HRM595 Full Course (July 2018)

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Week 1 Discussion

CASE STUDY: MIDWESTERN: CONTEMPORARY ART

Read Case 5 (p. 661), Midwestern: Contemporary Art, in the back section of your Negotiation: Reading, Exercises and Cases e-text.

After reading the case, identify and explain the conflict that occurred, how it happened, and how it could have been avoided.

Week 2 Discussion

UNDERSTANDING THE FLOW OF NEGOTIATIONS: STAGES AND PHASES

• To what extent does the way you frame a problem influence the outcome of negotiation?

• How does the interaction between parties change over time?

• How do the interaction processes relate to inputs and outcomes over time?

• How do the tactics used by the parties affect the development of the negotiation?

Provide examples from your own experience in answering these questions.

Week 3 Discussion

SEEING THINGS MY WAY

• In a distributive bargaining scenario, how do I get the other party to go along? How do I win?

• Does bad faith exist in a distributive bargaining scenario? For instance, when selective presentation is used, does it ever become an exercise in bad faith?

• How do you manage dueling experts?

Provide examples either from your experience or researched examples.

Week 4 Discussion

FINDING ALTERNATIVE SOLUTIONS

• How do I generate alternative solutions based on the issues being negotiated?

• How do I evaluate, select, and prioritize from among them?

Provide examples from your own experiences or researched data.

Week 5 Discussion

YOU JUST DON'T UNDERSTAND

• What are the major perceptual errors? Why do they occur?

• What are some cognitive biases, and what can we do to manage them in the negotiation process?

• What steps can we take to improve communication between the parties in negotiation, and what are some fatal mistakes to avoid?

• Provide examples from your own experience or researched data.

Week 6 Discussion

NEGOTIATING WITH RELATIONSHIPS

What are the major social factors in negotiation?

What is more important when negotiating within relationships: trust or justice? Are some forms of trust better? How can one increase trust?

Provide examples from your experiences and incorporate your answers from the Trust Scale questionnaire whenever applicable.

Week 7 Discussion

POWER IN NEGOTIATIONS

What is power? How does one acquire power and what is the best kind of power to have?

How do I preserve the power that I have?

How do I influence someone with power and make sure that my message gets through?

Use examples from personal or business experience.

Week 2 Critical Thinking Personal Bargaining Inventory

Working individually, students should complete the Critical Thinking questions per the list assigned.

Complete Questionnaire 1: The Personal Bargaining Inventory, which is located in the back section of your e-text.

Part 1 of the assignment:

Record your responses to questions 1–50 using the Personal Bargaining Inventory Answer Sheet found in the Files section of the Course Menu.

Part 2 of the assignment:

After listing your responses to questions 1–50, explain what you learned about your perceptions of yourself in conjunction with negotiations and how this questionnaire has helped you in clarifying your perceptions. (Note: There is no scoring scale for this assignment. Your reflection is based solely on how you reacted to and interpreted your responses to the survey questions.)

The paper should be a minimum of 3-4 pages.

Week 2 Field Analysis

FIELD ANALYSIS

UNDERSTANDING THE KEY PARTIES AND THEIR ROLE IN A NEGOTIATION

General information and instructions:

1. Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.

2. The field analysis tool is helpful when negotiators have to consider multiple parties—on their own side and on the other side—who can affect a negotiation outcome, and whose needs and interests must be considered.

3. Take note that the soccer field (see diagram below) is a metaphor for a two-party multi-stakeholder contract negotiation.

Specific information and instructions:

1. Assume that you are the negotiator who is tasked with a salary (on call time, step increases, overtime for captains and majors) and benefits (insurance while employed, insurance after retirement, accrual of leave time, retirement multipliers) dispute between a large municipal county with a strong mayor and the sheriff’s department for the county.

2. You are negotiating the contract on behalf of the sheriff’s office. The purpose of this activity is to give you an opportunity to construct a field analysis on your relationship with a specific other negotiator. This tool should be helpful when negotiators have to consider multiple parties—on their own side and on the other side—who can affect a negotiation outcome, and whose needs and interests must be considered.

