MOR 569—Negotiation and Deal Making

Fall 2019, 16720R 3 units; Tuesday & Thursday, 3:30 – 4:50 pm JKP 212Professor: Michael W. Coombs, Ph.D.Office: Hoffman Hall 426Office Phone: 213 740-9290Office Hours: Thurs: 5:30 – 6:15 pm & by appointmentE-mail: mcoombs@usc.edu

This course in negotiation discusses theories, strategies, and ethics underlying negotiation and persuasion in contemporary organizations and societies. Particular emphasis is given to the knowledge and skills needed for effective negotiation and persuasion in a variety of business and non-business settings. The readings, lectures and case studies have been chosen for their relevance to the situations you are likely to face as a consumer and as a manager.

Every negotiation involves persuasion. As you will read, persuasion occurs when at least one person attempts to influence the thinking and/or actions of one or more others. Persuasion enters into most interpersonal and work related interactions. Our focus will be on persuasion as it occurs in the context of negotiation. Negotiation is the process by which two or more interdependent parties attempt to secure agreement.

The primary objective of this course is to broaden your understanding of how these two interrelated processes operate within and between organizations. Additional objectives include:

Describe the factors that facilitate and those that hinder effective negotiation and persuasion. Analyze the needs, concerns, motivations, and desires of other negotiators. Demonstrate strategic thinking skills in selecting behaviors that increase the likelihood of

satisfactory negotiation both within and across cultures. Demonstrate confidence in your ability to persuade and negotiate. Complete negotiations within the classroom and outside assignments. Prepare a strategic negotiation plan in advance of the negotiations. Evaluate performance by self and others and provide insightful, helpful comments which spur

actions for further development and improved performance.

1

COURSE DESCRIPTION

COURSE LEARNING OBJECTIVES

The class will include lectures, class discussions, class negotiation activities, quizzes and negotiation assignments outside of class. Be prepared to stay a few minutes after class to arrange meetings with other students for outside-of-class assignments. Negotiation session make-ups are not recommended. They are more staged than the original exercises and are difficult to arrange with all the other participants. They will only be arranged for serious medical or emergency situations.

The course is built around a series of negotiation exercises and debriefings. All exercises require some preparation in advance. Students are expected to be fully prepared for exercises prior to class and to participate in the debriefings. While some class time will be provided when group preparation is required, students will also need to meet outside of class.

1. Participation and Contribution (10% of your grade)

Your participation and contribution score will be managed as a “Bank Account.” Positive behaviors will increase your account. Negative behaviors will decrease your account. Your preparation involves completing the assigned readings and preparing the negotiation exercise for that day. Because I try to observe as many negotiations as possible on any given day, it is often quite obvious when a student is not prepared. This harms your negotiation partner’s experience as well as your own, and will be noted by me, and taken into account in the final assignment of preparation scores. When negotiating, you must follow all the instructions that are provided for your role. However, you do have freedom to be creative in how you interpret this information and the kinds of strategies you employ, provided that they do not contradict any of the explicit instructions or fundamentally alter the negotiation’s structure.

Participation in class discussion involves active participation that contributes to the class. Merely showing up and having read the assigned readings does not get you any credit. Attendance is required, and is therefore not rewarded. Active participation means that you speak up in class. Whether this is accomplished by answering questions, making observations, commenting on other students’ comments or challenging the instructor’s views does not matter. The second requirement is that what you say actually contributes – merely repeating comments made by other students or telling the class that you agree with what someone else said does not count. Your comments should move the discussion forward. If you are shy, prefer to sit quietly in the back, or just do not feel comfortable speaking in front of your classmates, my suggestion is that you see this class as a challenge to improve those skills. No such excuses will be accepted when the day is done and the grades are assigned.

Note: This course has a strict attendance policy. You must provide prior notice to the instructor if you have to miss a negotiation. If you do not provide such notice, your negotiating partner for the day is left hanging and many people can end up being inconvenienced. If you miss a negotiation without prior notice to the instructor, you will be penalized in the final grading of the course. Even if you do provide prior notice, but miss multiple classes, you may also be penalized.

This syllabus contains the dates for all negotiation exercises. The ELC schedule will not be changed. If you need to miss an exercise, please refer to the latest version of the posted role assignments for that

2

COURSE MATERIALS

GRADING

case, contact your assigned partner(s) to see if alternative arrangements can be made for negotiating the case [i.e., either with those partner(s) or with other classmates who have been assigned the requisite role(s) and who would be willing to switch with your assigned partner(s)] and inform me via e-mail regarding the outcome of these efforts. You must notify me of your absence from class, and any arrangements you have made with regard to this absence, at least 24 hours before the start of class so I can make the necessary classroom adjustments. Please note that I will not match up students for the purposes of establishing a make-up exercise. Such arrangements will be your responsibility.

