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MGMT 639 Fall 2014 1

MGMT 639: Negotiations in

Competitive Environments

FALL 2014
Section #601: Monday 2:20 4:50 p.m.
Section #602: Wednesday 2:20 4:50 p.m.
Wehner 107

Professors information
Dr. Kathryn King-Metters Office: 483K Wehner
Mays Business School Office hours: by appointment
Email: 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 more
important than ever. The challenges are legion: dealing with historys 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 business
world, 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, youll 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 (5
edition). Lewicki, Saunders, & Barry, McGraw-Hill, Irwin.
o ISBN: 978-0-07-353036-9
Get Paid What Youre Worth (2000). Pinkley & Northcraft. St. Martins Griffin.
o ISBN: 978-0-312-30269-6

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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
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 required
to support positive
negotiation outcomes.
Text chapters and classroom
discussions. Written
assignments to demonstrate
skills 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) 100
4. 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

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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 everyones
perspective, be open to discussing and/or debating those perspectives, and respect everyones 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 not
check 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
pmif your paper is time stamped by eCampus as 2:21 pm or later, I will not accept it.

In-class Participation (Instructors 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 the
readings, 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 dont 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 negotiators
prepare; bad ones fail to prepare and dont 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

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days 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 partners 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 and
your 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 have
an adverse effect on your grade. Use your softwares 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 topicthis 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.

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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 its 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 15

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
Universitys 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 allowed one 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- You must present a University acceptable notification in order to not lose
points for a missed class.

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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 for
reasonable accommodation of their disabilities. If you believe you have a disability requiring an
accommodation, please contact Disability Services, visit http//, 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:

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

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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
( 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
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
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, 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.

3.2.1 Faculty members have ethical obligations and responsibilities to the students of Texas A&M
University. Faculty members should foster scholarly values in students, including academic honesty, the
free pursuit of learning, and the exercise of academic freedom. 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. 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. 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

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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 Youre Worth
Phone Negotiations 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 5
Real 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 due

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