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Course Materials
Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide.Mason, OH: Thomson/South-Western.
Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw Hill.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2007). Negotiation:
Readings
, exercises, and cases (5th ed.). Boston, MA: McGraw Hill.
All electronic materials are available on the student website.
Week One: Introduction to Negotiation
Details
Due
Points
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
0
ReadingsRead 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.
During week 10
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.
2
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.
10
Week Two: Negotiation Process and Strategies
DetailsDuePoints
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
0
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.
During week 20
Participation / Discussion Questions
Participate in class discussion and Respond to weekly discussion questions
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.
2
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
10
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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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| Individual
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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| Individual
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. |
style=’ �E-i@����t’> Determine emerging strategic management issues.
Course
Assignment
s
1. Readings
· Read Ch. 14 of Strategic Management: Creating Value in Turbulent Times.
· Read this week’s Electronic Reserve Readings.
2. Individual Assignment: Case Study Analysis
· Read Case Study 26 Tyco International: A Case of Corporate Malfeasance on pp. 321-333 of Strategic Management.
· Prepare a 700- to 1,000-word paper analyzing strategic implementation at Tyco that includes the following:
o Describe how the lack of corporate governance at Tyco contributed to its downfall.
o Explain how Dennis Kozlowski used organizational structure and controls to implement his strategic plan.
o Analyze the role of Tyco leadership in strategic implementation.
o Evaluate the role of strategic entrepreneurship in creating firm value at Tyco.
o Reference your readings and at least two other sources, including the Internet, or other properly cited sources.
· Format your paper according to APA standards.
3. Individual Assignment: Final Examination
· Prepare for your Final Examination.
4. Learning Team Assignment:
Strategic Business Plan
The Board of Directors approved your Strategic Business Plan Outline, but now wants your executive team to create a long-term Strategic Business Plan for sustaining organizational performance. For examples of Strategic Plans access any major corporation’s Web site or MarketLine Business Center in the University of Phoenix Library and refer to the Management’s Discussion and Analysis of Financial Condition and Results of Operations.
· Prepare a 2,500- to 3,500-word Strategic Business Plan Paper and a 15- to 20-slide PowerPoint
® Presentation using your Strategic Business Plan Outline.
o In the Business Plan, expand on the areas identified in the Business Plan Outline as critical to the organization and provide an in-depth description of the Strategic Plan for those areas.
o Include analysis of internal organizational dynamics and the external environment.
o Explain how the plan contributes to the company’s long-term success.
o Conclude with a description of emerging strategic management issues the organization may face and explain how the Strategic Business Plan might address those issues.
o Reference your readings and at least four other sources, including the Internet, or other properly cited sources.
· Format your paper and slide presentation according to APA standards.
Weekly Reminders
Weekly Summaries
Weekly summaries will be required in this course and counted as class participation.
Final Week Requirements
Discussion question responses and participation will not be required during the final week of the course. The final week will be dedicated to completing the final assignments listed below.
Only posts in the
Main classroom forum will count towards your class participation score.
Participation
All Week: Remember to participate in the class discussions 4 out of 7 days during the week.
Summary of Week 5 Deliverables
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Individual or Learning Team |
Location |
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Individual |
Monday |
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On-going |
