NEGOTIATING FOR VALUE SEMESTER AT SEA COURSE SYLLABUS Voyage: Summer 2013 Discipline: Commerce COMM 4330-501 and 502: Negotiating for Value Division: Upper Faculty Name: Professor Melissa Tomas-Hunt Pre-requisites: None COURSE DESCRIPTION This course will focus upon negotiation, the art and science of securing agreements between two or more interdependent parties. We will deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. Additionally, we will consider the contextual influence of culture on negotiations. The course is very experiential and considerable emphasis will be placed on simulations, role plays, and video cases. COURSE OBJECTIVES The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. A basic premise of the course is that while an individual needs analytic skills to discover optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted and implemented. Negotiation is the science of securing agreements between two or more interdependent parties. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. The following is a partial list of what I see as course objectives: Acquire a conceptual framework for analyzing conflicts. We will develop a framework that will enable you to look beneath the manifest surface of a conflict to the underlying structure of parties and interests. By the end of the course, you should be better able to interpret and predict the behavior of individuals and groups in conflicts. You will be better able to determine what sort of negotiated agreement (if any) is advantageous in a given situation. Broaden your repertoire of negotiation strategies and skills. Abstract strategy is of little use without the skills to enact it. Hence, nearly half of class time is devoted to exercises in which you negotiate against classmates in simulated conflicts. One virtue of these exercises is that you are relatively free to experiment with tactics that you may not have tried before in your real negotiations. You will be able to see the effectiveness of different strategies through comparing your results with those of your classmates. From one exercise to the next, you will be able to see how the effectiveness of particular tactics depends on certain conditions, such as the degree of power you have, the number of parties in the negotiation, the degree of time pressure, and so forth. 1
Deepen your understanding of how to manage conflict in organizations This class will further your understanding of the causes and consequences of interpersonal and intergroup conflict in organizations. In particular, an appreciation for the benefits as well as the costs of negotiation and conflict will be fostered. Finally, we will seek to identify the crucial factors that affect the likelihood that certain managerial actions and messages will be received and accepted, in order to increase your confidence in the negotiation process as an effective means of resolving conflict in organizations. REQUIRED TEXTBOOKS AUTHOR: Bazerman, M., & Neale, M. TITLE: Negotiating Rationally. (BN) PUBLISHER: The Free Press ISBN #:0-02-901986-9 DATE/EDITION: 1992/latest AUTHOR: Lewicki, R., Saunders, Barry, B. & Saunders, D.M. TITLE: Essentials of Negotiation. (EON) PUBLISHER: ISBN #: 10: 0073530360 DATE/EDITION: 2010/5th TOPICAL OUTLINE OF COURSE C1- June 19: Introduction and Course Overview Read: None Class Overview Negotiate NBA Player C2- June 20: Claiming Value I Read: Syllabus Additional Class Overview Introduction of outside negotiation experience Debrief NBA Player C3- June 21: Observing an expert Read: BN Chaps 1 EON Chaps 1 2
Final Offer Video Case C4- June 22: Quiz Read: BN 2 EON 2 (Article on negotiating in Morocco) Quiz on Final Offer Discussion of Negotiating in Morocco June 23-June 26: Casablanca C5- June 27: Claiming Value II Read: Marketplace role Discussion of outside negotiation experience (O.N.E.) (O.N.E. memos submitted by June 26) Negotiate and Debrief Marketplace C6- June 28: Creating Value Read: Les Florets role Negotiate and Debrief Les Floret C7- June 29: Negotiation Styles Read: Luna Pen B&N Chaps 4,5,6 What s your negotiation style? C8- July 1: Revisiting Creating Value Read: Tipal Dam role C9- July 2: Read: Prepare in teams and Negotiate Tipal Dam Tipal Dam role Debrief Tipal Dam 3
July 3-5: Anatalya C10- July 6: Creating & Claiming Value Read: EON Chap 4 New Recruit Planning & Preparation Groups for ABC vs. Local-190 ongoing negotiation C11- July 7: Advance dyadic negotiations Read: B&N Chaps 3 & 13 EON Chaps 3, 5, 7 Cartoon Role Negotiate and debrief Cartoon July 8-11 Istanbul C12- July 12: Agents Read: Bullard Houses Role Prepare & Negotiate Bullard Houses C13- July 13: Agents Continued Read: Review Bullard Houses Role B&N, Chaps 14 & 16 Debrief Bullard Houses July 14-17: Piraeus C14- July 18: Conflict Management Read: Summer Interns Role Negotiate & Debrief Summer Interns C15- July 19: 3 rd Party Dispute Intervention 4
Read: Lending Limit Debrief Bullard Houses C16- July 20: ABC 190 Round 1 Strategy & Negotiation Read: ABC/190 Rnd 1 Role EON Chap 6 Prepare & Negotiate rnd 1 ABC/190 July 21-26th: Livorno & Civitavecchia C17- July 27: Power & Influence Read: EON Chap 6 Starpower simulation C18- July 28: Power & Influence Read: Federated Sciences role The Boss of the Little Congress Starpower debriefing & Federated Sciences July 29-31 st Malta C19- August 1: ABC/190 Round 2 Read: ABC/190 Rnd 2 role EON Chap 10 Rnd 2 ABC/190 strategy session & negotiation C20- August 2: Electronic Negotiations Read: International Lodging Merge Role Negotiate & Debrief International Lodging Merger August 3-5: Marseille August 6-8: Barcelona 5
