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Week One: Introduction to Negotiation |
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Details |
Due |
Points |
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Objectives |
1.1 Explain key negotiation concepts and terms. 1.2 Analyze the roles of communication and personality in negotiation. 1.3 Evaluate the benefits, cost, and risks associated with negotiation. |
During week 1 |
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Readings |
Read Ch. 1 of Negotiation. Read Ch. 5 of Negotiation. Read Ch. 6 of Negotiation. Read Ch. 14 of Negotiation. Read Ch. 15 of Negotiation. Read Case 3 of Negotiations: Readings Exercises, and Cases. Review this week’s Electronic Reserve Readings. Read the Week One Read Me First. |
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Participation / Discussion Questions |
Participate in class discussion and Respond to weekly discussion questions |
On going through week 1 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/14 and DQ 2 due on 7/16. |
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Individual Communication and Personality in Negotiation Paper |
Resource: Week One Readings
Prepare a 1,050- to 1,750- word paper in which you describe a negotiation situation that you have participated in (e.g., sale or purchase of a house, car, salary, etc.). In your paper, analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation.
Format your paper consistent with APA guidelines. |
Due day 7 – 7/18. |
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Week Two: Negotiation Process and Strategies |
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2 2.1 Describe the negotiation process. 2.2 Compare and contrast the different negotiation strategies. 2.3 Prepare a negotiation plan. |
During week 2 |
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ReadCh. 2 of Negotiation. Read Ch. 3 of Negotiation. Read Ch. 4 of Negotiation. Review this week’s Electronic Reserve Readings. Read the Week Two Read Me First. |
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On going through week 2 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/21 and DQ 2 due on 7/23. |
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Learning Team Case Study Analysis Part A: “Power Play for Howard” |
Resource: “Power Play for Howard” case study
Prepare a 1,050- to 2,100-word case analysis of “Power Play for Howard” located in Negotiation: Readings, Exercises, and Cases. Address the following in your analysis:
· Briefly summarize the case. · Evaluate the benefits (tangible and intangible), costs, and risks associated with negotiating Juwan Howard’s free agent contract from the perspective of Juwan Howard and both teams’ general managers. Format your paper consistent with APA guidelines. |
Due day 7 – 7/25 |
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Week Three: Organizational Applications |
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3 3.1 Determine the stakeholders in the organizational negotiation process. 3.2 Apply appropriate negotiation strategies to support organizational goals. 3.3 Analyze the affect of ethics and culture in organizational negotiations. |
During week 3 |
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ReadCh. 7 of Negotiation. Read Ch. 8 of Negotiation. Read Ch. 9 of Negotiation. Read Ch. 12 of Negotiation. Read Ch. 13 of Negotiation. Review this week’s Electronic Reserve Readings. Read the Week Three Read Me First. |
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On going through week 3 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/28 and DQ 2 due on 7/30. |
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| Individual
Negotiation Strategy Article Analysis |
Use the Electronic Reserve Readings link for the course, the Internet, or other resources to find at least two articles that describe a negotiation situation that employs different negotiation strategies. Describe the negotiation processes used in your selected articles. Compare and contrast those two strategies and how they might apply in your work setting. |
Due day 7 – 8/1 |
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| Learning Team
Case Study Analysis Part B: “Power Play for Howard” |
Resource: “Power Play for Howard” case study
Use the case study from Learning Team Meeting One and select one of the following roles in the case study:
· General Manager Washington Bullets: Wes Unseld · General Manager Miami Heat: Pat Riley · Player’s agent – David Falk
Obtain instructor approval of your selection prior to beginning this assignment. Using the negotiation checklist found in Table 4.3 of Negotiation Planning Guide, prepare a 350-word outline in which you present your team’s negotiation plan. Be prepared to respond to questions from the class. |
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Week Four: Negotiations and Conflict Management |
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4 4.1 Analyze conflict in organizational negotiations. 4.2 Apply conflict management intervention strategies to resolve organizational conflict. |
During week 4 |
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ReadCh. 19 of Negotiation. Read Exercise 27 “Third Party Conflict Resolution” of Negotiations: Readings, Exercises, and Cases. Read Ch. 6 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 7 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 8 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 9 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 10 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 11 of Conflict Diagnosis and Alternative Dispute Resolution. Read Ch. 12 of Conflict Diagnosis and Alternative Dispute Resolution. Review this week’s Electronic Reserve Readings. Read the Week Four Read Me First. |
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On going through week 4 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 8/4 and DQ 2 due on 8/6. |
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Miami School District Negotiation Paper |
Prepare a 1,400- to 2,100-word paper in which you analyze the following scenario:
The Miami school district has announced that because of unexpected increases in enrollment, school boundaries for the upcoming year will be redrawn. The school board has hired experts to redraw school boundaries to be submitted for next year. Under this plan, many students will not be able to stay at their present school. Upon hearing this, parents start voicing their objections to the school board about the proposed plan for the following reasons:
· Quality of education · Increased travel time · Crossing economic and cultural boundaries · Affect on property values · Social affects on children
Develop a plan to address stakeholders’ concerns. Determine the following:
· Who are the stakeholders?
· What negotiation strategy do you use to support the school board’s need to redraw the boundaries while addressing the concerns of the stakeholders?
· How do ethics and culture affect your decision? Format your paper consistent with APA guidelines. |
Due day 7 – 8/8 |
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Week Five: Emerging Trends |
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5 5.1 Analyze the implications of globalization and technology on negotiations. 5.2 Discuss the evolving nature of negotiation philosophies. |
During week 5 |
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ReadCh. 16 of Negotiation. Read Ch. 20 of Negotiation. Read Ch. 1 of Global Business Negotiations. Read Ch. 2 of Global Business Negotiations. Read Ch. 11 of Global Business Negotiations. Review this week’s Electronic Reserve Readings. Read the Week Five Read Me First. |
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On going through week 5 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 8/11 and DQ 2 due on 8/13. |
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| IndividualArticle Analysis |
Resource: Week Five Readings
Use the assigned readings from the text, the Electronic Reserve Readings link, the Internet, or other resources to find an article that discusses a negotiation situation that has occurred in a global context (e.g., international organization or corporation, international acquisition, government-to-government negotiation, etc.). In your paper, analyze the implications of globalization and technology on negotiation. Format your paper consistent with APA guidelines. |
Due day 7 – 8/15 |
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Final Exam |
Prepare to take a final exam. |
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| Learning Team
Third Party Conflict Resolution Paper |
Resource:Negotiation: Readings, Exercises, and Cases
Review the excersises, case studies in your text to prepare a 1,400- to 1,750-word paper in which you analyze the possible intervention strategies. Apply what you believe to be the best strategy and explain how it must resolve the conflict. If your best strategy does not work, or is rejected, develop and describe at least one contingency plan. Format your paper consistent with APA guidelines. |
