SMO 412 Lec X01

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EFFECTIVE NEGOTIATIONS

Spring Session 2020

Time: Tues & Thur 6:30 pm – 9:20 pm Classroom: Online

Instructor: S. K. Young

Office Hours: By Appointment Telephone: 780 863-2794 (mobile) E-mail: [email protected]

____________________________________________________________________________________________

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.

GRADES:

The final grade in the course will be based upon:

15%

20%

(a) Class Negotiations*

(b) Essay "Getting To Yes"

(c) Midterm: Lewicki Chapters 1 - 5 (d) Project: Pre Negotiation Analysis (e) Final Exam

15%

*Negotiation Scenarios:

20%

1) Family Vacation (where to go, what to do) 2) Maple Tree Mart (sale of business) 3) Aircraft Sale (sale of business asset)

4) Cool Gadgets (negotiating a contract of employment) 5) Suntar Industries (settling a wrongful dismissal lawsuit) 6) Job Conflict (settling an employee grievance)

7) University Administration (collective bargaining) 8) Alphaland (cross cultural negotiations)

9) Book Deal (sale of intellectual property) 10) St. Jacques Baie (multi-party negotiations) 11) Lotto Negotiating (mediation simulation)

Each party (side) in a negotiation simulation will provide

their preparation sheet and a summary of the negotiation including:

• members of the party (group) & roles in the negotiation

• the issue(s) being negotiated, and

• the result of the negotiation.

30%

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SMO 412 – X01, Course Syllabus

Learning Outcomes:

1. At the end of the course you will have developed the following course specific skills or knowledge.

o Learn the different negotiation strategies, compete, compromise, collaborate, accommodate and avoid, and when it is most appropriate to use each strategy in negotiations.

o Learn how to prepare for negotiations

o Develop and understanding of the skills and techniques of negotiations o Develop communication and team work skills

o Develop critical thinking skills

o 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:

Analysis of "Getting To Yes": Assesses – Critical Thinking, Analysis, Application, and Written Communication

In Class Assignments: Assesses – Analysis, Negotiation Skills, Team Work, Ethical Awareness and Written Communication

Participation: Assesses – Oral Communication, Team Work, Global Awareness and Strategy

Individual Assignments:

Essay "Getting To Yes" 20%

Spring Term 2020

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. (maximum word count – 750 words)

The assignments require analysis and explanation. The assignments are not to merely regurgitate the material back to the instructor in the student’s words. “Analysis” is superior to “description,”

chiefly because it answers the question “WHY?” Description answers “What?” Virtually anyone can explain what happened. Analysis goes further by giving sound reasons why. It also identifies key factors and shows how they are linked with what happened and help explain it. Analysis further involves applying key concepts learned in the course to explain what has happened or what is good or bad about what has been written. In short, analysis gives sound reasons why; it also identifies key influences and relevant concepts and explains their linkages with what has occurred or been written to provide insights.

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 14 pages long. It should address the following topics, for which page guidelines are given:

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Spring Term 2020 SMO 412 – X01, Course Syllabus

REQUIRED TEXTBOOKS:

• Roy J. Lewicki, Bruce Barry, David M. Saunders, and Kevin Tasa, Negotiation (2015, 7th Canadian Ed., McGraw Hill Ryerson) [ISBN:9780078029448] ['Lewicki' below]

• SMO 412 – Effective Negotiations, Custom Course Readings and Simulation Package, printed with permission by Students’ Union Print Centre (SUPC), Fall 2010. [BOOKSTORE]

• Roger Fisher & William Ury, Getting to Yes: Negotiating Agreement Without Giving In, 2nd ed.(Toronto:

Penguin Books Canada Ltd. 1995) [ISBN: 0 14 01.5735 2]. [BOOKSTORE] [“Yes” below]

ACADEMIC INTEGRITY:

“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.”

(GFC 29 SEP 2003)

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Human Resources Management Competencies

1. 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:

- Professional Practice

- Labour and Employee Relations

Spring Term 2020

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SMO 412 X01-EFFECTIVE NEGOTIATIONS Spring Session 20 20

Note: Schedule may change

Topic/Objectives Activities Assignment(s)

Week 1 May5

Textbooks;

UAlberta Bookstore or

https://www.gettextbooks.ca/isbn/9780078029448/

May -7

In-Class Negotiation

Week 2 May12

May14

In-Class Negotiation #1 Family Vacation

Class #1

Class #2

Class #3

Class #4

#2 Maple Tree Mart Introduction to Negotiations

Family Vacation Summary - DUE May 6th 11:59 PM

Maple Tree Mart Summary - DUE May 8th 11:59 PM

Cool Gadgets Prep & Summary - DUE May 13th 11:59 PM

Read Lewicki Chapters 6 - 9

Aircraft Sale Summary - DUE May 15th 11:59 PM Chapter 1: The Nature of Negotiations

Chapter 2: Strategy & Tactics of Distributive Bargaining

Chapter 4: Negotiation:

Strategy and Planning

#4 Aircraft Sale

Chapter 3: Strategy & Tactics of Integrative Bargaining

#3 Cool Gadgets

Lecture

Family Vacation Debrief

Negotiation Preparation

Read Lewicki Chapter 1 - 5 for Midterm May 21st Read Getting To Yes Essay Due Feb 6^th

Lecture

In-Class Negotiation Airplane Sale Lecture

Maple Tree Mart Debrief Lecture Negotiation Preparation

In-Class Negotiation Cool Gadgets

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Week 3 May 19

May 21

Week 4 May 26

May28

ESSAY DUE

Max. 750 words typewritten, double-spaced. Describe it (1-2 paragraphs, Personalize it (What is your opinion?) Apply it (How can the concepts be applied and help you?)

Mid-term Exam, Negotiation Chapter 1-5 Class #5

Class #6

Class #7

Class #8

Spring Term 2020

Power, Rights and Interests

#5 SunTar Industries

#6 Job Conflict Grievance

Multi-Cultural Negotiations

SunTar Summary - DUE May 20th 11:59 PM

University Administration Summary - DUE May 27th 11:59 PM

Strategy: Reality Checks Bargaining Relationships

#8 Alphaland

Job Conflict Summary - DUE May 22th 11:59 PM

Alphaland Summary - DUE May 29th 11:59 PM Chapter 5: Ethics in Negotiation

Strategic Negotiations & Human Resource Management (HRM)

Chapter 6: Perceptions, Cognitions and Emotion

#7 University Administration Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Lecture

Negotiation Preparation In-Class Negotiation Lecture

Negotiation Preparation Lecture

Aircraft Sale Debrief

Lecture

Negotiation Preparation In-Class Negotiation

SunTar Industries Debrief

Job Conflict Grievance Debrief

University Administration Debrief Midterm

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Week 5 June 2

June 4

#10 St. Jacques Baie Dam In-Class Negotiation

Week 6 June 9

In-Class Negotiation Class #10

Class #9

Class #11

June 11 Final Exam

Spring Term 2020

#9 Book Deal In-Class Negotiation

Final Exam

Book Deal Summary - DUE June 3rd 11:59 PM

St. Jacques Baie Dam Summary - DUE June 5nd 11:59 PM

Lotto Summary - DUE June 10th 11:59 PM Mediation

St. Jacques Baie Dam Pre Negotiation Analysis - DUE June 4th 5:59 PM

Assigned Role for St. Jacques Baie Dam Chapter 9: Influence

#11 Lotto Negotiating

Alphaland Debrief Lecture

Lecture

Negotiation Preparation Lecture