Contentandpurposeoftheprogram

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SMARTnershipNegotiationOnlineCertifiedMasterClass

Module1

– The4essentialFindingsforsuccessfulnegotiators– Areyouunconsciouslyincompetentintheartandscience

ofnegotiation?– Theunutilizedpotential– Tru$tCurrency inNegotiation– themarriagebetweentrust

andeconomics– NegotiationStrategy– whyyourprogressisbasedonyour

choiceifstrategy

Module2– The10phasesinalmosteveryNegotiation– NegoEconomics– wherethe42%“free”valuecomesfrom– SMARTnerships – theREALpotentialincollaboration

Module3

– Notpreparingisthesameaspreparingforafailure– NegotiationPlanner– thetoolyoudon’twanttomiss– StrategyAssessmentMatrix(SAM)– Checklists

Module4 – The5differentnegotiationstylesandbehaviors

Module5– BehavioralEconomics.howwemakedecisions– Stressinnegotiations– combatorflight

Module6 – Simulation– youwillnegotiatebyemailonacaseandreceivefeedbackfromyourprofessor

PurposeThepurposeofthisprogrammeistounderstandthetheoryandpracticeofhighlevelprofessionalnegotiationwithparticularemphasisonthecontextofinternationalbusinesswhetheritbepublic,governmentalorprivate.Itshouldbeusefultoprofessionaldecision-makersinavarietyofsettings.Thegoalwillbetohonebothpracticalandanalyticalskillsyoucanuseinanysituationfromawagenegotiationwithasingleemployeetoanegotiationoveraninternationaljointventureinvolvingseveralpartnersofdifferenttypes.Theseanalyticalskillswillprovideguidanceinstructuringandfosteringagreements.Particularemphasisisplacedonreachingagreementsthatachievethelargestpossiblejointgainsforallparties.

Additionalobjectivesoftheprogrammeareto:

understandandthinkaboutthenature ofnegotiationandtoprovideanalytictoolsforguidance

cultivateaninstinctforwhattodowhentherearenounambiguouslyrightorwronganswers

developabroadintellectualbasefromwhichtosystematicallyevaluateandfacilitatenegotiationprocesses,and

developconfidenceinnegotiationasaneffectivemeansforresolvingconflictingroupsandorganizations.

Negotiationistheartandscienceofarrivingatanagreementbetweentwoormorepartiesoveroneormoreissues.Thepartiesinvolvedareofcourseattemptingtomaximizetheirownwelfarewithinthepracticalconstraintsofresourcesandcognitiveability.Thisprogrammedealswiththetensionbetweenconflictandcooperationandstrivestodevelopinsightintothebehaviourofindividuals,groupsandorganizations,andtofostereffectivenegotiatingskillsatahighlevelandatthesametimeestablishaindividualandcorporatenegotiationstrategy.

Inaddition,theprogramfocusonthescienceofNegoEconomics™- thecreationofadditionalvalueofupto42%- oftenaunutilizedvaluethatthepartiesleaveonthenegotiationtable.

TheMasterclassconsistsofanintensive5or6weeksprogram,alltaughtateMBAlevel.Thetopicscoveredinclude:

SMARTnershipNegotiationtechniquesandstrategiesTheCreationofNegoEconomics™TheimportanceofTru$tCurrency™PositiveImpact– CommunicationandPersonalImpactinnegotiationsCrossCultureissuesintheglobalmarketplaceNegotiationstylesandbehavior

1. CourseDescription

Learningconceptandmethods

Thecontentsoftheprogramhavebeenspeciallydesignedandaredynamic,interactive,challengingwhilebroadeningthemindsofparticipantsandwideningtheirscope.Theprogrambuildsupknowledge,expertiseandthetechniquesthattheprofessionalnegotiatorneedstouseinordertoachievesplendidsustainableresults.

Wehavechosentocombinesimulationswithlecturessincewebelievethecombinationofferstheoptimalopportunitiesforlearning:bothhavedefinitebenefits,aswellasdrawbackswhenstandingalone.

