MMG 746 BS10 - The Manager as Negotiator

Course Syllabus

Purpose

 

This course explores different conflict management styles and situational considerations available to the individual that impact negotiations. It introduces that basic theories and strategies that characterize the competitive and cooperative bargaining processes and evaluates the consequences of using each. It examines how negotiators deal with difficult processes and opponents. The course also explores planning, communication, perception and cognitive biases in the negotiation process. The emphasis is on the integration of negotiation theory and practice, including ethical standards for behavior in negotiation.


Course Work

The course work is divided into three major categories that focus on different content and skill areas and different tasks. The coursework objectives are:
 A. to understand, reinforce and apply negotiation theory
 B. to identify and reflect on the student’s negotiation skills
 C. to develop negotiation skills
 
Tasks related to negotiation theory:
  1. Students need to obtain the course text book.
  2. Read each chapter.
  3. After reading the chapter; go to the text’s CC Portal site on the Main Page there is a document that will link you to power point presentations on each chapter, review the chapter presentation.
  4. After reviewing the PP Presentation go to the Text’s Website : http://highered.mcgraw-hill.com/sites/0073381209/student_view0/

       At the left choose the chapter you have just completed, go to the    Multi   Choice    Quiz,    complete the quiz and send results to me at    j.defazio@cambridgecollege.edu

  1. Continue the same procedure for each chapter of the text.

Tasks related to developing negotiation skills:

  1. Be prepared to discuss the readings in class.
  2. Participate in negotiation role plays and behavior inventories during class
  3. Keep a learning journal about the class lectures, role plays and behavior inventories reflecting on what you have learned about your and others negotiation style
  4. A research paper will be required. We will discuss the content of the paper in class.
 Discussion Questions:
      Discussion questions will be developed during class sessions.
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Standards

Academic Integrity

Students are expected to maintain integrity in all academic work. They will not attempt to get grades by any means other than honest academic effort. All work must be completed by individual students except for group projects. It is not permissible to hand in the same work for different courses without the express permission and agreement of the instructors involved.

Students are expected to maintain integrity in all academic work. They will not attempt to get grades by any means other than honest academic effort. All work must be completed by individual students except for group projects. It is not permissible to hand in the same work for different courses without the express permission and agreement of the instructors involved.

Disablity Support

Cambridge College arranges access to facilities and academic programs for students with physical, mental, or learning disabilities of permanent or temporary duration. Accommodations are determined on an individual basis and include, but are not limited to, sign language interpreters, note takers, audio recording, tutorial services, priority registration, course modification, parking, and classroom modification.

Please contact the Coordinator for Student Special Services at ext. 1200, to discuss your disability, so we can arrange for and monitor services you need in compliance with the Americans with Disabilities Act. You are responsible to provide documentation from a qualified physician or clinician that presents a specific diagnosis of your disability, explains its limiting effects, and makes recommendations for accommodation. It is important to provide this documentation as soon as possible since many services are outside the College and must be arranged far in advance. Course instructors and advisors are notified of any students with disabilities and their required accommodations.

Plagiarism

Plagiarism is the appropriation of another’s work and passing off as one’s own the ideas and language of another. The student will not plagiarize or copy the work of any other person, and will properly acknowledge the use of any outside resources. Any breach of academic integrity is grounds for a grade of No Credit in academic courses and/or dismissal.
Cambridge College Academic Catalog

Handouts

Ungrouped

Open document and there is a link to a power point presentaion for each chapter of the text. After reading the text book please review the presentation.
(.doc, 31K)
Download Chapter Power Point Presentaions

Readings

There are no Readings for this portlet.
Go to Main Screen

Grading - Assessment

 

 GRADING PROCEDURE: Following components constitute the final grade:

20% - Class Participation 
40% - Text book Assignments
10% - Discussion Forum  
10% - Research Paper
20% - Negotiation Role Plays
It is expected that all assignments are completed on time and the quality of the work is reflective of graduate student status.  All written assignments must be proofread, organized and well written. Papers submitted that do not meet these standards must be rewritten. A final grade of Incomplete will be given for students who have not submitted and/or participated in all class assignments. An Incomplete grade can be changed to a letter grade if a student submits all missing work no later than the end of the following semester. 

Instructional Methodology

Technology: This course will require access to a computer and the internet. It has half the face to face contact hours of a regular Masters of Management course, and will require significant outside of class room activity. 
 
Participation in on-line discussions: Discussion topics relating the course concepts to your own situation or to current events or issues will be posted. You will be expected to respond to these topics by the due date.
 
Face-to-face instruction with in-class activities and collaborative teamwork. There will be sessions of face-to face interaction, one at the beginning of the course – and the second toward the end. These sessions will allow for direct interaction with the instructor and class-mates.  Learning activities will include lectures, discussion, experiential exercises, and team work on a group project.
 
A term paper demonstrating your ability to analyze and apply negotiation theory.