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Instructor Class Description

Time Schedule:

Vandra Lee Huber
MGMT 547
Seattle Campus

Successful Negotiations

Focuses on a broad array of conflict resolution skills needed for effective management in a constantly changing business environment. Examines methods of conflict resolution - bargaining, distributive and integrative negotiation, mediation, and arbitration. Applies these tools to managerial challenges such as employment contracts, buyer-seller agreements, and mediated and arbitrated agreements.

Class description

The purpose of this course is to understand the process of deal making and successful negotiation as it is practiced in a variety of settings. Topics are relevant to the broad spectrum of negotiation problems that are faced by managers and individuals in their daily lives. Below is a list of course objectives: 1.To understand and think about the ubiquitous nature of bargaining and negotiation 2.To provide a framework for principled dispute resolution. These frameworks are the building blocks to systematically understand and evaluate the negotiation process. 3.To develop confidence in the negotiation process as an effective means for resolving conflict in organizations. 4.To provide opportunities for the practicing of such skills in the relatively safe environment.

Student learning goals

General method of instruction

Learning by doing. Students participate in a series of negotiation simulations in which they are able to practice and fine tune their negotiation skills. The negotiation simulations allow participants to explore behavioral principles, as opposed to discussing them as abstract theory or principles. They allow for spontaneity and involvement in the material. They permit the examination of behavior, as opposed to theoretical analysis or speculation (What people actual do, is often quite different from what they say they would do or others should do.). Simulations also give people the opportunity to experiment with new ways of behaving without necessarily facing the real-world consequences of that experimentation.

After each exercise, we will discuss what happened and why it happened. We’ll discuss strategies that worked and strategies that didn’t. If you should use a strategy that did not work, I (or someone else) will probably ask you about it and expect you to be open and willing to discuss it in class. These exercises will probably be new to everyone. Thus, people will make mistakes and use inappropriate strategies. By delving into the thinking that led to a particular strategy, we can identify biases and not let them interfere with future negotiations. So, I am not picking on you when I ask you about your strategies. To learn as much as we can in this class, we need to discuss not just what happened but why. Hopefully, you will all learn a lot about negotiation and yourselves.

Recommended preparation

Complete all readings and assignments.

Class assignments and grading

Due to the interactive nature of the coure and because roleplays involve multiple students, class members must attend all class sessions and participate in all simulations. No exceptions. Assignments focus on preparation report, case write-ups and debriefing analyses.

Grading Since the focus in this course is upon skill acquisition, a student-driven approach to learning and grading will be utilized in this class. Students will determine the grade level that they aspire to achieve. Based upon the work completed and the quality of that work, they will receive the earned grade.

Since there are only three (2 1/2 day) sessions, all students are required to attend ALL class sessions. Missing ANY negotiation simulation as well as the eSurg case discussion will result in your course grade being lowered a full letter grade. Additionally, you will complete the following to achieve the specified grade: 3.0-3.3 All of these •Prepare and actively participate in each negotiation as well as the eSurg case discussion with COO Eric O’Daffer. •Participate in the salary negotiation final examination role-play outside of class. This is a scoreable negotiation between a recruiter for a high tech firm and an MBA graduate. Your scores will be ranked against the other students in the class playing the same role as you (hiring manager or job applicant). You will have fulfilled the terms of the assignment as long as your individual score is not the lowest in the class your role and/or for your team (recruiter-job applicant). If your score is the lowest on either of the above criteria in the class, your course grade will be reduced by .1 grade points. It is possible therefore to have your course grade dropped by .2 based if you in your role and your team both are the lowest in the class. If your individual score is the highest in the class or your dyad’s score is the highest joint score, your course grad will be raised by .1 for each option. If I find out that you have shared information, negotiated by points rather than information sharing, or turned the simulation into a mathematical optimization problem, you and your partner will flunk the course •Completion of one Preparation Report for one of the simulations. You need to respond to ALL of the questions in Negotiation Preparation Questionnaire (in your packet) contained in your packet of readings for one of the negotiations. You must receive a grade of 3.0 or above to receive credit for the assignment. Plan ahead for this exercise. It takes a good deal of thought. I will be happy to send you an electronic copy if you request. The preparation report must be turned in before the specific roleplay begins.

3.4-3.6 All of the above listed for the 3.0-3.3 grade plus one of the following: •A second preparation report •A Debriefing Report due one week after the simulation or one week after the last class in which the class readings are referenced and your learnings documented. •A 3-5 page case write-up for the Esurg negotiation case. Due on Friday. Your write-up should not only recommend financial outcomes but also negotiation strategies and tactics, •Receive a grade above a 3.4 on the assignments

3.7-4.0 All of the above listed for the 3.0-3.3 grade plus two of the following. You can also do two preparation reports or two debriefing reports.: • A second preparation report • A Debriefing Report due one week after the simulation or one week after the last class in which the class readings are referenced and your learnings documented. • A 3-5 page case write-up for the Esurg negotiation case. Due on Friday. Your write-up should not only recommend financial outcomes but also negotiation strategies and tactics • Receive a grade of 3.4 or above on each assignment


The information above is intended to be helpful in choosing courses. Because the instructor may further develop his/her plans for this course, its characteristics are subject to change without notice. In most cases, the official course syllabus will be distributed on the first day of class.
Last Update by Vandra Lee Huber
Date: 09/28/2004