Thus,thelearningmethodsintheOnlineMasterClasscanbecharacterizedasfollows

Readingoftextbooks(passivelearning)Readingofcases(passivelearning)UsingtheNegotiatingplannerforpreparationofeachsimulation(activelearning)

Teaching:- Lectures(passivelearning)- Caselearning(activelearning)- Negotiationsimulations(activelearning)- Classactivities(activelearning)

Feedbackfromtheinstructors(passivelearning)Evaluations(activelearning)Individualfeedbackandcoachingbasedonperformances(activelearning)

Lecturesareagoodlearningmethodwhenthegoalistolearnaboutdifferentnegotiationtechniques,bothspecificallyandintheabstract.

Targetgroup Theprogramhasbeendevisedforsalesstaff,procurement,project,middleandseniormanagementwithintheprivatebusinesssectorandmanagersinthepublicsector.DuringthecoursepeopleparticipatingintheMasterClasswillbuildupawell-orientedandanalyticallybasedapproachtosolvingcomplexproblemsinnegotiationsituationsinbothcompaniesandorganisations.Thisprocessisanimportantpre-requisiteforunderstandingtheprinciplesandfoundationsofsuccessfulnegotiation.

Participantscompriseawiderangeofcompanies;theycomefromdifferentsectors,havehaddifferenttypesoftrainingandarefromdifferentbackgrounds,thuscontributingtothisinspiringdiversityintheinteractiveprogramme.

• Studentswilllearnhowtoanalyzeanegotiationandidentifythenegotiationstrategy• Studentswillexaminethevarioustypesofnegotiationstylesandbeabletoidentify

toolstohandledifferentstyles• Studentswillworkwithbehavioraleconomicsinnegotiation,includingdecisionmaking• StudentswillexaminethepotentialinNegoEconomics• Studentswillworkwithchecklistandnegotiationplannertoimprovepreparationand

postnegotiationevaluation• Studentswilllearntechniquesinordertogainmoreinformation• Studentswillbeintroducedtopreparationtoolsinnegotiation

Negotiationsimulation

Negotiationsimulation,ontheotherhand,isagreatlearningmethodtoallowtheparticipantstodevelopnegotiationskills.Negotiationsimulationisbasedonthelearningconceptsmetaphorandsimulation,teachingthenegotiatortoanalyseanegotiationsituationandtodeveloprecommendedapproachesandconclusionsinawell-groundedandstructuredmanner.Casesdescribedifferent,realnegotiationsituations.Theyareusedintheteachingprocesstodiscusstherealnegotiationsituationswhichrealnegotiatorshadtodealwith.Itisyourtask,aspartofateam,toanalysethesituationandthencarryouttheplan.Youwillhavetheopportunity,duringclass,tobenegotiatingpartnershipwithanotherteam.Itshouldbeaconstructivedialogue,apartnershipinwhichthepartiescanbenefitfromeachother’sexperienceandresourcestocreateaddedvaluebetweenthem.Oneofthegreatthingsincaselearningisthatthereisnocorrectsolution,butsomearebetterthanothers.

PleasebeawarethatnegotiationsimulationisintheSilverandGoldversionandnotavailableintheBronzeversionofthecourse.

Thiscoursecoversintermediatetoadvancedtheoriesandpracticesofmodernglobalnegotiations.Thecourseisdesignedtodevelopstrategic,analyticalandpracticalskillsforsounddecision-makinginaglobalsetting.Thecoursealsolinksbehavioraleconomicsdecision-makingnegotiation.Itemphasizespracticalapplicationswiththemethodofinstructioncombiningcasediscussionsandlectures.

2. LearningObjectives

3. LearningOutcomesBytheendofthiscourse,participantswillbeableto:

a. understandthebasicsandmoreadvancedstepsinanynegotiation.b. understandthedifferentstrategiesusedinnegotiationc. applyaprofessionalandefficientpreparationd. analyzethevariablesandcapitalizeNegoEconomicse. understandtheimportanceofathoroughpreparationf. conductanegotiationataprofessionallevel

a. Textbook: TheNegotiationManual,KeldJensen2004.SMARTnership,TheThirdRoad,KeldJensen2010,HonestNegotiation,KeldJensen2017.PositiveImpact 2016

b. ReadingMaterials: TheToyotaWay,TBAc. Cases: ThefurnitureshipmentfromVietnam.