C21- August 9: Formal Analysis of Culture Read: Cobalt Systems Role Negotiate & Debrief Cobalt Systems C22- August 10: 3 rd Round ABC/190 Read: International Lodging Merge Role EON Chap 11 B&N Chap 15 Prepare & Negotiate 3 rd round ABC/190 Aug 11-13th Cadiz & Aug 14-16 th Lisbon C23- August 17: Analyzing Real World Negotiations Read: B&N Chaps 9, 10, 11 EON Chap 12 Video Case, American Dream August 18: Study Day C24-August 19: Final Exam August 20: Reflection/Re-entry August 21:Convocation & Packing August 22: Southampton FIELD WORK 20 percent of the contact hours for each course, to be led by the instructor.) The field lab will take place on the first or last day in Malta, which will be Monday, July 29 and is absolutely mandatory. Students will be briefed on ship about the day s activities, expectations, and details about assignments. Students will then attend seminars on negotiations in Maltese history at the University of Malta and negotiating with the EU via the perspective of the Maltese Business Bureau. Later in the day students will visit a local marketplace and spend time with local vendors. Students will be expected to interact with the vendors, analyze the negotiations techniques used by the vendors, and also use negotiation techniques that they have learned in class with the vendors. Students will then have time to discuss negotiation techniques used on them and that they used, the success of those techniques, and the difference between those techniques and those used in United States. FIELD ASSIGNMENTS (tentative) Academic Objectives: 6
learn about the Malta Business Bureau Negotiations with the EU learn about effective negotiation techniques that can be employed in marketplaces in Malta have the opportunity to practice negotiation techniques in a real-world setting in a Maltese marketplace learn about persuasion techniques used by a local non-profit company METHODS OF EVALUATION / GRADING RUBRIC GRADING 1/3 Scored exercises 1/6 Class participation (including completion O.N.E. & Marketplace reflection) 1/6 Quiz 1/6 Group paper based on field lab (4 to 5 person group) 1/6 Final Exam SCORED EXERCISES (1/3 OF GRADE) Performance in scored exercises will be evaluated and counted as follows: In exercises involving two single players, the outcome for each player will be recorded with the instructor. For all students adopting the same role, grades for each scoreable simulation will be assigned based on relative performance. In exercises involving teams, each team s performance will be evaluated as above and the team s score will apply to each member of the team. Each student s negotiation exercise score for the course will be equal to the average of the scores for all scoreable exercises. The class will include lectures, class discussions, and exercises. Students will be expected to meet with other students outside of class to prepare for some of the negotiations. Students should also be prepared to stay a few minutes after class to arrange meetings with other members of the class. PARTICIPATION (1/6 of Grade). Class participation is a very important part of the learning process in this course. You will be evaluated on the quality of your contributions and insights. Quality comments build on previous points to move the discussion forward. In debriefing exercises, our effort should be to induce general principles from the experiences and outcomes of a number of different groups. While your participation grade is subjective, it will not be random or arbitrary. ATTENDANCE. 7
Students are expected to participate in all negotiation exercises and class discussions. If you miss an exercise you not only deny yourself the learning experience, but you also negatively affect the learning experience of those with whom you are scheduled to negotiate. Consequently, failure to participate in a negotiation exercise (or arrange for a proxy) will result in a reduction of one letter grade. **You may only use a proxy ONCE during the course.** I should be notified of your proxy at least one day in advance of class. OUTSIDE NEGOTIATION EXPERIENCE (ONE) Early in the class you will be asked to negotiate for something you would not normally negotiate. This should be a negotiation that you initiate after the start of Semester at Sea. You are required to submit a Memo (bullet points are fine) describing the negotiation situation, process and outcomes. Failed attempts are fine. The memo is required but will not be graded. In class on June 27th, students will volunteer (and be chosen) to share ONEs that highlight class principles. These students will receive bonus participation points for their contributions to class on these days. QUIZ (1/6 of grade) More details will be provided in class. GROUP PAPER (1/6 of grade) Students will be required to complete a paper with 4 or 5 other students using negotiations theories and learnings from class experiences to analyze an identify and analyze a political, social or economic challenge of Malta using the theoretical frameworks studied in class. FINAL EXAM (1/6 of grade) More details will be provided in class. RESERVE LIBRARY LIST tbd ELECTRONIC COURSE MATERIALS tbd ADDITIONAL RESOURCES The negotiation simulation roles must be acquired from the Dispute Resolution Research Center at the Kellogg School of Management at Northwestern University. There is a per person per case charge. HONOR CODE Semester at Sea students enroll in an academic program administered by the University of Virginia, and thus bind themselves to the University s honor code. The code prohibits all acts of lying, cheating, and stealing. Please consult the Voyager s Handbook for further explanation of what constitutes an honor offense. 8
Each written assignment for this course must be pledged by the student as follows: On my honor as a student, I pledge that I have neither given nor received aid on this assignment. The pledge must be signed, or, in the case of an electronic file, signed [signed]. 9