Course Syllabus MKTG 4470-201 – Essentials of Negotiation

Summer Semester, 2017, MTWR 5:30pm-7:30pm

3.0 Credit Hours

(Last updated: 5/18/2017)

Instructor: Dale F. Kehr

Phone: 901.678.4936 (please leave phone number and best time to call back) E-mail: dalekehr@memphis.edu (please use the University email as the preferred email contact method) Office: Room 210 FAB Office Hours: MTWR 5:00pm – 5:30pm or by appointment

Course Overview (Description): Fundamental skills in negotiation process, including types, planning and strategies; emphasis on communication, relationships, cross-cultural, multiple parties, power, and ethics across a variety of settings

Pre-Requisites/Co-Requisites: None

Students must have earned a minimum of 45 credit hours and have met specific course prerequisites with a minimum grade of “C” to be eligible for all 3000 and 4000 level courses. In addition to these requirements, students seeking a degree in the Fogelman College of Business and Economics must have (1) completed all required lower division business courses with a minimum grade of “C” in each; (2) minimum of 2.25 GPA (2.5 for accounting majors) in all required lower division business courses and MATH 1830 or 1910, and (3) 45 hours of course work including MATH 1830 or 1910, COMM 2381 and 9 hours of English (See B.B.A. Degree Requirements-General Requirements). WARNING: A prerequisite and upper division check will be done once the first class roll has been issued. If you have not met the requirements, you are responsible to correct the situation during the official add period. If you have not met these requirements and have not corrected this situation, you may be administratively dropped from this course once the check is completed which probably will not be completed until after the add period is over.

Required Texts (and Related Materials):

Two Textbooks: 1 Essentials of Negotiation,

Custom Print Text Book from McGraw-Hill Create ISBN 13-978-1308785226 Taken from source text : Essentials of Negotiations by Roy J. Lewicki, David M. Saunders, and Bruce Barry, 6th ed., 2016, McGraw-Hill Irwin, ISBN 978-0-07-7862466

2 The Truth about Negotiations by Leigh Thompson, 2nd ed., 2013,Pearson Education, Inc. (Financial Times Press ISBN 978-0-13-335344-0

Recommended Texts (and Related Materials): None

Location of Course Materials: University Bookstore or Tiger Bookstore

Course Objectives: Introduce students to fundamental negotiation skills across a variety of settings involving personal situations, entertainment industry, sports industry, and public education with emphasis on both collaborative and competitive approaches and includes planning tools and techniques. Course Learning Objectives:

1 Have a basic understanding of the negotiation process 2 Have a basic understanding of the different types of negotiations. 3 Have a basic understanding of the various essential aspects of negotiation, i.e. strategy,

openings, communication, power usage, alternative dispute resolutions, closings, and ethnics.

4 Have a basic understanding of the various aspects of cross culture, emotions, relationships, and teams in negotiations.

Fogelman College: Learning Outcomes for Your Degree:

This course is designed to help you to meet the overall learning objectives for the BBA degree offered by the Fogelman College. You should take the time to become familiar with the overall learning objectives as a student in the BBA degree program.

• BBA Program Outcomes (opens in new window)

• BBA in Accounting Program Outcomes (opens in new window)

Fogelman College: Code of Professionalism for Students, Faculty & Graduate Assistants, and Staff:

On April 15, 2010, Fogelman College unveiled three separate Codes of Professionalism for students, faculty and graduate assistants, and staff to strive to conduct daily behavior. Professionalism Website for Students, Faculty/Graduate Assistants and Staff (opens in new window)

Fogelman College: Four-C’s Initiative Program:

The program consists of communication, creativity, critical thinking, and emotional control to allow students to put critical business skills into practice and is incorporated throughout this course. The Four Cs Initiative Program equips students with the skills and confidence needed to excel in their business careers. Professionalism 4 Cs website (opens in new window)

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Course Methodology: The course will be conducted in a lecture discussion format supplemented with video presentations, guest speakers, negotiation analysis, and individual negotiation topic presentations. The course will include negotiation knowledge, comprehension, and application. Professor’s Expectations: In general, you should assist the instructor in creating a positive, supportive environment for learning by staying engaged in the course and participating. Student's Expectations: In my role as your instructor, there are certain things you can expect: well organized and engaging learning experience, response to emails and feedback on all work submitted within a timely manner. _________________________________________________________________________________________________________