4. RequiredCourseMaterials

5. SpreadsheetsandComputer

AllstudentsareexpectedtohavealaptopcomputercapableofrunningExcelorsimilarspreadsheetprograms.Ihighlyrecommendtheuseofspreadsheetsfornegotiationplannerinyourhomeworkassignmentsandexamsaswell

6. ExamTherewillbeonefinalexamforthecourse.FinalexamhastobetakeninWeek6,thefinalweekofthecourse.TheexamwillbeapaperthatisbasedonProfessorKeldJensen'sassignedreadings,lectures,cases,andhomeworkproblems.

FinalPaperPrepareapaper,describinganactualnegotiationyouhavebeeninvolvedinorcurrentlyareactivelyinvolvedin.Thecontentofthenegotiationisnotimportant.Youmustincludethefollowing:•Negotiationplanner•SAMmodeldescriptionofstrategieschosen•Describethenegotiationstrategiesused•Describethepeopleinvolvedandtheirnegotiationstyle(combative,concession,stalling,compromiseorcollaborative

•Roomfornegotiation•VariablesthatcreatesNegoEconomics

Seeexampleofofafinalpaperinweek6.

Thepapershouldbemin5pagesandmax8pages.Yourpaperwillbereviewedandgradingbasedonyourabilitytodemonstratethetakeawayfromthecourse.

PleasebeawarethatBRONZEsubscriberswillNOThavetheoptionofdoingafinalpaperwithanyfeedback.ThisisonlyanoptionforSILVERandGOLDclients.

7. ClassParticipation

Eachweek,youareinvitedtoactivelyparticipateinthediscussionofclassmaterials.Activeparticipationwillnotonlyenliventheenvironmentinwhichwelearnnegotiation,butalsodeterminetheamountwewillgetoutofthesubject.Togainthefullpotentialoftheclass,youareinvitedtoparticipatebypostinganoriginalresponsetothequestionsandareplyresponsetoanotherstudentorprofessorEACHWEEK.Pleasebearinmindthatqualityofparticipationismuchmoreimportantthanquantity.Pleasemaintainaprofessionalbusinessattitudeinalltheasynchronousdiscussions.

Youarestronglyadvisedtoattempttheselectedend-of-chapterproblemsonthechapterscovered.

8. PracticeProblems

9. FinalGrade

Thefinalgradewillbecomputedbasedonthefollowing:

10. GradingScalePleasenotethatthegradingscalebelowisageneralguideline.Thismaynotbethescaleforthefinalcoursegrade.Thefinalcoursegradewillbebasedonacurve.

11. GradingProcedure

Gradesreflectyourperformanceonassignmentsandadherencetodeadlines.Gradedassignmentswillbeavailablewithin12businessdaysoftheduedates.

Item Points Possible point % achievedQuiz 5Posting 5Post module 5 10Negotiation by email 10

Negotiation by Skype 15

Final paper 20Total 65

Letter Highest LowestA+ 100% 97.00%A 96.99% 94.00%A- 93.99% 90.00%B+ 89.99% 87.00%B 86.99% 83.00%B- 82.99% 77.00%C+ 76.99% 74.00%C 73.99% 70.00%D 69.99% 60.00%E 59.99% 00.00%

Youarerequiredtotakethefinalexamandsubmitallassignmentsonthedatesspecifiedinthecourseschedule,unlessspecialpermissionhasbeenobtainedfrommebeforehand(permissionwillbegrantedonlyforemergencyreason).

12. GroundRulesandExpectations

13. CommunicationWiththeprofessor

Thiscourseusesadiscussionboardcalled"QuestionsforProfessor"forgeneralquestionsaboutthecourse.Priortopostingaquestion,pleasecheckthesyllabus,announcements,andexistingposts.Ifyoudonotfindananswer,postyourquestion.Youareencouragedtorespondtothequestionsofyourclassmates.EmailquestionsofapersonalnaturetoyourinstructororassignedTA.Youcanexpectaresponsewithin24hours.

14. OnlineCourse

Thisisanonlinecourse.Therearenoface-to-facemeetings.Youcanlogintoyourcourseviatheportal.

