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F18 - ORGS 6560A - Course Outline - Astray

Course outline
Course

Negotiations (Sb/Emba 6400)

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Students shared 3 documents in this course
University

York University

Academic year: 2018/2019
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Sedami Koutangni
York University
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ORGS 6560A 3: Negotiations Negotiations Course Outline Fall 2018 Wednesday, 11:30-2:30pm, beginning September 12 th SSB E112 Instructor Assistant Tatiana Astray tastray@yorku Office hours: by appointment Carla D’Agostino N303A (416) 736-5095 cdagostino@schulich.yorku Brief Description This course will provide students with insight into their own negotiation style and how to become a more effective negotiator. The course takes an experiential approach to exploring the concepts, theories, and psychology of negotiations. Students will gain knowledge of the different approaches to negotiations and the strategies and tactics unique to each. The course will provide students with opportunity to learn, practice, and refine negotiation skills as well as equip them with the skills necessary to negotiate constructive resolution to conflict in the workplace. Prerequisite Prerequisite: SB/ORGS 5100 or INTL 5220 3 for IMBA students Contents Prerequisite................................................................................................................................................ Course Objectives....................................................................................................................................... Organization and Deliverables at a Glance................................................................................................. Course Material.......................................................................................................................................... Expectations: Attendance and Class Honour Code..................................................................................... Evaluation of Student Performance............................................................................................................ Calculation of Course Grade....................................................................................................................... General Academic Policies: Grading and Academic Honesty...................................................................... Schedule of Topics and Readings................................................................................................................ ORGS 6560 p. 2 Course Objectives The purpose of this course is to help you understand the theory and process of effective negotiations. The course will complement the technical and diagnostic skills learned in other courses at Schulich. While a manager needs strong analytical skills to develop optimal solutions to problems, good negotiation skills are needed in order for these solutions to be accepted and implemented. Great analysis is of little value if you are unable to win support for the actions it recommends. To provide you with the opportunity to develop both analytical frameworks and practical skills in negotiation, the course will rely primarily on experiential learning. After taking this course, you should:  Gain a broad intellectual understanding of the central concepts in negotiation.  Develop a toolkit of useful negotiation skills, strategies, and approaches.  Develop confidence in the negotiation process as an effective means for resolving conflict in organizations.  Improve your analytical abilities and your capacity to understand and predict the behavior of individuals, groups, and organizations in competitive situations. Organization and Deliverables at a Glance How do we study negotiations? Practice. Reflection. Analysis. Practice again… This course is unapologetically “experiential.” The best way to learn negotiation skills and actually internalize them is to negotiate in a setting where insight is offered, feedback is plentiful, personal reflection is encouraged, and careful analysis is required. The course is built around a series of negotiation exercises and debriefings. Almost all exercises require preparation in advance. Some exercises require students to prepare outside of class as a team. As such, a significant component of the course grade (15%) reflects the expectation that students are committed to the course by being fully prepared for exercises prior to class and to participate in the debriefings. Assignment/Task Course Commitment & Contribution Total % 15 Outside World Negotiation Write-up Quizzes (2 x 15%) Final Paper & Journal Entries 15 30 40 100% Author Individua l Individual Individual Individual Course Material Required reading for this course includes the following book. It is available for purchase from the York University bookstore.  Lewicki, R., Barry, B., Saunders, D., & Tasa, K. (2017). Essentials of Negotiation (3RD Canadian edition). Supplementary reading: ORGS 6560 p. 4   education experience of this class without the written consent of the instructor. Once assigned, grades are non-negotiable. Please ask for specific guidance before assignments are due. I am quite happy to share suggestions about how to produce high quality work. Do not read ahead in the textbook! Only read the assigned chapter and fully prepare for role plays. Evaluation of Student Performance The final grade for the course will be based on the following components: 1. Course Commitment & Contribution (15%): Participation in this course takes several forms. First, students are expected to demonstrate commitment and contribution by being fully prepared for class and approach each negotiation exercise seriously and professionally. When a negotiation role is assigned in advance, you are expected to attend class with a thorough understanding of the role materials and be ready to negotiate with a comprehensive grasp of the assigned case materials. In addition to having carefully read and absorbed your role information, students are required to prepare a planning document for certain negotiation exercises. See appendix to this syllabus for a sample planning document format. The requisite planning documents are listed in the weekly class schedule listed below. Students are required to bring two copies of your planning document to class so that you can submit one copy to the instructor at the beginning of the class. Planning documents are mandatory but will not be graded; their purpose is to ensure proper preparation and to illustrate cumulative learning. Second, you are expected to participate in all class discussions and will be evaluated (at the end of term) on the quality (not the quantity) of your contribution to class discussions. Although students must not read ahead in the textbook, you are required to read the assigned chapters for each class and reflect on how your class negotiation experience converged or varied from the textbook theories. If you are do not feel comfortable engaging in class discussion, then you need to approach me at the beginning of the term and discuss alternative ways in which you will show class engagement . Quality comments possess one or more of the following properties:  offer a different and unique, but relevance, perspective;  contribute to moving the discussion and analysis forward;  build on other comments;  transcends 'I feel' comments. That is, it includes some evidence, argument, or the recognition of inherent tradeoffs. In other words, the comment demonstrates some reflective thinking. Third, you are also expected to be diligent and thorough in the feedback you provide to your peers about their conduct during the negotiation exercise. Similarly, your counterpart will be asked to comment on your participation. After each negotiation exercise, students will be required to complete a confidential feedback survey sheet for the instructor’s information. This sheet will pose a number of questions about the exercise, including asking the student to comment on their counterpart’s level of advance preparation for the exercise as noted above. 