Course Topics

The following topics will be covered:

1 The Nature of Negotiation 2 Strategy and Tactics of Distributive Bargaining 3 Strategy and Tactics of Integrative Negotiation 4 Negotiation Strategy and Planning 5 Ethics in Negotiation 6 Perception, Cognitive, and Emotion 7 Communication 8 Finding and Using Negotiation Power 9 Relationships in Negotiation 10 Multiple Parties, Groups, and Teams in Negotiation 11 International and Cross-Cultural Negotiation 12 Best Practices in Negotiation

Grading and Evaluation Criteria

Over the semester, you will have a variety of opportunities to earn points toward your final (overall) letter grade in this course. Your overall grade for the semester is based on how well you perform on these exams, negotiated simulation projects, presentations, and other classroom projects.

List of Formal Assessed Activities

Exams – Three exams will be given that test student knowledge, comprehension, and application of the required text and class information. The exams can be composed of multiple choice, true/false, short answer and/or essay questions. Truth Presentation – Power point presentation to the class about the assigned individual numbered Truth topic from the text of Truth about Negotiations. Please use your creativeness and initiative to explain the topic including any related topics incorporating any examples, either personal or from outside sources, but please no newspaper articles. Please submit a copy of your power point sides along with a list of outside sources used prior to class

presentation. Grading will be based on the following Truth Presentation Evaluation Criteria. Late presentations will be deducted 5 points for each class period late after the day of presentation plus one. Also, if the presentation is not presented in class the grade is ZERO. Negotiation #1 Write-up: Each TEAM will submit a one page summary write-up of the outcome of the negotiated settlement clearly stating how the budget should be allocated. The write-up is due the next class period following the negotiation as indicated on the class calendar. Grading will be based on the following Negotiation Evaluation Criteria. If the write-up is late, five points will be deducted for each class period late for each team member. Negotiation #2 Write-up: Each TEAM will submit a completed Preparation Agreement Template. The template is due the next class period following the assignment as indicated on the class calendar. Grading will be based on the following Negotiation Preparation Criteria. If the write-up is late, five points will be deducted for each class period late for each team member. Negotiation #3, 4 & 5 Write-up: Each TEAM will submit a completed Preparation Agreement Template and a completed Log Sheet with items #12 thru #15 clearly answered when due as indicated on the class calendar. Grading will be based on the following Team/Team Negotiation Evaluation Criteria. If the Template and Log Sheet is not submitted when due, the grade is zero for ALL team members. Summary of Graded Activities: 30% 150 points/3 Class Exams (50 questions at 1 point per question) 10% 50 points/5 Quizzes (10 questions at 1 point each) 10% 50 points/1 Truth Presentations 20% 100 points/2 Team Negotiations (50 points each) 30% 150 points/3 Team/Team Negotiations (50points each) 100% 500 Total Points (Classroom Projects will be extra points for those that submit the project that period.) Summary of Grading Points earned on the assessed activities will be distributed as follows:

Deliverable Total Points

3 Exams 150

1 Presentation 50

5 Simulation Projects 250

Total Points used for grading 500 pts

Final Course Grades:

Final course grade is earned according by the following table:

Point Range Assigned Grade

450-500 Points A

400-449 Points B

350-399 Points C

300-349 Points D

Under 300 Points F

Final Exam Schedule:

If a final exam for this class is given, it will be scheduled according to the Registrar’s academic calendar website (opens in new window).

