MGMT 521 Complex Negotiations Fall 2016 Stephen E. Humphrey, Ph.D. 439 Business Building stephen.humphrey@psu.edu 814-863-0597 Monday / Wednesday Section 201 10:30A 12:30P BUS 120 Monday / Wednesday Section 202 1:15P 3:15P BUS 120 Office Hours: MW 9:00A 10:300P & by appointment Why Negotiation: Maximizing Multiparty Outcomes The purpose of this course is to understand the theory and practice of negotiation in a variety of settings, with specific emphasis on multiparty contexts. A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills and an understanding of multiparty dynamics are needed in order for these solutions to be accepted and implemented. The course will allow students to develop these skills experientially and to understand negotiation in useful analytical frameworks. Considerable emphasis will be placed on simulations and cases. Course Activities: Class time will be spent participating in negotiation simulations, evaluating the techniques and skills used in the simulations and discussing the validity of various strategies and alternative approaches to profitable negotiation. You will have to spend time outside of class completing negotiations or working individually or with a team to prepare for, or complete, a negotiation. All negotiations to be completed in the class were pre-purchased from Harvard s Program on Negotiation or the DRRC at Northwestern. Please purchase the coursepack at the book store. Required Materials: The required readings for the course are all available on the Canvas page for this course. MGMT 521 Penn State MBA Fall 2016-1 - Stephen.Humphrey@psu.edu
Schedule The following schedule is subject to change as needed. DATE TOPIC READING EXERCISE Oct 17 Introduction Three (or more) is a crowd Commodity Purchase Oct 19 Living Multiparty Getting to Si Albion Basin Oct 24 Continued How To Bounce Back From a Failed Negotiation Albion Basin Oct 26 Coalitions Coalitions Harborco Oct 31 Continued How to Negotiate with a Liar Galbraith and Company Nov 2 Understanding your Roles Investigative Negotiations Rebuilding the World Trade Center Nov 7 Continued Control the Negotiation Best Stuff Nov 9 Individual Differences LBS 14-15 Pandas Nov 14 Groups interactions Relationships in Negotiation More Pandas Nov 16 Debrief and discussion Six Habits of Merely Effective Negotiators Franklin Family Foundation Nov 28 Continued Emotion and the Art of Negotiation Marsh County Nov 30 Dynamic Structure Social components of bargaining Newport Girl Dec 5 Dec 9 Bringing it all together TEAM PAPER DUE Final Paper Due FINAL NEGOTIATION Your Syllabus: The best way to start on a path to success is to read and understand your syllabus. All deadlines are shared on the above listed schedule (and are subject to change). You are responsible for knowing all deadlines. Once you have read this syllabus to completion, please email me a picture of a dinosaur. Students are responsible for timely assignment submission. Should a computer system or network go down, you must still turn in work in a timely manner. If you assume that everything will break, you will be unlikely to suffer a catastrophic meltdown resulting in turning your assignment in four minutes late. MGMT 521 Penn State MBA Fall 2016-2 - Stephen.Humphrey@psu.edu
Course Requirements: Attendance (required): This is an experiential course; consequently attendance is critical. You must attend all sessions of this class, as each session builds on the previous. Participation and Negotiation Activity (400 points): Students are expected to participate in all negotiation exercises and class discussions. Participation means that you contribute to (rather than detract from) class exercises and discussion, fully participate in negotiation simulations and arrive fully prepared for each simulation, including doing the reading ahead of time. Lack of preparation will affect your grade for that simulation. Because this is an experiential class, missing one of the experiences is very detrimental to your learning. 250 participation points are based solely on your in-class participation, outside of specific negotiations. We will complete ten (non-graded) negotiation simulations in this class. For each simulation the different parties will be given different information, to simulate the different knowledge the parties have in a business negotiation. The parties will then negotiate for the outcome in the simulation. Students are expected to work to achieve the best outcome possible on every negotiation simulation. Each negotiation will be worth up to 15 participation points (150 total points). These negotiations will be conducted during the class, as well as outside the class. At the end of each negotiation simulation, you will turn in the outcome-scoring sheet. It is very important that you remember to include your name, and the names of all participants, on your outcome-scoring sheets. Failure to hand in a score by the specified time will result in a score of zero for that negotiation. If you miss one of the simulations, you will not be awarded any of the participation points for that simulation. If you will be absent or unprepared for a negotiation simulation, you must notify me BEFORE the scheduled class and arrange for a makeup assignment when (and if) it is appropriate. Failure to notify me before the scheduled class will result in no opportunity to make-up the points. The make-up will be graded and could earn less than maximum points. Failure to