15. EmailandInternetEmailisanofficialmeansofcommunication amongstudents,faculty,andstaff.Studentsareexpectedtoreadandactuponemailinatimelyfashion.Studentsbeartheresponsibilityofmissedmessagesandshouldchecktheiremailregularly.Allinstructorcorrespondencewillbesenttoyourofficialemailaccount.

16. CourseTimeCommitment

17. LateorMissedAssignments

Thiscourserequiresapproximately90hoursofwork.Pleaseexpecttospendaround15hoursonaverageeachweekpreparingforandactivelyparticipatinginthiscourse.

NotifytheprofessorBEFORE anassignmentisdueifanurgentsituationarisesandtheassignmentwillnotbesubmittedontime.Publishedassignmentduedates(ArizonaMountainStandardtime)arefirm.

Allassignments,unlessotherwiseannounced,MUSTbesubmittedtothedesignatedemail.

18. SubmittingAssignments

19. DropandAddDates/Withdrawals

Thiscourseadherestoacompressedscheduleandmaybepartofasequencedprogram,therefore,thereisalimitedtimelinetodroporaddthecourse.Notifyyourinstructortoaddordropthiscourse.Ifyouareconsideringawithdrawal,reviewthefollowingpolicies.

20. GradeAppeals

Gradedisputesmustbeaddressedbydiscussingthesituationwiththeprofessor

21. StudentConductandAcademicIntegrity

Academichonestyisexpectedofallstudentsinallexaminations,papers,laboratorywork,academictransactionsandrecords.Thepossiblesanctionsinclude,butarenotlimitedto,appropriategradepenalties,coursefailure(indicatedonthetranscriptasagradeofE),coursefailureduetoacademicdishonesty(indicatedonthetranscriptasagradeofXE),lossofregistrationprivileges,disqualificationanddismissal.Appropriateonlinebehavior(alsoknowsasnetiquette)isdefinedbytheprofessorandincludeskeepingcoursediscussionpostsfocusedontheassignedtopics.Studentsmustmaintainacordialatmosphereandusetactinexpressingdifferencesofopinion.Inappropriatediscussionboardpostsmaybedeletedbytheinstructor.

22. ProhibitionofCommercialNoteTakingServices

23. CourseEvaluation

Writtenpermissionmustbesecuredfromtheofficialprofessoroftheclassinordertoselltheinstructor'soralcommunicationintheformofnotes.

Studentsareexpectedtocompletethecourseevaluation.Thefeedbackprovidesvaluableinformationtotheinstructorandthecollegeandisusedtoimprovestudentlearning.Studentsarenotifiedwhentheonlineevaluationformisavailable.

Thesyllabusisastatementofintentandservesasanimplicitagreementbetweentheinstructorandthestudent.Everyeffortwillbemadetoavoidchangingthecourseschedulebutthepossibilityexiststhatunforeseeneventswillmakesyllabuschangesnecessary.Pleaseremembertocheckyouremailandthecoursesiteoften.

24. SyllabusDisclaimer

25. ComputerRequirements

ThiscourserequiresacomputerwithInternetaccessandthefollowing:

• Webbrowsers(Chrome,InternetExplorer,MozillaFirefox,orSafari)• AdobeAcrobatReader (free)• AdobeFlashPlayer (free)• Microphone(optional)andspeaker

26. TechnicalSupportTechnicalsupportisavailable24/7regardinglearningportalissues.

27. StudentSuccess

Thisisanonlinecourse.Tobesuccessful:

• checkthecoursedaily• readannouncements• readandrespondtocourseemailmessagesasneeded• completeassignmentsbytheduedatesspecified• communicateregularlywithyourinstructorandpeer• createastudyand/orassignmentscheduletostayontrack

ContactInformation

KeldJensenAss professor, author+18572227059keld@keldjensen.com

Thesyllabusisastatementofintentandservesasanimplicitagreementbetweentheinstructorandthestudent.Everyeffortwillbemadetoavoidchangingthecourseschedulebutthepossibilityexiststhatunforeseeneventswillmakesyllabuschangesnecessary.Pleaseremembertocheckyouremailandthecoursesiteoften.