List of Negotiation Simulation Activities, Involvement & Assignments

1. Connecticut Valley School Dispute Team member vs. Team member Negotiation 2. Joe Tech Job Offer Preparation Team Negotiation Preparation 3. Island Cruise Dispute Team vs. Team Negotiation 4. City of Tamarack Dispute Team vs. Team Negotiation 5. Ridgecrest School Dispute Team vs. Team Negotiation Team vs. Team Negotiation Schedule Assignments: (Teams will be assigned and identified by Letter or Number) Negotiation 3 Negotiation 4 Negotiation 5 Team A vs. Team 1 Team A vs. Team 2 Team A vs. Team 3 Team B vs. Team 2 Team B vs. Team 3 Team B vs. Team 4

Team C vs. Team 3 Team C vs. Team 4 Team C vs. Team 5 Team D vs. Team 4 Team D vs. Team 5 Team D vs. Team 6 Team E vs. Team 5 Team E vs. Team 6 Team E vs. Team 7 Team F vs. Team 6 Team F vs. Team 7 Team F vs. Team 1 Team G vs. Team 7 Team G vs. Team 1 Team G vs. Team 2

Schedule of Activities/Assignment/Cases:

For a complete semester schedule of activities and due dates for assignments, please refer to the “Schedule of Activities Calendar” near the end of this syllabus.

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Course/Class Policies:

Adding/Dropping: If necessary to add/drop this course, please refer to the university registrar for dates and information. Classroom or Online Behavior: All participants in the course should be considerate of the other course participants and treat them (as well as their opinions) with respect. The class will operate under the assumption that any and all feedback offered is positive in nature and that the intentions of the person(s) providing feedback are strictly honorable. Insensitivity in this area will not be tolerated. If you have any questions about online communication, you should review the Fogelman College's Netiquette website (opens in new window). Please-no beepers, pagers, cell phones, web surfing, game playing, emailing, texting, food, etc. during class time. E-courseware: Only the content and grade book area will be used for the syllabus, course resources and course materials. E-Mail: The university e-mail addresses should be used for all personal e-mail correspondence. Attendance: Attendance will not be taken nor used in grading, but is necessary as all class information, including outside presentations, information, and material only presented in class will be subjected to be included on any quiz or exam. Participation: It is essential that course material is read before class with preparation completed to participate in active discussion of the topic. Reporting Illness or Absence: Since attendance is not taken, there is not any need to report illness or absence.

Academic Integrity: The University of Memphis has clear codes regarding cheating and classroom misconduct. If interested, you may refer to the Student Handbook section on academic misconduct for a discussion of these codes. Note that using a “Solutions Manual” is considered cheating. Should your professor have evidence that using a “Solutions Manual” has occurred, he/she may take steps as described on the campus’ Office of Student Conduct website (opens in new window). If you have any questions about academic integrity or plagiarism, you are strongly encouraged to review the Fogelman College's Website on Academic Integrity (opens in new window). Grading: The plus/minus system will NOT be used and grades cannot be given by the phone, email, or text messaging. Please use the eCourseware grade file to review your scores. Exams: Not all exam text material will be covered in class and once a finished exam has been turned in, no other exams will be given out. Exams cannot be taken early. Makeup: There will not be any makeup for missed unannounced quizzes or any makeup for missed exams other than listed in the Course Outline & Calendar. Makeup exam grading will not be subject to received extra points, if any were given. Late Assignments/Submitting Work for Grading: The last day to submit material for grading is the last class period prior to the University study day. Special or Extra Credit: There will not be any special or extra assignments given to any student to improve their grade unless given to the entire class. Grade Questions: If you would like to ask any question about any of your grading, please check during the semester and before final exam week. Inclement Weather: In the event that inclement weather requires the cancellation of classes at The University of Memphis, local radio and television media will be immediately notified. Additionally, The University of Memphis has established an Inclement Weather Hotline at 678-0888 as well as TigerText (opens in new window), an emergency alert text messaging service to students, faculty and staff. This optional service is used in the event of an on-campus emergency, an unscheduled university closing, or a delay or cancellation of classes due to, for instance, inclement weather. Additional information on TigerText (opens in new window). Only official university closings (for example, inclement weather) will deadline extensions be extended. Student Services Please access the FCBE Student Services (opens in new window) page for information about:

