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Pace University MGT 650 Lubin School of Business Fall 2011 Dept. of Management & Management Science W 6 8:45pm ______________________________________________________________________________ MGT 650: NEGOTIATIONS & BARGAINING ______________________________________________________________________________ PROFESSOR Dr. Katherine M. Richardson OFFICE HOURS Mon: 2-5:30pm Wed: 4-5:30pm Or by appointment. W486 Lubin School of Business Pace University One Pace Plaza

EMAIL PHONE FAX 212-618-6587 212-618-6410


REQUIRED TEXT & MATERIALS Negotiation (6th edition), Lewicki, Barry & Saunders; McGraw-Hill. ISBN: 978-0-07338120-6. Negotiations: Readings, Exercises, and Cases (6th edition), Lewicki, Saunders, & Barry; McGraw-Hill. ISBN 978-0-07-353031-4.

OVERVIEW & COURSE DESCRIPTION This course aims at developing your negotiation and conflict management skills. It is relevant to a broad spectrum of negotiations, including but not limited to those that managers, HR professionals, and other professionals encounter at work and in their daily lives. We will explore the role of individuals, groups, and organizations in the negotiation process. This course is primarily experiential and is designed to help you understand and navigate the negotiation process as it unfolds in a variety of settings. During class you will engage in a series of negotiation exercises (simulations, role playing) and debriefings. The selected negotiation exercises allow for an exploration of different facets of the negotiation process. Almost all of the negotiations require advance preparation. You are expected to be fully prepared for the negotiation exercises prior to class and to participate actively in the debriefings. Sitting in MGT 650 will not automatically turn you into experienced, shrewd negotiators just like taking tennis or golf lessons does not miraculously transform you into an accomplished tennis or golf pro! By reflecting critically on your experiences in this class, however, you will be able to recognize and correct many of the mistakes that nave negotiators commit and increase your capacity to negotiate effectively. The course will teach you, among other things, how to adequately prepare for negotiations, how to develop a better sense of the interests you are trying to pursue through the negotiation process, how to recognize when your interests can be made compatible with those of others and when not, how coalitions are formed, and how differences are mediated and sometimes resolved.

Richardson MGT 650

OBJECTIVES & LEARNING GOALS Gain a better understanding of the negotiation process in a variety of circumstances Develop confidence in your individual negotiation skills Acquire a practical framework for managing conflict in negotiations Learn to effectively communicate with your negotiation counterparts, including ability to analyze their goals and behavior Address the use of ethical principles in decision making related to negotiations Work effectively in teams on multiparty negotiations

GRADING Attendance and Participation Final Negotiation Negotiation Analysis Paper Journal Planning Documents Cultural Intelligence Scale Six Channels of Persuasion Survey SINS II Questionnaire Reputation Index

20% 20% 20% 10% 5% 5% 5% 5% 10%

1. Attendance and Participation (20%) This class has a strict attendance policy. I realize that everyone has competing demands (work, family, other classes). This class, however, is so intensively based on participation, discussion, and role playing that you need to attend all classes and you need to be in class on time. The learning is interdependent that is, others in the class depend on your timeliness and participation to engage in the class activities that constitute the core learning experience. You may miss one negotiation exercise without penalty IF you notify me by 1pm on the day of class in order to be excused. If you fail to notify me of an absence prior to class, you will receive zero points for participation for that class. Coming to class late will also result in lower participation grades. Missing a second negotiation exercise will reduce your overall class grade by one letter score (for example from an A- to a B-). If you decide to drop the class, please contact me immediately via e-mail as I have coordinated negotiations in advance throughout the semester. Participation is a critical element of the learning process. You should strive to contribute unique and relevant perspectives that move the class discussions forward, to challenge and debate salient issues. Students who get the highest participation grades typically offer different, but relevant, perspectives, contribute to moving the discussion and analysis forward, build on one anothers comments, and apply theory to practice. Students who get moderately high grades participate by asking questions, summarizing discussion points, and sharing examples. Students who attend class without contributing or actively participating receive low participation grades. Evidence of

Richardson MGT 650

non-preparation for the class and distracting participation are penalized. 2. Final Negotiation (20%) This score will be calculated based on your score on a final negotiation we do in class on 12/7. This is a highly complex negotiation with 6-8 different parties, and closely simulates a work environment with multiple sets of competing interests. More information on how this is graded will be given out in class before the negotiation. Failure to participate in the negotiation due to absence from the last class session FOR ANY REASON will result in a zero for this part of the course. 3. Negotiation Analysis Paper (20%) Each student is also required to write a Final Negotiation Analysis paper based on a negotiation episode in which the student has been directly involved or that he/she has closely observed OUTSIDE OF CLASS. General guidelines for the Negotiation Analysis paper can be found on Blackboard. 4. Journal (10%) Students will keep an online negotiations journal using Google Documents. [Log in using your Pace gmail or other gmail account]. Select Create New Document Title it your last name, first initial (e.g., Richardson K) Select the Share button in the top right corner, or go to File => Share and enter my gmail address: I will periodically review your journals and make Comments accordingly Journal entries should be completed by 10pm on the second day following each class (i.e., Friday). After each class, write a short (one page or so) entry into your online journal, addressing the following questions: The basics of the negotiation (simulation name, your role, and your negotiation partners). What did you learn about negotiations from this simulation? How specifically did at least one concept from the readings apply to this weeks simulation? Be sure to reference the readings from that week or a previous week that you found particularly applicable or descriptive of what occurred in your negotiations. What surprised you about how the negotiations transpired and what helps explain the previously unanticipated developments? I STRONGLY encourage you to make your journal entries closely after each simulation, when your thoughts, impressions, and ideas are fresh and most meaningful. 5. Planning Documents (5%) You are required to prepare a Planning Document for each negotiation. Instructions on how to prepare the planning document will be given in the second week of class. At the beginning of each class for which a negotiation is scheduled, you are required to turn in a related planning document. Make a copy of the planning document for your own use during the in-class negotiation. During the semester, I will randomly select and grade the planning documents from