If you have read to this point it should be obvious that this course requires your active participation. If your chosen field of study were music you would have some classes which present theory and other classes which develop your performance skills. This negotiation class contains both theory and performance. We are scheduled for 13 exercises in the ELC through the semester which provide an opportunity to develop your skills in applying concepts presented in class and in the readings.

I reserve the ability to evaluate your contributions. Inappropriate behavior in class for any reason such as: checking email, eating, entering and exiting during class, late arrivals, early departures, and other distractive behaviors may result in receiving no credit for that class session. Only sitting in the class is also insufficient contribution.

In order to assure that your class participation grade is objective and fair, we will keep track of your contributions during class. It isn’t necessary that you talk all the time or that we call on you in order for you to be noticed. It is important to make quality contributions in class -- ones that facilitate learning and help reach class goals.

Thus, your active involvement in preparation and participation is required in this course. This will be reflected in your overall course grade. This semester the registration system permits students to choose to enroll for classes for 1) a letter grade, 2) Pass/No Pass) or 3) as an Audit. Putting forth less than optimum performance is of little value in developing your negotiation skills and affects the experience of your fellow classmates. Therefore, registration in this course on a Pass/No Pass or Audit basis is strongly discouraged. The same standard of performance will be expected of you in all course activities as students seeking a letter grade. Students registered on an Audit basis will be allowed to attend classes but not participate in class activities.

2. Skill-Based Deliverables (10% of your grade).

Skill-based deliverables provide an opportunity to demonstrate your understanding of key concepts within the course. These will be used to evaluate your progress on specific occasions during the course. Some will be conducted during class, others may be prepared outside of class. They may be announced or not announced.

3. Strategic Plans and Self-Evaluations of Negotiations (35% of your grade).

Strategic plans will be prepared in advance of each negotiation and submitted in the typed format which is provided. Following Negotiations 1, 3, 5, 9, and 11 a word-processed self-evaluation of approximately three pages will be submitted at the beginning of the class describing your perceptions of your negotiation skills and those of your partner(s) and areas for improvement for both. There will be two sources of input for each of these reports: (1) classmates will provide you with comments based on their observations and, (2) you will watch the video recording of your negotiation on your own and

3

make note of areas for your own improvement (Your evaluation report should be thorough and focused on information learned in course lectures and readings. These evaluations are a critical part of the learning in this course. Thus, your improvement in this course is not totally dependent upon the instructor but requires your own participation, awareness and evaluation. You should receive feedback from classmates as well.

The write-up for Negotiation 11 gives you an opportunity to integrate your experience overall during the course. You will be addressing the questions: “What have I learned about (1) myself, (2) about negotiation and (3) what will I do to improve my negotiation skills?” Comments regarding the functioning of your team throughout the course will also be evaluated. Specific details will be provided later.

Assignments must be submitted in hard copy at the beginning of class at the due date / time specified. Any assignment turned in late, even if only by a few minutes, will receive a grade deduction (for example, if your work is a B+ grade, you will be given a C+ grade). If your printer breaks down on the due date, you must email a copy to me by the due date/time.

4. Mid-Term Examination (20% of your grade)This examination will be closed book / no notes and will include both multiple choice and short answer (essay) questions on information and materials used in the course.

5. Final Examination (25% of your grade).This examination will be closed book / no notes and will include both multiple choice and short answer (essay) questions on information and materials used in the course.

Final course grades represent how you perform in the class relative to other students. Your grade will not be based on a mandated target, but on your performance. Historically, the average grade for this class is about a 3.3 gpa (B+). Three items are considered when assigning final grades:

1. Your average weighted score as a percentage of the available points for all assignments (the points you received divided by the number of points possible).

2. The overall percentage score within the class.3. Your ranking among all students in the class.

USC Marshall Critical Thinking Initiative:

The USC Marshall Critical Thinking Initiative is a school-wide effort to improve your critical thinking skills in order to be more successful problem solvers in class and in the workplace.  This means that you will engage in a variety of learning activities in your courses which are aimed at developing and applying your critical thinking skills in a disciplined manner so that you can outperform others to get your desired job and to further excel in your career.  Your ability to think critically is an important part of the evaluation/grading process in this course.  The centerpiece of Marshall’s critical thinking knowledge is a website that contains instructional materials and videos. During the course of the semester, the instructor may direct you to these instructional resources prior to various class discussions and exercises.