• Students with Disabilities

• Tutoring and other Academic Assistance

• Advising Services for Fogelman Students

• Technical Assistance

Office for Institutional Equity: The University is committed to ensuring equality in education and eliminating any and all acts of sexual misconduct from its campus. Sexual misconduct includes sexual harassment, sexual assault, dating violence, domestic violence and stalking. If you or someone you know has been harassed or assaulted, you can make a report to the Office for Institutional Equity at oie@memphis.edu or 901.678.2713. Please note that if you make a report to me I am required to report it. If you want to make a confidential report you can contact the University Counseling Center, 214 Wilder Tower, 901.678.2068. Syllabus Changes: The instructor reserves the right to change the course syllabus as circumstances may require and any changes will be announced in class, if sufficient notice is possible. All students are responsible for obtaining this information. If necessary to email the class, your University e-mail account address will be used. _________________________________________________________________________________________________________ Schedule of Activities Course Outline & Calendar for Essentials of Negotiation (MKTG 4470-201)

DATE DAY TOPIC ASSIGNMENT Jul 5 W Orientation Syllabus Review Truth & Team Assignments Jul 6 R Nature of Negotiations Chapter 1 Essentials Team Assignments Finalized Jul 10 M Distributive Bargaining Chapter 2 Essentials Prepare Sim #1 Connecticut Jul 11 T Integrative Negotiations Chapter 3 Essentials Negotiate Sim #1 Connecticut Jul 12 W Submit Sim #1 Connecticut Strategy and Planning Chapter 4 Essential Jul 13 R Negotiation Review Guest Speaker Jul 17 M Exam One Chapters 1, 2, 3, & 4 Prepare Sim #2 Joe Tech

Jul 18 T Ethics in Negotiations Chapter 5 Essentials Truth 2: The Magic Bullet: Preparation Truth 6: If you have only one hour Truth 3: Your industry is unique Truth 15: Power of making first offer Truth 16: If other party makes 1st offer Negotiate Sim #2 Joe Tech Jul 19 W Submit Sim #2 Joe Tech Perception, Cognition, Emotion Chapter 6 Essentials Truth 14: Optimistic/realistic Aspiration Truth 8: Develop your Reservation Price Truth 28: Anchoring principle Truth 29: Framing principle Truth 19: Reveal your interests Prepare Sim #3 Island Cruise Jul 20 R Communication Chapter 7 Essentials Negotiation Persuasion Guest Speaker Negotiate Sim #3 Island Cruise Jul 24 M Submit Sim #3 Island Cruise Negotiation Power Chapter 8 Essentials Truth 4: Win-Win, Win-Lose, & Lose-Lose Truth 20: Simultaneously/sequentially Truth 17: Plan your concessions Truth 18: Be aware of “even split” Truth 21: Logrolling Prepare for Sim #4 City of Tamarack Jul 25 T Exam Two Chapters 5, 6, 7, & 8 Jul 26 W Negotiation Relationships Chapter 9 Essentials Truth 27: Similarity principle Truth 25: Reciprocity principle Truth 26: Reinforcement principle Truth 31: Negotiate with someone you hate Truth 32: Negotiate with someone you love Truth 30: Responding to temper tantrums Truth 40: Relational – Transactional Negotiate Sim #4 City of Tamarack Jul 27 R Submit Sim #4 City of Tamarack Negotiation Mediation Guest Speaker Truth 22: Multiple offers Truth 24: Contingent agreement Truth 23: Post-settlement settlements

Truth 33: Men, Women, and Pie-slicing Truth 38: Negotiating on the phone Truth 39: Negotiating via email/internet Prepare Sim #5 Ridgecrest Jul 31 M Multiple Parties & Teams Chapter 10 Essentials Truth 7: Identify your BATNA Truth 11: Don’t lie about your BATNA Truth 10: Don’t Reveal your BATNA Truth 12: Signal your BATNA Truth 13: Research the other’s BATNA Truth 9: It’s Alive, Improve BATNA Negotiate Sim #5 Ridgecrest Aug 1 T Submit Sim #5 Ridgecrest International & Culture Chapter 11 Essentials Truth 34: Your reputation Truth 35: Building Trust Truth 36: Repairing broken trust Truth 37: Saving face Truth 42: Negotiating – Organizational Truth 43: Negotiating – Demographic Aug 2 W Best Practices Chapter 12 Essentials Truth 41: Negotiating across generations Truth 45: Satisficing vs. optimizing Truth 5: Four Sand Traps Truth 46: Enlightened negotiator Truth 44: What’s your sign Truth #1: Negotiation: A Natural Gift Aug 3 R Exam Three Essentials Chapters 9,10,11,& 12 Aug 4 F No Class – No Final