2. Outside World Negotiation Write-up (15%): During the course, you are to go into the outside world and negotiate for something which you would normally not negotiate. Write-up your experience in 8001000 words focusing on why you think the specific outcomes was agreed upon (as opposed to some ORGS 6560 p. 5 other outcomes) and what you learned as a result. Quality papers will refer to topics covered in the textbook and class in the discussion. The paper must be double-spaced, using a 12-point font, and with 1 inch margins. 3. Quizzes (30%): Two short quizzes will be given over the term. Questions will be based on the textbook and the lectures. The time allocated for each quiz will be 30 minutes, and the quiz will always take place at the very beginning of the class session. Questions will be of different types, such as multiple choice, short answer and situational questions in which you must choose a response and justify your choice. 4. Final Paper & Journal Entries (40%): The Final Paper must select a topic covered in the textbook and substantially analyze the subject matter both through academic research and your individual experiences. For example, a final paper might examine the area of gender and negotiation. Such a paper would discuss personal reflections on the issue of gender in the context of academic scholarship pertinent to the topic and observations from the course negotiations and/or personal or professional negotiations. The Final Paper may focus on any major or minor concept or topic canvassed in the course textbook. The paper must provide an original and compelling analysis of the theme with mention of academic readings and personal experiences. Students are expected to reference a minimum of three academic articles in the bibliography of the Final Paper. The paper must cite recent or leading research, including data, quotations and specific examples drawn from the academic articles and textbook readings. Your journal entries serve as moments of pause and reflection throughout the course to help make the learning stick and force you to consider how you will become a better negotiator.  They also provide some raw data for your paper at the end of the semester. The questions below are some examples of how to get you started with this process, though journal entries are free form:  (1) What are (or were) your strengths as a negotiator? (2) What are (or were) your weaknesses as a negotiator?  How can you manage your weaknesses? (3) What qualities/techniques did you admire in the negotiation behavior of others?  (4) What experiences from the simulations and exercises were especially memorable to you?  What lessons did you learn?  (Here you may want to discuss some details of how you and your counterparts negotiated particular exercises as you’re likely to forget by the time you write your paper) (5) What lessons from lectures, readings, and/or class discussion did you especially resonate with?   Why?  (6) What did you find particularly surprising? In what ways (if any) has this course changed the way that you think about negotiation? (7) Have you seen any lessons of the course play themselves out especially poignantly in your personal or professional life?  ** This question will help you start applying the learning immediately and change your habits. (8) What will be different in your negotiations going forward as a result of what you have learned? In undertaking analysis for the Final Paper, students must fully consider the course concepts and theoretical learnings along with their personal experiences as noted in their Journal entries. From the first class of the course, each student is required to maintain a journal of diary entries reflecting on their learning experiences as a negotiator in relation to each assigned exercise and class discussions. Diary entries should be made very soon after each negotiation simulation and must record key lessons from the exercises and class discussions and, importantly, target avenues for improvement. Your diary entries ORGS 6560 p. 7 General Academic Policies: Grading and Academic Honesty Grades at Schulich are based on a 9-value index system. The top grade is A+ (9) and the minimum passing grade is C- (1). To keep final grades comparable across courses, elective courses are expected to have a mean grade between 5 and 6. The Schulich School does not use a percentage scale or prescribe a standard conversion formula from percentages to letter grades. Conversions within a course are at the discretion of the instructor. For more details on the index, grading policy, and grade point average (GPA) requirements, consult your student handbook. Academic honesty is fundamental to the integrity of university education and degree programs, and applies in every course offered at Schulich. Students should familiarize themselves with York University’s policy on academic honesty, which may be found on the Schulich website: schulich.yorku/current-students/academic-honesty Accommodations. For accommodations sought due to exam conflicts, religious reasons, unavoidable absences or disabilities, please refer to the Student Handbook or contact Student Services. For counseling & disability services, contact Student Services or see yorku/cds/. Schedule of Topics and Readings The following list of lecture topics and readings indicate the material to be read, reviewed and/or prepared for the various class sessions. If any changes in this schedule become necessary, notifications will be posted in the course CMD, and where such changes need to be announced between class sessions, an email will be sent to students’ Lotus Notes email accounts, notifying them of the change. Date/Topic In Class After Class – To Do After Class – To Read Essentials – Ch. 1 Due Today Sept 12th Introduction to Negotiations Overview Buy textbook and complete online surveys Sept 19th Two-Party Negotiations Negotiate First Negotiation Exercise Prepare planning document for next class Essentials – Ch. 2 Sept 26th Multi-Issue Negotiations Negotiate Coast News Prepare for Job Offer Essentials – Ch. 3 & 4 Planning document for Coast News Oct 3rd Job Offers & Salaries Negotiate Job Offer Prepare role for Union-Mgt. round 1 Essentials – Ch. 11 (Team Negotiation section: 278-286) & Ch12 Planning document for Job Offer Oct 10th Team Negotiation 1 Team Negotiation Round 1 Union-Mgt. & Video Prepare Quiz 1 Planning document for Union-Mgt. (one per team) ORGS 6560 p. 8 Oct 17th Quiz 1 (Chapter 1-4, 11, 12, plus PP slides) & Feedback Prepare for Bullard Houses Essentials – Ch. 5, 6 &7 Oct 24th READING WEEK – NO CLASS Negotiate Bullard Houses Prepare for Viking Essentials – Ch. 10 Oct 31st Agents Outside World Negotiation Writeup Due Planning document for Bullard Houses Nov 7th Handling Disputes Negotiate Viking Prepare for round 2 Nov 14th Team Negotiation 2 Team Negotiate Round 2 City-Mgt. Prepare Quiz 2 Nov 21st Quiz 2 (Chapter 1-12; PP slides) & Feedback Nov 28th Mediation Negotiate Shaw vs. Great Lakes Dec 5th Experiential Workshop, Course Review & Peer Feedback Results Essentials – Ch. 8 & 9 Planning document for Viking (one per team) Planning document for City-Mgt (one per team) Planning document for Shaw vs. Great Lakes Final Paper Due on Dec 7th at NOON.