4

STATEMENT ON ACADEMIC CONDUCT AND SUPPORT SYSTEMS

Academic Conduct:Plagiarism – presenting someone else’s ideas as your own, either verbatim or recast in your own words – is a serious academic offense with serious consequences. Please familiarize yourself with the discussion of plagiarism in SCampus in Part B, Section 11, “Behavior Violating University Standards” policy.usc.edu/scampus-part-b. Other forms of academic dishonesty are equally unacceptable.  See additional information in SCampus and university policies on scientific misconduct, http://policy.usc.edu/scientific-misconduct.

Support Systems: Student Counseling Services (SCS) - (213) 740-7711 – 24/7 on call Free and confidential mental health treatment for students, including short-term psychotherapy, group counseling, stress fitness workshops, and crisis intervention. https://engemannshc.usc.edu/counseling/

National Suicide Prevention Lifeline - 1-800-273-8255 Provides free and confidential emotional support to people in suicidal crisis or emotional distress 24 hours a day, 7 days a week. http://www.suicidepreventionlifeline.org

Relationship & Sexual Violence Prevention Services (RSVP) - (213) 740-4900 - 24/7 on call Free and confidential therapy services, workshops, and training for situations related to gender-based harm. https://engemannshc.usc.edu/rsvp/

Sexual Assault Resource Center For more information about how to get help or help a survivor, rights, reporting options, and additional resources, visit the website: http://sarc.usc.edu/

Office of Equity and Diversity (OED)/Title IX compliance – (213) 740-5086 Works with faculty, staff, visitors, applicants, and students around issues of protected class. https://equity.usc.edu/

Bias Assessment Response and Support Incidents of bias, hate crimes and microaggressions need to be reported allowing for appropriate investigation and response. https://studentaffairs.usc.edu/bias-assessment-response-support/

Student Support & Advocacy – (213) 821-4710 Assists students and families in resolving complex issues adversely affecting their success as a student EX: personal, financial, and academic. https://studentaffairs.usc.edu/ssa/

Diversity at USC – https://diversity.usc.edu/ Tabs for Events, Programs and Training, Task Force (including representatives for each school), Chronology, Participate, Resources for Students

USC Emergency InformationProvides safety and other updates, including ways in which instruction will be continued if an officially declared emergency makes travel to campus infeasible. emergency.usc.edu

5

USC Department of Public Safety – UPC: (213) 740-4321 – HSC: (323) 442-1000 – 24-hour emergency or to report a crime. Provides overall safety to USC community. dps.usc.edu

Students with Disabilities:USC is committed to making reasonable accommodations to assist individuals with disabilities in reaching their academic potential. If you have a disability which may impact your performance, attendance, or grades in this course and require accommodations, you must first register with the Office of Disability Services and Programs (www.usc.edu/disability). DSP provides certification for students with disabilities and helps arrange the relevant accommodations.  Any student requesting academic accommodations based on a disability is required to register with Disability Services and Programs (DSP) each semester. A letter of verification for approved accommodations can be obtained from DSP. Please be sure the letter is delivered to me (or to your TA) as early in the semester as possible. DSP is located in GFS (Grace Ford Salvatori Hall) 120 and is open 8:30 a.m.–5:00 p.m., Monday through Friday. The phone number for DSP is (213) 740-0776. Email: ability@usc.edu.

Add / Drop Process

If you are absent six or more times prior to Week 12, I may ask you to withdraw from the class by that date. These policies maintain the professionalism and ensure a system that is fair to all students.

Retention of Graded Coursework

The Marshall School of Business policy for returning papers is as follows: “Returned paperwork, unclaimed by a student may be discarded after 4 weeks and, hence, will not be available should a grade appeal be pursued by the student following receipt of his/her course grade.”

Technology Policy

Laptop and internet usage is not permitted during academic or professional sessions unless otherwise stated by the respective professor and/or staff. Use of other personal communication devices, such as cell phones, is considered unprofessional and is not permitted during academic or professional sessions. ANY e-devices (cell phones, PDAs, i-phones, Blackberries, or other texting devices, laptops, i-pods) must be completely turned off during class time unless given permission. Upon request, you must comply and put your device on the table in off mode and FACE DOWN. You might also be asked to deposit your devices in a designated area in the classroom. Videotaping faculty lectures is not permitted, due to copyright infringement regulations. Audio-taping may be permitted only if approved by the professor. Use of any recorded material is reserved exclusively for USC Marshall students registered in this class. Be here, Now!

Course Communication: Blackboard Course Management System

The Marshall School of Business is using the Blackboard Course Management System for faculty – student communication. If you are registered in this course you have access to this CMS through https://Blackboard.usc.edu. If you are accustomed to using other e-mail services please link them to the USC system so that you receive emails in a timely manner. You should begin the habit of checking Blackboard for additional information on a very regular basis. The course syllabus has been posted.

