Mgt 373 Negotiations

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- On-going Group Negotiation (10%)

You will be working in a group with two other classmates on a multi-round negotiation. Your group will be assigned either the role of union negotiators or management representatives, and will be paired with another group for two rounds of negotiations. Your group will work together to develop negotiating strategies and to complete the negotiations.

Before each of the two negotiations, you will receive detailed information regarding the negotiation. After each negotiation, your group should turn in the outcomes of the negotiation. In addition, after the first round your group will be asked to turn in the scoring system you developed for the negotiation. (We’ll talk more about scoring systems in class.)

Scoring System (5%): The scoring system you design for the first round of the ABC case will constitute 5% of your grade. Your scoring systems will be graded based on your understanding and application of an additive scoring system and your integration of issues in the case. Your scoring system is due in Week 4.

Round 2 Outcome for On-going Negotiation (5%): For the second round, each group’s outcomes will count for 5% of your grade. This grade will be based on how well your results compare to those of your peers in the same role. This on-going negotiation is the only instance in which your performance in a negotiation exercise will affect your grade. Your outcomes are due in Week 10.

- Real-World Negotiation Analysis (20%)

Although our course on negotiations has just begun, you have all been negotiating for years – perhaps without even thinking about the exchanges as negotiations. Likewise, in the past, you have probably overlooked many opportunities for potential negotiations. To encourage you to think about the many everyday opportunities you have to negotiate, and to improve your negotiation skills, you are being asked to go out and negotiate!

You can negotiate for anything you would like. Be creative. Your negotiation could involve a good or service from a merchant, a salary or bonus with an employer, a discount from a service provider, or anything else. Also, note that you do not have to buy anything to complete this assignment (e.g., negotiating with a child over bedtime). Similarly, your negotiations do not need to be a success – often, we learn as much from negotiations that fail as from those that succeed.

After you have completed negotiating, you should write an analysis of the negotiation that includes 1) a planning document, 2) a scoring system (if applicable), and 3) a post-negotiation analysis. This paper should be approximately 2-3 pages typed (no longer than 3 double-spaced pages, Times New Roman 12-point font). As with any post-negotiation analysis, the key is to focus on an analysis rather than a description of the negotiation. Your grade for this project will be based on your creativity and your analysis of the preparation, process, and outcome of the negotiation. This paper will be due at the beginning of class in Week 11.

There are two additional rules for this assignment:

- You may not tell the person with whom you are negotiating that this is for a class project, until the negotiation is complete (and then you can decide whether you want to tell them).

- You are not allowed to engage in a negotiation that you do not intend to follow through with if the outcome you desire is obtained.

- Final Exam (25%)

The final exam will cover the concepts discussed in class and in the readings, with an emphasis on in-class discussions. The exam will ask you to apply the course concepts, which means you need to know not only the definitions of various concepts, but the pros and cons of using various concepts strategically. Remember that you cannot stop a negotiation in the middle of its flow to go check your notes or a book – you must have access to this knowledge on the fly. This will be a closed book test. The final exam will be administered during finals week.

- Grading

See the Course Requirements and Evaluation above. Also, for each day an assignment is turned in late, the grade for the assignment will be reduced by one letter grade. For instance if an ‘A’ paper was turned in 2 days late, it would receive a ‘C.’

- Extra Credit (1-2 points)

You can earn up to two extra credit points in the course by bringing in good examples of different negotiations from movies and television shows. To receive a bonus point, you must provide me a copy of the clip and a brief note illustrating what concept from the course the clip exemplifies.

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Course Contents:

Class

Date

Topic

Assignments Due Today (at the start of class)

In Class Activity

After Class - Reading

1

9/19

Introduction to Course / Distributive Negotiations

Smile

Negotiate: Atomic Weight 14

Thompson: Preparation: What to do Before a Negotiation (pp 9-14)

Galinsky: Should You Make the First Offer

2

9/21

Distributive Negotiations

Smile

Class discussion

Prepare role for BioPharm-Seltek

3

9/26

Distributive Negotiations

Turn in planning document for BioPharm-Seltek

Negotiate: BioPharm-Seltek

Thompson: Distributive Negotiation: Slicing the Pie

4

9/28

Distributive Negotiations

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