3. The field has the following stakeholders.

a. On the field would be members of your team and members of the other team (A, B).

b. On the sidelines are backup players, coaches, trainers, and other team personnel (C).

c. In the stands are fans who are watching the negotiation, members of the media, and other direct observers (D).

d. The elements outside the stadium—the location of the stadium, the weather, and other “context factors” which can shape how the game evolves and is played (E)

4. Questions are presented in identical pairs (1, 2; 3, 4; 5, 6; and 7, 8) but answers will not necessarily be the same.

5. Questions 7 and 8 have four sub-parts, which require answers in each sub-part.

6. Place your answers in the boxes provided in this form. Boxes will expand as needed.

YOU/YOUR TEAM OTHER/OTHER’S TEAM

1. Who is on my team on the field? (A) 2. Who is on their team on the field? (B)

3. Who is on my sidelines who can affect the play of the game? (C) 4. Who is on their sidelines who can affect the play of the game? (C)

5. Who is in my stands that are involved and interested, either directly or indirectly? (D) 6. Who is in their stands that are involved and interested, either directly or indirectly? (D)

7. What elements outside the stadium have an interest in the game, or can affect our game in positive or negative ways (E)?

a. Affect the rules?

b. Change the climate?

c. Other competitors?

d. Industry shifts and changes? 8. What elements outside the stadium have an interest in the game, or can affect their game in positive or negative ways (E)?

a. Affect the rules?

b. Change the climate?

c. Other competitors?

d. Industry shifts and changes?

Week 3 Signature Course Project Topic Proposal

By the end of the week, submit a topic proposal for your Negotiation Analysis Paper. The proposal (one page) should describe the focus of the paper and your method. The negotiation can be one in which you were a participant or one in which you have been an active observer. Some examples of applicable negotiations are

• a workplace negotiation, such as a complex contract, new position, or new salary (preferred);

• a complex business transaction, such as a merger or acquisition;

• a complex real estate purchase;

• a union-management contract (including professional sports leagues);

• a neighborhood group negotiating zoning concerns with a city government;

• a negotiation between divorcing spouses who have complex settlement issues; and

• a negotiation between a vendor and business over products and services.

The above are representative examples of possible topics. The important thing to keep in mind in your topic selection is that the negotiation should be complex enough that you can preform a thoughtful and critical analysis in your paper using concepts learned in this course.

Week 4 Critical Thinking Negotiation Strategy and Tactics

Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lesson. In drafting your answers to the questions, make sure that you apply course concepts in your answers.

• Part A: What are the objectives of both parties in the exchanges? How would you describe the general tone of the exchanges?

• Part B: Were Marilyn's objectives achieved in the first exchange? Were Len's objectives achieved in the first exchange? What do you project the outcome of the first exchange to be?

• Part C: Were Marilyn's objectives achieved in the second exchange? Were Len's objectives achieved in the second exchange? What do you project the outcome of the second exchange to be?

• Part D: Identify two points of transition in each exchange and analyze the impact of the transitions on the negotiation.

The paper should be a minimum of 3 to 4 pages.

WEEK 6 CRITICAL THINKING PACIFIC OIL COMPANY (A)

Pacific Oil Company (A)

For the discussion of Pacific Oil Company, please prepare the following:

As background information, read the appendix to this case: “Petrochemical Supply Contracts: A Technical Note.”

Read the Pacific Oil Company case.

Respond to the following questions in a 2-3 page paper prepared in APA format:

a. Describe the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company in early 1985.

b. Evaluate the styles and effectiveness of Messrs. Fontaine, Gaudin, Hauptmann, and Zinnser as negotiators in this case.

c. What should Frank Kelsey recommend to Jean Fontaine at the end of the case? Why?

WEEK 7 SIGNATURE COURSE PROJECT

Objectives

There are two objectives for the Course Project.

To analyze a complex negotiation (work, personal, or historical)

To apply negotiation course concepts in your analysis.

These objectives, while straightforward, are critical to your learning. Application knowledge is the key. If you can apply what you have learned in the course to the project, you will also be able to apply what you have learned in other environments after the course has ended.

Proposal Topic Ideas

The proposal (one page is due during Week 3) should describe the focus of the paper and your method. The negotiation can be one in which you were a participant or one in which you have been an active observer. Some examples of applicable negotiations include

a workplace negotiation, such as a complex contract, new position, or new salary (preferred);

a complex business transaction, such as a merger or acquisition;

a complex real estate purchase;

a union-management contract (including professional sports leagues);

a neighborhood group negotiating zoning concerns with a city government;

a negotiation between divorcing spouses who have complex settlement issues; and

a negotiation between a vendor and business over products and services.