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F18 - ORGS 6560A - Course Outline - Astray

Course: Negotiations (Sb/Emba 6400)

3 Documents
Students shared 3 documents in this course

University: York University

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Negotiations
Course Outline
Fall 2018
Wednesday, 11:30-2:30pm, beginning September 12th
SSB E112
Instructor Assistant
Tatiana Astray
tastray@yorku.ca
Office hours: by appointment
Carla D’Agostino
N303A
(416) 736-5095
cdagostino@schulich.yorku.ca
Brief Description
This course will provide students with insight into their own negotiation style and how to become a more
effective negotiator. The course takes an experiential approach to exploring the concepts, theories, and
psychology of negotiations. Students will gain knowledge of the different approaches to negotiations and
the strategies and tactics unique to each. The course will provide students with opportunity to learn,
practice, and refine negotiation skills as well as equip them with the skills necessary to negotiate
constructive resolution to conflict in the workplace.
Prerequisite
Prerequisite: SB/ORGS 5100.030 or INTL 5220 3.00 for IMBA students
Contents
Prerequisite.................................................................................................................................................1
Course Objectives........................................................................................................................................2
Organization and Deliverables at a Glance..................................................................................................2
Course Material...........................................................................................................................................2
Expectations: Attendance and Class Honour Code......................................................................................3
Evaluation of Student Performance.............................................................................................................4
Calculation of Course Grade........................................................................................................................6
General Academic Policies: Grading and Academic Honesty.......................................................................6
Schedule of Topics and Readings.................................................................................................................7
ORGS 6560A 3.00: Negotiations

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