6

Additional course lecture notes/materials, further details on assignments and position outlines (where appropriate), and general course announcements, will be posted to the folder throughout the semester.

Class Notes

Notes or recordings made by students based on a university class or lecture may only be made for purposes of individual or group study, or for other non-commercial purposes that reasonably arise from the student’s membership in the class or attendance at the university. This restriction also applies to any information distributed, disseminated or in any way displayed for use in relationship to the class, whether obtained in class, via email or otherwise on the internet, or via any other medium. Actions in violation of this policy constitute a violation of the Student Conduct Code, and may subject an individual or entity to university discipline and/or legal proceedings.

No recording and copyright notice. No student may record any lecture, class discussion or meeting with me without my prior express written permission. The word “record” or the act of recording includes, but is not limited to, any and all means by which sound or visual images can be stored, duplicated or retransmitted whether by an electro-mechanical, analog, digital, wire, electronic or other device or any other means of signal encoding. I reserve all rights, including copyright, to my lectures, course syllabi and related materials, including summaries, PowerPoints, prior exams, answer keys, and all supplementary course materials available to the students enrolled in my class whether posted on Blackboard or otherwise. They may not be reproduced, distributed, copied, or disseminated in any media or in any form, including but not limited to all course note-sharing websites. Exceptions may be made for students who have made prior arrangements with DSP and me.

Emergency Preparedness / Course ContinuityIn case of a declared emergency if travel to campus is not feasible, USC executive leadership will announce an electronic way for instructors to teach students in their residence halls or homes using a combination of Blackboard, teleconferencing, and other technologies.

Please activate your course in Blackboard with access to the course syllabus. Whether or not you use Blackboard regularly, these preparations will be crucial in an emergency. USC’s Blackboard learning management system and support information is available at blackboard.usc.edu.

Incomplete Grades

A mark of IN (incomplete) may be assigned when work is not completed because of a documented illness or other “emergency” that occurs after the 12th week of the semester (or the twelfth week equivalent for any course that is scheduled for less than 15 weeks).

An “emergency” is defined as a serious documented illness, or an unforeseen situation that is beyond the student’s control, that prevents a student from completing the semester. Prior to the 12th week, the student still has the option of dropping the class. Arrangements for completing an IN must be initiated by the student and agreed to by the instructor prior to the final examination. If an Incomplete is assigned as the student’s grade, the instructor is required to fill out an “Assignment of an Incomplete (IN) and Requirements for Completion” form (http://www.usc.edu/dept/ARR/grades/index.html) which specifies to the student and to the department the work remaining to be done, the procedures for its completion, the grade in the course to date, and the weight to be assigned to work remaining to be done when the final grade is computed. Both the instructor and student must sign the form with a copy

7

of the form filed in the department. Class work to complete the course must be completed within one calendar year from the date the IN was assigned. The IN mark will be converted to an F grade should the course not be completed.

Lost and FoundThe Lost and Found area for the Marshall School is located in BRI 205. If you leave anything behind after class, it will be taken there. Conversely, if you lose an item, you should report your loss to the Lost and Found. Someone may contact you if your item shows up.

Key Dates—Fall 2019

August 26 Fall Semester classes beginSeptember 2 Labor Day, university holidaySeptember 13 Last day to register and add classesSeptember 13 Last day to drop a class without a mark of “W”October 17-18 Fall RecessNovember 15 Last day to drop a class with a mark of “W”December 6 Classes endDecember 11-18 Final Exams

Books and materials

Required Materials:1-Text: Lewicki, R; Barry, B. and Saunders, David M., Essentials of Negotiation, 6th ed., McGraw-

Hill, 2016, ISBN: 978-0-07-786246-6

2-Course Reader: Collected articles and cases available in the USC Trojan Bookstore

3-Charges to your fee bill for required materials used in each of our negotiations.

4-Individual surveys and questionnaires

Optional Readings:Adler, Nancy, From Boston to Beijing: Managing with a World View. Cincinnati, OH: Southwestern /

Thomson, 2002.

Adler, Nancy with Allen Gunderson, International Dimensions of Organizational Behavior, Fifth Edition. Mason, OH: Thomson, 2008.

Bazerman, Max H. & Neale, Margaret A., Negotiating Rationally. New York, NY: The Free Press, 1992.

Belfort, Jordan, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success; New York, NY: North Star Way, 2017.

Brett, Jeanne M., Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco, CA: Jossey-Bass, 2001.

8

Burnett, Bill & Evans, Dave; Designing Your Life: How to Build a Well-Lived, Joyful Life. New York, NY: Alfred A. Knopf, 2016.

Camp, Jim, Start with No. New York, NY: Crown Business, 2002.

Cialdini, Robert B., Influence: Science and Practice, 4th edition. Boston, MA: Allyn and Bacon, 2001.