______________________________________________________________________________ Course Grading Forms:

Truth Presentation:

MKTG 4470-201 – Essentials of Negotiation Summer, 2017

3.0 Credit Hours, Room 370 Date:_____________________Student:___________________________________________ Truth Presentation – Power point presentation to the class about the assigned individual

numbered Truth topic from the text of Truth about Negotiations. Please use your creativeness

and initiative to explain the topic including any related topics incorporating any examples,

either personal or from outside sources, but please no newspaper articles. Please submit a

copy of your power point sides along with a list of outside sources used prior to class

presentation. Grading will be based on the following Truth about Negotiations Presentation

Evaluation Criteria. Late presentations will be deducted 5 points for each class period late

after the day of presentation plus one. Also, if the presentation is not presented in class the

grade is ZERO.

50 Point Truth Presentation Evaluation Criteria (Score: 1=poor, 5=excellent)

1. Quality of material _____5_____ 2. Depth of the material presented _____5______ 3. Comprehensive, covered all situations _____5______ 4. Incorporation of additional information _____5______ 5. Use of examples _____5______ 6. Supporting material reference sources _____5______ 7. Presentation Structure Flow/Logic _____5______ 8. Well organized _____5______ 9. Handling of questions _____5______ 10. Overall quality of the presentation _____5______ Total: ____50_____

Negotiation Simulation Grading

MKTG 4470-201 – Essentials of Negotiation Summer Term, 2017

3.0 Credit Hours, Room 370 Date:________________ Team: _______________________ Negotiation Simulation:___Connecticut Valley School Budget_____________________ Negotiation #1 Write-up: Each TEAM will submit a one page summary write-up of the outcome of the negotiated settlement clearly stating how the budget should be allocated. The write-up is due the next class period following the negotiation as indicated on the class calendar. Grading will be based on the following Negotiation Evaluation Criteria. If the write-up is late, five points will be deducted for each class period late for each team member.

Negotiation Evaluation Criteria (Score: 1=poor, 10=excellent)

1. Explanation of Purpose ___10___

2. Clearly Stated Negotiation Goals ___10___

3. Analysis of the Negotiation Process ___10___

4. Clear Logical Structured Write-up ___10___

5. Successful Negotiation Outcome ___10___ Total: ___50___

Negotiation Simulation Grading

MKTG 4470-201 – Essentials of Negotiation Summer Term, 2017

3.0 Credit Hours, Room 370 Date:________________ Team _________________________________ Negotiation Simulation:______JOE TECH JOB OFFER PREPARATION_________________ Negotiation #2 Write-up: Each TEAM will submit a completed Preparation Agreement Template. The template is due the next class period following the assignment as indicated on the class calendar. Grading will be based on the following Negotiation Preparation Criteria. If the write-up is late, five points will be deducted for each class period late for each team member.

Negotiation Preparation Criteria (Score: 1=poor, 5=excellent)

1. Proper description of problem ___5___ 2. Proper established aspiration ___5___ 3. Proper established target ___5___ 4. Proper established reservation ___5___ 5. Proper established walk away ___5___ 6. Proper established BATNA ___5___ 7. Ability to categorize ___5___ 8. Ability to prioritize ___5___ 9. Strategy organization ___5___ 10. Proper established opening statement ___5___ Total __50___

Negotiation Simulation Grading

MKTG 4470-201 – Essentials of Negotiation

Summer Term, 2017 3.0 Credit Hours, Room 370

Date:_________ Team:_______________________ Negotiation Simulation: _____________________________________________________ Team/Team Negotiation #3, 4 & 5 Write-up: Each team will submit a completed Preparation Agreement Template and a completed Log Sheet with items #12 thru #15 clearly answered when due as indicated on the class calendar. Grading will be based on the following Team/Team Negotiation Evaluation Criteria. If the Template and Log Sheet is not submitted when due, the grade is zero for ALL team members.

