Course Syllabus

• Do you ever feel that you have not achieved all that you wanted in a negotiation situation?
• Are you interested in learning new skills and exploring new strategies and tactics?
• Have emotions or the desire to win undermined your success?
• Is there conflict within your organization that you would like to eliminate?
• Do you want to become a more effective negotiator?
• Are you working in an international business setting and want to learn more about how to work across countries and cultures?

 MGMT 4225 is an live web conference course that creatively utilizes cases, role plays, and scenarios to help you build your skills and your understanding of negotiations and organizational conflict. You will be working one on one as well as in team negotiations, engaging in discussions, and accessing resources that will enhance your ability to navigate your way through complex situations. You will be actively learning through the use of case analyses and readings as well as experiencing real world negotiations from a wide range of contexts. These scenarios range some simple two party negotiations to complex multiparty negotiations and will support the development of skills, strategies, and tactics that are applicable in work environments as well as in all facets of life. You will learn to communicate more effectively, recognize and develop alternatives as well as overcome barriers, and utilize your existing strengths in each class. As a result, your negotiating effectiveness should increase significantly as you delve into these negotiations each week.

Students in this course learn about negotiating by actually negotiating with each other.This interactive environment emphasizes the reality that the ability to negotiate effectively is critical for success-- in business as well as in everyday life. This course provides a comprehensive introduction to concepts in negotiation, interpersonal effectiveness, and organizational conflict resolution. We explore various types of negotiations including integrative (win/win approach), distributive (win/lose approach) and various iterations of these two extremes. In addition, we discuss communication (face to face, virtual, verbal/non verbal), emotion/perception (psychological intangibles), team/multiparty negotiations, and international negotiations and cultural differences.

Web Conference Information

This section of MGMT 4225 is a live web conference course. Prior to the first class session on participants must:

• Download the necessary software at http://www.elluminate.com/support/index.jsp (Links to an external site.)
• Purchase a headset with a built-in microphone and a web camera (available in most places where computer supplies are sold or online). You must use your headphones and microphone during the class to eliminate any sound issues. Using your built in audio in your computer will cause echoing.
• View a pre-recorded training session for participants at http://support.blackboardcollaborate.com/ics/support/default.asp?deptID=8336&task=knowledge&questionID=1271 (Links to an external site.)
• You must log in to our site and make sure that your computer equipment is functioning properly before class begins.

• In addition, I will run one short session prior to the first class where students can drop in to our web conference Blackboard Collaborate site to check their equipment and ask questions. You will receive an email from me a couple of weeks prior to class with dates/times.

Please note that this is a live online course and students are expected to attend each session on Tuesdays from 5:30-7:30pm.

Course Texts & Reading Materials

• Required Text: Lewicki, R., Barry, B., & Saunders, D. (2010). Essentials of Negotiation, Fifth edition. ISBN-13: 978-0073530369
• Required Text: Fisher, R. & Shapiro, D. (2006). Beyond Reason: Using Emotions as You Negotiate. ISBN 13: 978 0143 037781
• Recommended: Text: Lewicki, Saunders, D., Barry, B. (2006). Negotiation: Readings, Exercises, and Cases / 6^th Edition. ISBN: 007353031X

Other reading materials available online or via the Harvard Library.