Cialdini, Robert B., Pre-suasion: A Revolutionary Way to Influence and Persuade. New York, NY: Simon & Schuster, 2016.

Cellich, Clauide and Jain, Subhash C., Global Business Negotiations: A Practical Guide. Mason, OH: Southwestern, 2004.

Cohen, Raymond, Negotiating Across Cultures: International Communication in an Interdependent World, revised. Washington, D.C.: Unites States institute of peace oppress, 1997.

Deep, Sam and Sussman, Lyle, What to Ask When You Don’t Know What to Say: 555 Powerful Questions to Use For Getting Your Way at Work. New York, NY: MJF Books, 1993.

Diamond, Stuart, Getting More: How to Negotiate to Achieve Your Goals in the Real World. Crown Business, New York, NY, 2010.

Donohue, George F., Real Estate Dealmaking: A Property Investor’s Guide to Negotiating. Chicago, IL: Dearborn Trade Publishing, 2005.

Ericsson, Anders and Pool, Robert, Peak: Secrets From the New Science of Expertise. New York, NY: Houghton Mifflin Harcourt, 2016.

Ertel, Danny and Gordon, Mark, The Point of the Deal: How to Negotiate When Yes is Not Enough. Boston, MA: Harvard Business School Press, 2007.

Fairhurst, Gail T. and Sarr, Robert A., The Art of Framing: Managing the Language of Leadership. San Francisco, CA: Jossey-Bass Publishers, 1996.

Fisher, Roger & Ury, William; Getting to Yes, 2nd edition; Penguin Books, 1991.

Foster, Dean Allen, Bargaining Across Borders; McGraw-Hill, 1992; ISBN 0-07-021656-8

Gesteland, Richard R., Cross-Cultural Business Behavior: Marketing, Negotiating and Managing Across Cultures. Copenhagen, Denmark, 1999.

Goldstein, Noah J., Martin, Steve J. and Cialdini, Robert B., Yes!: 50 Scientifically Proven Ways to Be Persuasive. New York. NY: Free Press, 2008.

Grosse, Robert E. editor, Thunderbird on Global Business Strategy. New York, NY: John Wiley & Sons, Inc., 2000.

9

Gundling, Ernest; Hogan, Terry and Cvitkovich, Karen, What is Global Leadership? 10 Key Behaviors That Define Great Global Leaders. Boston, MA: Nicholas Brealey Publishing, 2011.

Gundling, Ernest, Working GlobeSmart: 12 People Skills for Doing Business Across Borders. Boston, MA: Nicholas Brealey Publishing, 2010.

Hofstede, Geert, Culture’s Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations, 2nd edition. Thousand Oaks, CA: Sage Publications, 2001.

Hogan, Kevin, The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less. Hoboken, NJ: John Wiley & Sons, 2005.

House, Robert J.; Hanges, Paul J.; Javidan, Mansour; Dorfman, Peter w.; and Gupta, Vipin, Culture, Leadership, and Organizations: The GLOBE Study of 62 Societies. Thousand Oaks, Sage Publications, Inc., 2004.

Itzler, Jesse, Living with a Seal: 31 Days Training with the Toughest Man on The Planet. New York, NY: Center Street, 2015.

Karrass, Chester L. Give and Take: The Complete Guide to Negotiating Strategies and Tactics, revised edition. New York, NY: Harper Business, 1993.

Kolb, Deborah M. and Williams, Judith, Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. Jossey-Bass, 2003.

Kublin, Michael, International Negotiating: A Primer for American Business Professionals. New York, NY: International Business Press, 1995.

Lang, Michael D. and Taylor, Alison, The Making of a Mediator: Developing Artistry in Practice. Jossey-Bass, Inc. 2000.

Latz, Martin E. Gain the Edge: Negotiating to Get What You Want. New York, NY: St. Martin’s Griffin, 2004.

Lavington, Camille, with Stephanie Losee, You’ve Only Got Three Seconds: How to Make the Right Impression in Your Business and Social Life. New York, NY: Doubleday, 1997.

Lax, David A. and Sebenius, James K., 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston, MA: Harvard Business School Press, 2006.

Leeds, Dorothy, The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work. New York, NY: Perigee Books, 2000.

Leon, Burke and Leon Stephanie, The Insider’s Guide to Buying a New or Used Car: Hundreds of Tips in Easy-to-Use Checklist Format from a Veteran Insider. Cincinnati, OH: Betterway Books, 1993.

10

Leonard, Kelly & Yorton, Tom, Lessons from the Second City: Yes, And: How Improvisation Reverses “No, But” Thinking and Creativity and Collaboration. New York, NY: Harper Business, 2015.