Team/Team Negotiation Evaluation Criteria (Score: 1=poor, 5=excellent)

1. Use of Agreement Template and Strategy Formation ___5___ 2. Proper established aspiration ___5___ 3. Proper established target ___5___ 4. Proper established reservation ___5___ 5. Proper established walk away ___5___ 6. Proper established BATNA ___5___ 7. Proper established opening statement ___5___ 8. Ability to categorize ___5___ 9. Completed negotiation log ___5___ 10. Overall success of the negotiation ___5___ Total __50___ ____________________________________________________________________

Course Sign Up Forms The Truth about Negotiation Presentation Schedule: Date: Day: Truth Number: Student:

Jul 18 T 2 ______________________________________ 6 ______________________________________ 3 ______________________________________ 15 ______________________________________ 16 ______________________________________ Jul 19 W 14 ______________________________________ 8 ______________________________________ 28 ______________________________________ 29 ______________________________________ 19 ______________________________________ Jul 24 M 4 ______________________________________ 20 ______________________________________ 17 ______________________________________ 18 ______________________________________ 21 ______________________________________ Jul 26 W 27 ______________________________________ 25 ______________________________________ 26 ______________________________________ 31 ______________________________________ 32 ______________________________________ 30 _______________________________________ 40 _______________________________________ Jul 27 R 22 ______________________________________ 24 ______________________________________ 23 ______________________________________ 33 ______________________________________ 38 ______________________________________ 39 ______________________________________ Jul 31 M 7 ______________________________________ 11 ______________________________________ 10 ______________________________________ 12 ______________________________________ 13 ______________________________________ 9 ______________________________________ Aug 1 T 34 ______________________________________ 35 ______________________________________ 36 ______________________________________ 37 ______________________________________ 42 ______________________________________ 43 _______________________________________

Aug 2 W 41 _______________________________________ 45 _______________________________________ 5 _______________________________________ 46 _______________________________________ 44 _______________________________________ 1 _______________________________________

The Truth about Negotiations

Sign Up Sheet

Truth: Student:

1. Negotiation: A Natural Gift _______________________________

2. The Magic Bullet: Preparation _______________________________

3. Your industry is unique (plus 3 myths) _______________________________

4 Win-win, Win-lose, & Lose-lose _______________________________

5. Four Sand Traps _______________________________

6. If you have only one hour to prepare _______________________________

7. Identify your BATNA _______________________________

8. Develop your Reservation Price _______________________________

9. It’s Alive! Constantly improve BATNA _______________________________

10. Don’t Reveal your BATNA _______________________________

11. Don’t Lie about your BATNA _______________________________

12. Signal your BATNA _______________________________

13. Research the other party’s BATNA _______________________________

14. Set optimistic but realistic aspiration _______________________________

15. Power of making the first offer _______________________________

16. If other party makes the first offer _______________________________

17. Plan your concessions _______________________________

18. Be aware of the “even split _______________________________

19. Reveal your interests _______________________________

20. Simultaneously, not sequentially _______________________________

21. Logrolling _______________________________

22. Multiple offers _______________________________

23. Post-settlement settlements _______________________________

24. Contingent agreements _______________________________

25. Reciprocity principle _______________________________

26. Reinforcement principle _______________________________

27. Similarity principle _______________________________

28. Anchoring principle _______________________________

29. Framing principle _______________________________

30. Responding to temper tantrums _______________________________

31. Negotiate with someone you hate _______________________________

32. Negotiate with someone you love _______________________________

33. Men, Women, and Pie-slicing _______________________________

34. Your reputation _______________________________

35. Building Trust _______________________________

36. Repairing broken trust _______________________________

37. Saving face _______________________________

38. Negotiating on the phone _______________________________

39. Negotiating via email & internet _______________________________

40. Relational shifts to transactional _______________________________

41. Negotiating across generations _______________________________

42. Negotiating different organizational cultures________________________

43. Negotiating different demographic cultures_________________________

44. What’s your sign? (style) ______________________________

45. Satisficing versus optimizing ______________________________

46. Are you an enlightened negotiator? ______________________________

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