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MGT 863 Negotiations


Course Description

This course will cover important topics regarding strategic negotiations, negotiation preparation, buyer-supplier relationship assessment, international negotiations, and negotiation simulation.

Course Objectives

  • Prepare for negotiations using a structured planning process
  • Classify negotiations as distributive or integrative, and use the appropriate strategies based on the type of negotiation
  • Identify and respond to common negotiation “dirty tricks”
  • Select and use tactics that create positive outcomes for themselves and their counterpart(s)
  • Explain the role of third parties in conflict resolution
  • Identify personal strengths and areas for improvement through practice negotiations

Week 1


Topic: Introduction and Negotiation Planning
Lecture: Introduction and Overview of the Program

Outcomes

  • Meet the professor
  • Discuss the topics and themes taught in this course
Lecture: Book Contract Negotiation

Outcomes

  • Introduce the 'Book Contract' negotiation exercise
Lecture: How to Evaluate Success

Outcomes

  • Identify criteria that can be used to evaluate negotiation success
Lecture: The Importance of Planning - Part 1

Outcomes

  • Summarize a structured planning process that can be used to prepare for a negotiation
Lecture: The Importance of Planning - Part 2

Outcomes

  • Summarize a structured planning process that can be used to prepare for a negotiation
Lecture: The Importance of Planning - Part 3

Outcomes

  • Summarize a structured planning process that can be used to prepare for a negotiation

Week 2


Topic: Distributive Negotiations and Power
Lecture: Distributive Negotiation Strategies

Outcomes

  • Describe negotiation strategies that can be used depending on the characteristics of the negotiation
Lecture: Distributive Bargaining and Dirty Tricks - Part 1

Outcomes

  • Identify tricks typically used during distributive negotiation
  • Review general responses to various tricks
Lecture: Distributive Bargaining and Dirty Tricks - Part 2

Outcomes

  • Identify tricks typically used during distributive negotiation
  • Review general responses to various tricks
Lecture: Bullard Houses Negotiation

Outcomes

  • Explain the 'Bullard Houses' negotiation exercise
Video: Friendly Persuasion

Watch the video, "Friendly Persuasion," from Dateline NBC before viewing the next lecture.

Lecture: Light Distributive Tactics in Action (From Dateline)

Outcomes

  • Analyze the distributive tactics used in various negotiation scenarios

Week 3


Topic: Integrative Negotiations and Personality
Lecture: Integrative Negotiation Techniques

Outcomes

  • Explain the value of integrative agreements and identify the benefits
  • Name and describe at least five integrative negotiation tactics
  • Outline the strategies for inventing options
  • Summarize why integrative negotiation is challenging
Lecture: Strategies for Inventing Options

Outcomes

  • Describe strategies used to invent options during a negotiation
Lecture: Moms.com Negotiation

Outcomes

  • Explain the 'Moms.com' negotiation exercise
Lecture: Negotiator Thinking Patterns

Outcomes

  • Summarize key concepts from research on the thinking patterns of negotiators
Lecture: Personality in Negotiations

Outcomes

  • Discuss the role of personality in negotiations
Lecture: An Example of Personality-Negotiation Fit

Outcomes

  • Understand the relationship between personality and negotiation and see how it applies to a specific situation
Lecture: Experience and Gender in Negotiations

Outcomes

  • Analyze the impact of experience and gender on negotiation performance

Week 4


Topic: Teams and Culture in Negotiation
Lecture: Negotiations and Teams: El-Tek Negotiation

Outcomes

  • Discuss the role of teams in negotiation
Lecture: Intragroup Conflict - An Example of Intense Workgroups

Outcomes

  • Analyze the impact of management of conflict and negotiation within a team on that team's performance
Lecture: Cross-Cultural Negotiation Challenges

Outcomes

  • Identify examples of prominent cultural differences demonstrated during negotiations
Lecture: Hofstede's Model of International Culture

Outcomes

  • Describe Geert Hofstede's model of international culture and analyze its impact on negotiations around the world

Week 5


Topic: Managing Conflicts and Resolving Disputes
Lecture: Final Offer Documentary

Analyze the negotiation tactics used during this real world negotiation.

Lecture: Distributive, Procedural, and Interpersonal Justice

Outcomes

  • Discuss ways to describe justice and fairness in negotiation and other organizational contexts
Lecture: Third Party Roles

Outcomes

  • Identify the roles that a third party may have in negotiation
Lecture: Organizing the Eight Procedures

Outcomes

  • Organize the eight third party procedures defined in previous lectures
  • Describe levels of control and discretion used when a third party is involved in a negotiation

The course description, objectives and learning outcomes are subject to change without notice based on enhancements made to the course. May 2015