Lewis, Richard D., When Cultures Collide: Leading Across Cultures, 3rd edition. Boston, MA: Nicholas Brealey International, 2006.

Lewicki, Roy J. and Hiam, Alexander, Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict. San Francisco, CA: Jossey-Bass, 2006.

Malhotra, Deepak and Bazerman, Max H., Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. New York, NY: Bantam Books, 2007.

McCormack, Mark H., On Negotiating. Los Angeles, CA: Dove Books, 1995.

Mnookin, Robert, Bargaining with the Devil: When to Negotiate, When to Fight. New York, NY: Simon & Schuster, 2010.

Morosini, Piero, Managing Cultural Differences: Effective Strategy and Execution Across Cultures in Global Corporate Alliances. Oxford, GB, UK, Elsevier Science Ltd., 1998.

Morris, Desmond, Bodytalk: The Meaning of Human Gestures. New York, NY: Crown Publishers, 1994.

Morrison, Terri, Conaway, Wayne A., and Borden, George A., Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries. Holbrook, MA, Adams Media Corporation, 1994.

Nadler, Gerald and Chandon, William J. Smart Questions: Learn to Ask the Right Questions for Powerful Results. San Francisco, CA: Jossey-Bass, 2004.

Nierenberg, Juliet and Ross, Irene S., Women and the Art of Negotiating. New York, NY: Barnes and Noble, 1985.

Nierenberg, Roger, Maestro: A Surprising Story about Leading by Listening. New York, NY: Penguin Books, 2009.

Pease, Allan and Pease, Barbara; The Definitive Book of Body Language. New York, NY: Random House, 2006.

Puhn, Laurie, Instant Persuasion: How to Change Your Words to Change Your Life. New York, NY: Jeremy Tarcher / Penguin, 2005.

Raiffa, Howard with John Richardson and David Metcalfe, Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge, MA: The Belknap Press of Harvard University Press, 2002.

11

Rapaille, Clotaire, The Culture Code: An Ingenious Way to Understand Why People Around the World Live and Buy as they do. New York, NY: Random House, 2006.

Reardon, Kathleen Kelley, Persuasion in Practice. Thousand Oaks, CA: Sage Publications, Inc., 1991.

Reardon, Kathleen Kelley, They Don’t Get It, Do They? Communication in the Workplace—Closing the Gap Between Men and Women. Boston, MA: Little, Brown and Company, 1995.

Requejo, William Hernandez and Graham, John L., Global Negotiation: The New Rules. New York, NY: Palgrave Macmillan, 2008.

Salacuse, Jeswald W., Making Global Deals: Negotiating in the International Marketplace. Boston, MA: Houghton Mifflin Company, 1991.

Salacuse, Jeswald W., Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead. New York, NY: American Management Association, 2008.

Shapiro, Daniel, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. New York, NY: Viking, 2016.

Shell, G. Richard, Bargaining for Advantage: Negotiation Strategies for Reasonable People, revised edition. New York, NY: Penguin Books, 2006.

Subramanian, Guhan, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace. New York, NY: W.W. Norton & Company, 2010.

Tannen, Deborah, Talking from 9 to 5: Women and Men in the Workplace: Language, Sex, and Power. New York, NY: Avon Books, 1994.

Thompson, Leigh L., The Mind and Heart of the Negotiator, 4th edition. Upper Saddle River, NJ: Prentice Hall, 2009.

Toulmin, Stephen E., The Uses of Argument, updated edition. Cambridge, MA: Cambridge University Press, 2008.

Voss, Chris, Never Split the Difference. New York, NY: Harper Collins, 2016.

Watkins, Michael, Breakthrough Business Negotiations: A Toolbox for Managers. San Francisco, CA, Jossey-Bass, 2002.

Watkins, Michael, Shaping the Game: The New Leader’s Guide to Effective Negotiating. Boston, MA: Harvard Business School Publishing, 2006.

Wheeler, Michael, The Art of Negotiation. New York, NY: Simon & Schuster, 2013.

12

MOR 569 COURSE SCHEDULE – Fall 2019; Tuesday & Thursday 3:30 – 4:50 pm

Listed is a schedule of assignments and topics for this course. Changes may be made as the course progresses depending upon enrollment, ELC schedules, and class needs. Due to the increased demand for use of the ELC from other instructors some weeks we will begin in the classroom, then move to the ELC later. On other weeks the sequence may be reversed. The time for the ELC session is noted in the left hand column of this schedule.