participate in three or more simulations is unacceptable for pedagogical reasons; no make-up will be available for missing three simulations. IF A PERSON WITH WHOM YOU NEGOTIATE IS CLEARLY UNDER- OR UN- PREPARED, PLEASE LET ME KNOW SO THAT I CAN BE CERTAIN THAT YOUR OWN GRADE DOES NOT SUFFER, RATHER THE PENALTY WILL BE APPLIED TO THE UNPREPARED PARTY, AS APPROPRIATE. ALL DISPUTES WILL BE ARBITRATED BY ME AND MY DECISION IS FINAL. Graded Negotiation Preparation (100 points): The negotiations you perform in your personal and professional lives involve the exchange of value and have consequences. The same will be true of the negotiation simulations you conduct in this class. It is critical that you take ALL negotiations seriously. In addition to the final negotiation (which will involve a formal preparation), you will be responsible for a formal negotiation preparation before one of the other negotiations. This preparation will be due at the beginning of a specified class, and late assignments will receive a 0. Confidentiality. It is crucial that these exercises are kept confidential for a number of reasons. First and foremost, sharing information about assignments is unethical. This is particularly true for the exercises that we use. Making unauthorized copies for personal files is a violation of the copyright protection and punishable by fines and prison. MGMT 521 Penn State MBA Fall 2016-3 - Stephen.Humphrey@psu.edu
These exercises are designed to be fun learning opportunities. It is possible to find solutions (or the other party s role information in the negotiation) for some of these exercises posted on the Internet. Please don t Google the exercises. Please don t post the exercises, or information critical to the exercises on the Internet. If you try to circumvent the system you hurt yourself, your classmates, me, the DRRC at Northwestern University, PON at Harvard, and your employers, spouses and children in fact, society as we know it is at risk. So, just be safe and respect the exercises. Negotiation Case Analysis (200 points): Your team will be expected to identify a real world (multi-party) negotiation to analyze. You will be expected to do outside research to determine the interests, position, and negotiating stance of the parties in the negotiation you select. Your analysis should respond to the set of questions that will be provided and draw extensively on the course readings in formulating your answers. You should reference external sources as well (but be sure to adhere to the ethical guidelines for the course) in doing so. You should organize your paper in a logical format that includes at least the following sections: executive summary, introduction, body of the analysis, conclusions/recommendations and any supporting tables, appendices etc. Use a prose format and do not simply number and answer the questions, but organize the body of your paper using headings etc. A good paper will meet the following criteria: 1. Fully responds to the questions asked and provide adequate documentation of for the answers given (e.g., examples, clear explanations, etc.). 2. Incorporates and references course readings/ideas/lectures to develop your answers and provides citations for additional reference materials. 3. Exhibits effective organization. 4. Is succinct, clear and yet comprehensive (e.g., gets to the point and doesn t wander all around) 5. Is well written re: grammar, spelling, and punctuation. The case must be a business, cross-sector, or global (not an athlete s salary negotiations). More details and questions for this Negotiation Case Analysis assignment will be forthcoming. Late papers will be penalized by one full grade per day late (e.g., 1 minute late on due date is full letter grade loss). Final In-class Negotiation Performance (300 points): At the culmination of the class, we will complete a final, cumulative negotiation that will be observed and scored. The score will include your preparation for the negotiation, your use of course material and strategy, and your final outcome in the negotiation. Late papers will be penalized by one full letter grade per day late for each component that is late (e.g., 1 day and 1 minute late is two full letter grades lost). MGMT 521 Penn State MBA Fall 2016-4 - Stephen.Humphrey@psu.edu
Course Grade Calculation Grades will be calculated on the basis of 1,000 total points. You must obtain the appropriate amount of POINTS to attain the grade. Final point scores will be converted into course grades using the following scale: GRADE TOTAL POINTS A 920-1,000 points A- 900-919.9 points B+ 880-899.9 points B 820-879.9 points B- 800-819.9 points C+ 780-799.9 points C 720-779.9 points C- 700-719.9 points D 600-699.9 points F 599.9 points and below CANVAS Notes, files, and other articles will be posted on Canvas, as is appropriate. I will not post solutions or files that are not appropriate to post. It will be the responsibility of each student to download and/or print these items. Reputation Remember, this is a class with individuals who know you. You will develop a reputation for your negotiating style. This can be either good or bad. Also remember that these individuals are your colleagues. You will see them again. And, there is a difference between a one-time negotiation and a long term relationship. Be sure that you are acting in a way that you will be proud of when you go back to examine it. ACADEMIC INTEGRITY According to the Penn State