The above are representative examples of possible topics. The important thing to keep in mind in your topic selection is that the negotiation should be complex enough that you can perform a thoughtful and critical analysis in your paper using concepts learned in this course.

Guidelines

Paper must be 10 pages minimum in length, not including the title, abstract, or reference pages.

Paper must apply APA formatting.

Paper may apply up to but no more than three pages in describing the negotiation.

Negotiation should be complex enough to challenge students' analytic skills.

Paper Topic Proposal (for faculty review and approval) is due in Week 3 (approximate length is one page).

Paper is due in Week 7.

Best Practices

The following are the best practices in preparing this paper.

Title Page: Include who you prepared the paper for, who prepared it, and the date.

Table of Contents: List the main ideas and section of your paper and the pages in which they are located. The illustrations should be included separately.

Introduction: Use a header on your paper. This will indicate that you are introducing your paper.

The purposes of an introduction or opening are as follows.

Introduce the subject and why the subject is important.

Preview the main ideas and the order in which they will be covered.

Establish the document's tone.

Include in the introduction a reason for the audience to read the paper. Also include an overview of what you are going to cover in your paper and the importance of the material. (This should include or introduce the questions you are asked to answer on each assignment.)

Body of Your Report: Use a header titled with the name of your project. Example: "The negotiation between Company X and Company Y: An Analysis." Then proceed to break out the main ideas. State the main ideas, state major points in each idea, and provide evidence. Break out each main idea you will use in the body of your paper. Show some type of division, such as separate sections that are labeled, separate groups of paragraphs, or headers. You would include the information you found during your research and investigation.

Summary and Conclusion: Summarizing is similar to paraphrasing but presents the gist of the material in fewer words than the original. An effective summary identifies the main ideas and major support points from the body of your report. Minor details are left out. Summarize the benefits of the ideas and how they affect the subject.

References: Follow the APA Publications Manual in using in-text citations and include a reference page.

Additional tips on preparing the best possible project:

Apply a three-step process of writing (plan, write, and complete).

Prepare an outline of your research paper before you go forward.

Complete a first draft and then go back to edit, evaluate, and make any changes required.

Use visual communication to further clarify and support the written part of your report. You could use graphs, diagrams, photographs, flowcharts, maps, drawings, animation, video clips, pictograms, tables, and Gantt charts if applicable.

Week 8 Final Quiz

Question 1 (TCO A) Define synergy and explain how it applies in a negotiation. What is an example of how synergy can create the dynamic that advances the progression of a negotiation to a successful conclusion?

Question 2 (TCO B) Define selective presentation and evaluate the ethics of its use in negotiations. Provide an example of its use in negotiations and analyze the appropriateness of the technique in reaching a settlement and preserving long-term relationships.

Question 3 (TCO C) What are the four major steps in the integrative negotiation process? Assess the use of the integrative negotiation process compared to the distributive negotiation process in labor management disputes.

Question 4 (TCO D) What are the assumptions that a communicative framework for negotiation is based on and how can this information be useful to a negotiator in bargaining for a successful outcome?

Question 5 (TCO F) Describe the major types or sources of power and then consider the following statement: There are some negotiators who may not be concerned with their own power, but they can still be effective negotiators. How would you explain this outcome when intuitively you would think that a negotiator who is more focused on power would be more successful?

Question 6 (CO G) In negotiations, there may be an agent who is used as the chief negotiator who is representing a constituency. Analyze and discuss the ethical danger of using agents in negotiation.

Question 7 (COs H and I) It is becoming more common for negotiations to occur across cultures because organizations may have global operations. At the same time, due to the need to save on costs, many of these negotiations are being conducted online. Compare and contrast the role trust plays in an online negotiation compared to a face-to-face negotiation and how cross-cultural understanding plays a critical role in the ultimate success of these negotiations, whether face-to-face or online.

Question 8 (CO E) What is a yesable proposal? When should it be used? Can its use backfire? Evaluate the value of using this approach in a contentious negotiation.

Solution - HRM595 Full Course (July 2018)
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