“Fifty percent of something is better than 100 percent of nothing.” Chuck Barris

DATE MOR 569: Negotiation & Deal Making; Tuesday & Thursday – 3:30 to 4:50 pm, Fall 20198/27-1JKP 212

The Role of Persuasion in negotiationFocus on ListeningLeadership Style InventoryReading: R. Lewicki, Essentials of Negotiation, Chapter 1

R. Volkema, Why Dick and Jane Don’t Ask

Optional:Video: Robert Cialdini on “Pre-suasion.” Access at: https://www.inc.com/robert-cialdini/6-secrets-to-getting-people-to-say-

yes.htmlArticle: How to Negotiate Like A Pro, Inc. Magazine, May 2017. Available in Blackboard

CONTENT folder.

8/29-2JKP 212

Question: How are you presenting yourself in negotiations?Communication Patterns and Pitfalls – Crossing gender and cultural divides.DCPs (Dysfunctional Communication Patterns)

Optional: Video: Improv Lessons for Business from Second City. Accessed at: https://www.youtube.com/watch?v=QEDVlLyOMO4Video: Dave Morris: The Way of Improvisation. Accessed at: https://www.youtube.com/watch?v=MUO-pWJ0riQVideo: The Art of Improvisation: Steve Matuszek. Accessed at: https://www.youtube.com/watch?v=nR9oa6gxoUIVideo: Amy Cuddy, “Your Body Language May Shape Who You Are.” Accessed at:

https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are?language=en

9/3-3JKP 212

Question: What are the Strategy and Tactics of Distributive Bargaining?Reading: R. Lewicki, Essentials of Negotiation, Chapter 2 V. Medvec & A. Galinsky, Putting More on the Table

9/5-4JKP 301ELC-1

Question: What will you do to improve the outcome in distributive bargaining situations?

Negotiation 1: A Distributive negotiation (2x2)Look for DCP’s as well as persuasion strategies DUE: Your Strategy Plan submitted prior to negotiation.

13

Feedback: As a regular practice following each of our class exercises, and upon reaching an agreement, please remain in the ELC room and provide helpful comments to each other to assist in each class member’s ongoing development. Intermittingly you will be asked to integrate the feedback into a Self Evaluation which you submit individually as a graded assignment. The first Self Evaluation is due on September 10th

9/10-5JKP 212

Question: When does planning begin? When does planning end?

Reading: R. Lewicki, Essentials of Negotiation, Chapter 4 George Wu, Two Psychological Traps in Negotiation

M. Watkins & S. Rosen, Rethinking “Preparation” in Negotiation.

DUE: Individual written self-assessment of Negotiation 1 following the prompts on the Self Evaluation form.

9/12-6JKP 301ELC-2

Question: What will you do to improve the outcome in distributive bargaining situations?

Negotiation 2: a Distributive negotiation (2 x 2)Anchoring and Other Reliable Strategies

Debrief Negotiation in next class session.DUE: Your Strategy Plan submitted prior to negotiation.

9/17-7JKP 212

Questions: How will you establish credibility?

Reading: R. Lewicki, Essentials of Negotiation, Chapter 3 J. Sebenius, Six Habits of Merely Effective Negotiators.

Roger Fisher & Wayne Davis, Six Basic Interpersonal Skills

Optional: Fisher & Ury, Getting to Yes.Video: Principled Negotiation – Roger Fisher

9/19-8JKP 301ELC-3

Question: What actions will you implement to change a win-lose situation into a win-win outcome?

Negotiation 3: an Integrative negotiation (2 x 2)Integrative Negotiations: Using questions, strategic asking and responding

DUE: Your Team’s Strategy Plan submitted prior to negotiation.

9/24-9JKP 212

Questions: How confident are you that the other party is telling the truth? What will you do to verify your observations?

Reading: R. Lewicki, Essentials of Negotiation, Chapter 5M. Wheeler, True or False: Lie Detection at the Bargaining Table

Deepak Malhotra & Max H. Bazerman, Investigative NegotiationDUE: Individual written self-assessment of Negotiation 3 following the prompts on the Self Evaluation form.

9/26-10ELC-49:30

Questions: How confident are you that the other party is telling the truth?What will you do to verify your observations?

Negotiation 4: a Question of Ethics (2 x 2)

14

DUE: Group Strategy Plan submitted prior to negotiation. Debrief following the negotiation. 10/1-11JKP 212

Question: Does it matter how you present your point of view?Framing for understandingReading: R. Lewicki, Essentials of Negotiation, Chapters 6

L. Sussman, How to Frame a Message: The Art of Persuasion and Negotiation.

10/3-12JKP 301ELC-5

Negotiation 5: Negotiating a Business Contract (2 x 2)Forming and Maintaining Strategic Alliances Reading: R. Lewicki, Essentials of Negotiation, Chapter 7 Deborah M. Kolb, Before You Say Yes, Negotiate For What You Need to Succeed

DUE: Group Strategy Plan submitted prior to negotiation. Debrief following the negotiation.