Richardson MGT 650

two negotiations (the same negotiations for each student). The other planning documents will be graded using a credit/no credit policy. Reading 1.6 in the R book may be helpful here.

6. Cultural Intelligence Scale (5%) This self-assessment can be found in R book as Questionnaire 6 (p 693) and is due on 10/5. 7. Six Channels of Persuasion Survey (5%) This self-assessment can be found in R book as Questionnaire 3 (p 682) is due on 10/12. 8. SINS II Scale (5%) This self-assessment can be found in R book as Questionnaire 2 (p 680) and is due on 10/19. 9. Reputation Index (10%) This index will be calculated on your negotiating reputation with your classmates on the basis of their experience with you over the course. The index is a proxy for the long-term effects of reputations created by negotiation activities in organizations, because the negotiations you conduct today affect the ways you are seen by others tomorrow. The index recognizes that those individuals who have a reputation of competence, benevolence, and integrity will have an advantage in future negotiations, and those who do not have such a reputation will be at a disadvantage. Reputation evaluations will be due on the night of the final negotiation, 12/7.

EMAIL Your email address in Blackboard is set as your Pace email account. This means that all the email I send you from Blackboard will go to your Pace email account. If you primarily use email account other than Pace, you need to set it to forward e-mail to your primary account. Or if you use e-mail program such as Outlook Express, you can add your Pace account there.

REASONABLE ACCOMODATIONS FOR STUDENTS WITH DISABILITIES The Universitys commitment to equal educational opportunities for students with disabilities includes providing reasonable accommodations for the needs of students with disabilities. To request an accommodation for a qualifying disability, a student must self-identify and register with the Coordinator of Disability Services for his or her campus. No one, including faculty, is authorized to evaluate the need and arrange for an accommodation except the Coordinator of Disability Services. Moreover, no one, including faculty, is authorized to contact the Coordinator of Disability Services on behalf of a student. For further information, please see Information for Students with Disabilities on the Universitys web site.

Richardson MGT 650

COURSE SCHEDULE & ASSIGNMENTS LSB = Lewicki, Barry & Saunders R = Readings book
Date 9/7 9/14 Topic Introduction: Nature of Negotiation Strategy & Planning Reading for Class LBS: 1 LBS: 4 R: 1.2, 4.3 LBS: 2, 3 R: 1.4, 1.6 Assignment Due In-Class Negotiation The Used Car (4) The Salty Dog Texoil (not in book) City of Tamarack (12)

Brief Bio (see last page of syllabus) Planning document (City of Tamarack)


Distributive Bargaining & Integrative Negotiations NO CLASS Rosh Hashanah Individual Differences: Negotiation Style & Choice

9/28 10/5

LBS: 14, 15 R: 4.1, 4.2

Planning document (Salary negotiations) Cultural Intelligence Scale (p 693) Planning document (Bestbooks/Paige) Six Channels of Persuasion (p 682) Planning document (Island Cruise) SINS II Scale (p 680) Planning document (Bullard Houses) Planning document (Negot. Corp Change) No planning document needed, just bring 3 $1 bills to class Planning document (Live8)

Salary Negotiations (14)


Communication & Biases

LBS: 5, 6 R: 2.1

Bestbooks/Paige Turner (19)


Power & Influence

LBS: 7, 8 R: 1.1

Island Cruise (13)



LBS: 9 R: 2.10, 2.11 LBS: 13 R: 2.9 LBS: 12 R: 3.11 R: 2.6

Bullard Houses (not in book) Negotiating Corporate Change (not in book) Coalition Bargaining (23) Live8 (17)


Multiparty Negotiations




Online Class: Negotiating Online NO CLASS Happy Thanksgiving! Mediators & Arbitrators

11/23 11/30

LBS: 19 R: 3.4, 6.6 LBS: 20 R: 6.3

Planning document (Elmwood hospital) Planning document (Global Aeronautical Products) Submit via email or drop box by 6pm

Elmwood Hospital (21) FINAL NEGOT: Global Aeronautical Products


Putting it All Together Reputation Index Due


Negotiation Analysis Paper Due

Richardson MGT 650