Principles and University Code of Conduct: Academic integrity is a basic guiding principle for all academic activity at Penn State University, allowing the pursuit of scholarly activity in an open, honest, and responsible manner. According to the University s Code of Conduct, you must neither engage in nor tolerate academic dishonesty. This includes, but is not limited to cheating, plagiarism, fabrication of information or citations, facilitating acts of academic dishonesty by others, unauthorized possession of examinations, submitting work of another person, or work previously used in another course without informing the instructor, or tampering with the academic work of other students. Any violation of academic integrity will be investigated and, where warranted, corrective academic and/or disciplinary action will be taken. For every incident where an academic sanction or warning is assessed, an Academic Integrity Form must be filed. The procedures and form can be found on the Smeal College website at this URL http://www.smeal.psu.edu/integrity/integrity-violation-processes. This form is to be used for undergraduate courses. The report must be signed and dated by both the instructor and the student, and then submitted to the office of Jeff Sharp, Associate Dean for Undergraduate Education, 202 Business Building. Smeal Honor Code: We, the Smeal College of Business Community, aspire to the highest ethical standards and will hold each other accountable to them. We will not engage in any action that is improper or that creates the appearance of impropriety in our academic lives, and we intend to hold to this standard in our future careers. MGMT 521 Penn State MBA Fall 2016-5 - Stephen.Humphrey@psu.edu
PLAGIARISM / COPYING All work you submit for grading or academic credit is designed to reflect your knowledge and skill related to the course subject matter. Therefore, unless otherwise indicated, all work submitted is to be done on an individual basis. This includes but is not limited to all exams, quizzes, homework, papers, written assignments, and presentations. Plagiarism is claiming work as your own that you have copied from another person, whether that other person knows about it or not. This includes copying from web sites without proper source citation and using homework or papers prepared by current or past students whether working as an individual or working in a group / team. DISAGREEMENTS OR COMPLAINTS RELATING TO PENN STATE COURSEWORK, THE INSTRUCTOR OR A FELLOW STUDENT In the event you have a class related disagreement or complaint with the instructor or fellow student, you are advised first to address the matter with the course instructor privately. If the matter remains unresolved, you may contact the department chairperson of the departmental unit offering the course. Only after these steps have been followed may the Dean's Office be able to engage its authority to resolve the matter. Each party is encouraged to resolve the dispute with those immediately involved. AFFIRMATIVE ACTION & SEXUAL HARASSMENT The Pennsylvania State University is committed to a policy where all persons shall have equal access to programs, facilities, admission, and employment without regard to personal characteristics not related to ability, performance, or qualifications as determined by University policy or by Commonwealth or Federal authorities. Penn State does not discriminate against any person because of age, ancestry, color, disability or handicap, national origin, race, religious creed, gender, sexual orientation, or veteran status. Related inquiries should be directed to the Affirmative Action Office, 328 Boucke Building. STUDENTS WITH DISABILITIES Penn State and the Smeal College of Business welcome students with disabilities to all of its classes, programs and events. The Penn State Office of Disability Services (ODS) in Room 116 Boucke Building provides a vast array of services for students with disabilities according to mandates under Title II of the ADA amendments Act of 2008 and Section 504 of the Rehabilitation Act of 1973. For more information or to meet with a service provider from ODS, contact them at (814) 863-1807 (V/TTY) or visit their website at: http://equity.psu.edu/ods In order to receive consideration for reasonable accommodations, you must contact the Office of Disability Services, participate in an intake interview, and provide documentation: http://equity.psu.edu/ods/guidelines. If the documentation supports your request for reasonable accommodations, ODS will provide you with an accommodation letter that you will need to share with the instructor as early in the course as possible. Adjustments will be made based on the recommendations in the accommodation letter. This process must be followed each semester that accommodations are requested. The ONE Non-negotiable I understand that students get very excited when they realize the power of negotiation. It can certainly be intoxicating to negotiate with someone and obtain the end that you desire. I can also understand that there is a drive to take the belt from the champion. To that end I have this policy there will be no negotiation on the policies of this class. I will not negotiate for due dates, extensions, absences, grades, etc. I remain the champion in that sense. If, however, you want to try to buy my house or my car, then let s get ready to rumble. MGMT 521 Penn State MBA Fall 2016-6 - Stephen.Humphrey@psu.edu