10/8-13JKP 212

MID-TERM EXAMINATION

DUE: Individual written self-assessment of Negotiation 5 following the prompts on the Self Evaluation form.

10/10-14JKP 301ELC-6

Question: What will you do to orchestrate agreement among parties?Negotiation 6: Negotiating an Alliance (2 x 2)

DUE: Your Strategy Plan submitted prior to negotiation. Debrief following the negotiation.

10/15-15JKP 212

Question: What behaviors lead to success?

Reading: Huthwaite, Strategies of Successful Negotiators R. Cialdini, Harnessing The Science of Persuasion

video: R. Cialdini, The Science of Persuasion

Coming up: DUE: Individual response to Name Your Price case emailed to me by midnight on 10/21.

10/17 FALL RECESS10/22-16JKP 212

Question: Which behaviors will improve your outcomes?Theories of power and persuasion

Reading: R. Lewicki, Essentials of Negotiation, Chapter 8 Name Your Price: Compensation Negotiation at Whole Health Management (A)

DUE: Individual response to Name Your Price case emailed to me by midnight on 10/21 (yesterday).

10/24-17JKP 301ELC-7

Question: What are the paradoxes of career negotiations?

Negotiation 7: Career Exercise (1 x 1)Career negotiations

Reading: Malhotra, D., 15 Rules for Negotiating Your Job Offer

10/29-18JKP

Part II: Persuasion

Reading: Lax & Sebenius, 3-D Negotiation

15

212 Sull, et al., Dancing with Elephants: The Smartix SagaDUE: Issues of Sequence and Scope

10/31-19JKP 301ELC-8

Negotiation 8: A Joint Venture Negotiation (2 x 2)

DUE: Group Strategy Plan submitted prior to the negotiation.

11/5-20JKP 212

Question: What two concepts significantly increase developing a mutually agreeable solution?Reading: R. Lewicki, Essentials of Negotiation, Chapter 9

Fortgang, et al.: Negotiating the Spirit of the Deal D. Malhotra, Risky Business: Trust in Negotiations.Optional: Foster, Bargaining Across Borders, Chapters 1-3,

11/7-21JKP 301ELC-9

Question: What will you do to improve success in cross-cultural negotiations?Negotiation 9: Cross-Cultural Negotiations

DUE: Group Strategy Plan submitted prior to the negotiation.

11/12-22JKP 212

Question: What can increase your effectiveness in Cross-cultural negotiations?Reading: R. Lewicki, Essentials of Negotiation, Chapter 11 James K. Sebenius, Hidden Challenge of Cross-Border Negotiations

Optional: Foster, Bargaining Across Borders, Chapters 4-6Video: A Cross-Cultural Business Negotiation.

DUE: Individual written self-assessment of Negotiation 9 following the prompts on the Self Evaluation form.

11/14-23ELC-10

Cross-Cultural NegotiationsNegotiation 10: a Multi-party exercise – Part I (6 persons)

Reading: R. Lewicki, Essentials of Negotiation, Chapter 12 Herminia Ibarra, Jennifer M. Suesse, Building Coalitions

DUE: Submit Your Strategy Plan prior to the negotiation.

11/19-24JKP 212

Question: What will you do to manage the process of the negotiation?Team Dynamics

Reading: R. Lewicki, Essentials of Negotiation, Chapter 10 Reardon & Spekman, Starting Out Right: Negotiation Lessons for Domestic and Cross-

Cultural Business Alliances. M. Watkins, Dynamic Negotiations: Seven Propositions About Complex Negotiations.

Optional: Foster, Bargaining Across Borders, Chapters 7-9

11/21-25ELC-11

Question: What actions will you implement to significantly improve your success?Negotiation 11: A Multi-Party Negotiation – Part II (6 persons)Case: TBD

DUE: Submit Your Strategy Plan prior to the negotiation.

16

DUE next class: Individual written Self Evaluation. Your individual write-up of this negotiation will be augmented/integrated with your own insights from the prior negotiations (1 through 12) to create your perspectives on your teamwork, which is due next class (November 26).

11/26-26JKP 212

Question: How will using standards improve your outcome? Reading:

Video: Getting More with Stuart Diamond

Debrief November 21 negotiation exercise in class.

DUE: Individual written Self Evaluation of Negotiation 11 plus reflections across the semester. 11/28 THANKSGIVING HOLIDAY12/3-27JKP 212

Question: What actions will you implement to manage coalitions at the table?

Preparation for mediation12/5-28JKP 212ELC-12

Question: Who gets to decide?

Negotiation 12: MediationMediation processes in negotiation:

FINAL EXAM

Tuesday, December 17, 2:00 PM – 4:00 PM

17