating Agreement Without Giving In, 3rd ed.

(Toronto: PenguinBooks Canada Ltd. 2011) [ISBN: 0 14 01.5735 2]. [BOOKSTORE] [“Fisher” below]

SMO 412 – Effective Negotiations, Custom Course Readings and Simulation Package, printed with permission by Students’ Union Print Centre (SUPC), Summer 2018. [BOOKSTORE]

Please note the bookstore is closed. You may order books from the bookstore webpage for shipping to you or pickup see link here for more information:

https://bookstore.ualberta.ca/courselistbuilder.aspx Individual Work (10%):

This component is composed of 10% of your final mark which includes

two

"Questions of the Day". Each assignment will be worth 5%. “Questions of the Day” are sent out by email and are due as advised in the email.

“Questions of the Day” are questions asked to the students about topics discussed in class, you will be expanding your thoughts on the topic. Please write a maximum of 1 page, typed, double‐spaced in 12‐point font. They are graded as pass/redo. No late assignments will be accepted.

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 20

Hand-In EVALUATION 1 (@ beginning of class; 20%. Max. 800 words typewritten, double-spaced.

Evaluation 1 – is on Cohen [pp. 51-113, Chapters 4,5,6, Power, Time, Information.]. Due May 20 and a grading rubric will be provided.

Evaluation 2 (20%)– is on Fisher and Ury [pp.99-145]. Due June 10

Hand-In EVALUATION 2 (@ beginning of class; 20%. Max. 800 words typewritten, double-spaced.

Chapters 6,7,8, More Powerful, Won’t Play, Dirty Tricks]. Due June 10 and a grading rubric will be provided

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

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 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 student

behaviour as it appears here: https://www.ualberta.ca/governance/resources/policies-standards-and-codes- of-conduct/code-of-student-behaviour.html

Final Project:

The Final Project is to be done as an individual assignment. It is intended to encapsulate the learning process throughout the course. Students may wish to keep an individual, confidential journal during the course to assist them in completing this project. The Final Project is to be typewritten using 12-pitch font, double-spaced & 1” margins and a maximum of 10 pages long.

It should address the following topics, for which page guidelines are given

:

• The Characteristics of an Effective Collaborative Bargainer

• Discussion of Whether Accommodation is ever Appropriate

• When and How to Compromise in Negotiations

• Importance of Trust in a Negotiation

• Negotiation power and persuasion

• Negotiating in a Cross-Cultural Environment

The Final Project is due on or before June 17th @ 9:30 a.m.

Grading Criteria for individual assignments and final project:

• Displays understanding of the applicable readings and concepts.

• Able to apply the applicable readings or course concepts to your own negotiation experiences, and the styles used by your “partners in negotiations”.

• Ability to appropriately self-reflect on your negotiation style and draw lessons for self-improvement.

• Ability to demonstrate and discuss ways to improve your negotiation style-based on the applicable readings and course concepts.

• Organization of the paper.

• Clarity of communication.

• Correct punctuation, spelling and grammar.

ACADEMIC INTEGRITY:

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“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 https://www.ualberta.ca/governance/index.html) 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.”

UNIVERSITY POLICY ON COURSE OUTLINES:

Policy about course outlines can be found in Course Requirments, Evaluation Procedures

and Grading of the University Calendar.

AUDIO & VIDEO RECORDINGS:

"Audio or video recording, digital or otherwise, of lectures, labs, seminars or any other teaching environment by students is allowed only with the prior written consent of the instructor or as a part of an approved accommodation plan. Student or instructor content, digital or otherwise, created and/or used within the context of the course is to be used solely for personal study, and is not to be used or distributed for any other purpose without prior written consent from the content author(s).

Human Resources Management Competencies

At the end of this course you should have developed the following skills or knowledge:

a) - How to promote a collaborative work environment between the employer, the union (where it exists), employees, and other representative groups through clear and open communication to achieve a respectful, productive and engaged work force.

- How to interpret legislation, collective agreements, and policies consistent with legal requirements and organizational values to treat employees in a fair and consistent manner and manage the risk of litigation and conflict.

- How to recommend labour and employee relation strategies, when it comes to

negotiations, based on risks, costs and opportunities in order to achieve business objectives.

- How to negotiate as a means to resolve labour issues consistent with the law, economic and societal trends, and established objectives and strategies to achieve agreement.

b) This course should contribute to your understanding of the following Human Resources

Competencies by functional area:

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- Labour and Employee Relations

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.

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Day Date Articles / Readings Topics

Tuesday May 4

Problem-Solving.

Planning document

Introduction

Family Vacation Negotiation

Maple Tree Mart Briefing

Thursday May 6

Read Fisher @ 3-95 Read Cohen @ 15-50

No class – “Question of the Day” due May 7 by 9:00 a.m. – email to

[email protected]

Tuesday May 11

Read Cohen @ 51-113

Maple Tree Simulation Maple Tree Mart Debriefing Aircraft Sale Case / Debriefing

Cool Gadgets Briefing

Thursday May 13

Read Cohen @ 117-205 Cool Gadgets Simulation Cool Gadgets Debriefing

SunTar Industries Briefing

Tuesday May 18

Good/Bad Decisions handout

Read Fisher @ 99-145

EVALUATION 1

Due May 18

SunTar Industries Case

SunTar Industries Debriefing

Power, Rights and Interests

Strategic Negotiations & Human

Resource Management (HRM)

Thursday May 20

Read Cohen @ 209-255 Issue Analysis hand-Out

Strategy: Reality Checks Bargaining Relationships Multi-Cultural Negotiations

Alphaland Case simulation University Administration Briefing

Tuesday May 25

Reference Negotiation @ Chapter 12, 13

University Administration Case University Administration Debriefing

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Thursday May 27

Book Deal Briefing Book Deal Case Book Deal Debriefing

“Question of the Day” – Due by 11:59 p.m. Email to [email protected]

Tuesday June 1 No class Allow students to participate in

the Congress 2021 of the Humanities and Social Sciences.

Thursday June 3

No class Allow students to participate in the Congress 2021 of the Humanities and

Social Sciences.

Tuesday June 8

Dos & Don'ts (Hand-Out)

St. Jacques Baie Dam Case Briefing St. Jacques Baie Dam Case Debriefing St. Jacques Baie Dam Case

Thursday June 10

Evaluation 2 Due June 10 Case

“Master Negotiator”

Process of Mediation.

Ethics and Negotiation