REQUIRED COURSE MATERIALS Required Books: Malhotra, D. & Bazerman, M., Negotiation Genius (Bantam Dell, 2008) ISBN 978-0-553-38411-6 Meyer, Erin, The Cultural Map: Breaking Through the Invisible Boundaries of Global Business, (Public Affairs Publishing, 2014) ISBN 978-1-61039-250-
Journal 5
Identifying Interests and No-Deal Options (BATNA)
Assignment: 3-D Negotiations excerpt Chapters 6-7 (On Canvas) uploaded in the files
Exercise: Zephyr Motors
My role is attached
and the notes on how our negotiation went is in the instructions as well
Reflections/Journals instructions For at least 6 of the simulations conducted in class you are required to prepare a reflective Journal. You may select which 6. Journals should contain your reflections on that class’s simulations/case study and the application of the assigned course material. Each Journal should not exceed 4 pages.
Journals should at least include the following:
• The date of the class and the name of the simulation that is being focused on.
• The outcome of the negotiation, whether the outcome met your objectives, and how the outcome met your interests, concerns, and objectives
• A discussion of what you did well in the negotiation, and perhaps more importantly, what you could have done better and what you would do differently next time
• What strategies worked and didn’t work for you and the other party with whom you were negotiating, and what you saw or heard that indicated to you that your strategy was or was not working
• Whether your planned strategies for the negotiation worked, and if not, what strategic changes you made during the negotiation to be more effective, and why you made those choices
• What communication or cultural barriers you encountered during the negotiation and how you (and your negotiation partner(s)) managed them
• How materials from the reading for that class period (or a previous class period), lectures or prior simulations influenced how you (Citation to course materials should be included; formal citations are not required)
• Any personal insight you gained from the exercise Please note, the more insightful and detailed your Journal, the better your Journal will be evaluated, and more importantly, the better the learning experience will be for you.
Note: All documents should be 12pt Times New Roman, 1.5 spacing, with one-inch margins.
course instructions
Negotiation is the most commonly used form of legal dispute resolution and deal making around the world. This course introduces students to the theory and practice of business negotiation in the U.S. and other countries through readings, simulations, videos, and group projects/presentations.
The course focuses on the development of the skills necessary to be successful as negotiator/advocates in multiple domestic and international business settings, including deal making, conciliation, and internal corporate and employment dispute resolution. Students will study a variety of business situations where negotiating skills are important and will develop a set of bargaining tools that will enable them to convert conceptual knowledge into effective action. Students will also develop a framework to assess negotiating situations across cultures and develop an awareness of the challenges of global business negotiations, including communication, cultural differences, and gain an appreciation for the complexities of cross-cultural negotiations.
These tools consist of preparation and at-the-table guidelines that, when practiced regularly, develop into fluid negotiation skills. Because practice is essential for business negotiation skills to develop, practice opportunities are offered continually throughout the course. Indeed, at least one practice opportunity will be provided in almost every class, in the form of a negotiation or dispute resolution case that simulates a real-world business situation.
Simulations:
We will use a variety of case studies and simulations to practice the negotiation skills that we are studying. Most of these case studies and simulations are protected by copyright and may not be used or distributed beyond the class
We will use a variety of case studies and simulations to practice the negotiation skills that we are studying. Most of these case studies and simulations are protected by copyright and may not be used or distributed beyond the class
60% of your grade on writing assignments will be based on substance.
Things I will look for in evaluating your writing include:
1. Incorporation of Course Material. Does your writing provide appropriate references to course material and explain the relevance of the cited material?
2. Comprehension. Does your writing reflect a substantive understanding of the course material and is it appropriately integrated into your analysis, or are you merely summarizing the reading material without applying it to the subject?
3. Critical Thinking and Analysis. Are you really analyzing points or superficially glossing over them, i.e., are you simply providing a narrative of what happened in the negotiations, or are you discussing the significance and impact of strategic decisions, various styles and “table tactics”, and other observations made during the negotiations?
4. Creative Thought. Does your analysis show creative thought about the problem/issue?
5. Detailed Observations. Does your writing provide a detailed description of your observations at the negotiation table and the insight or information those observations provided to you as a negotiator?
6. Personal Growth. Does your writing reflect personal growth and learning through the course materials and your experiential opportunities by analyzing your performance vis-à-vis other simulations or negotiations you may have had outside of class?
STYLE
40% of your grade on writing assignments will be based on style. Style will be judged based of my perception of what makes legal writing clearer, more precise and professional.
40% of your grade on writing assignments will be based on style. Style will be judged based of my perception of what makes legal writing clearer, more precise and professional.
My requirements may not be the same as a court or law firm would require, but both courts and law
firms often require written work to conform to certain requirements/restrictions; therefore, learning to adhere to them is important. In determining your grade for this portion of a writing assignment,
firms often require written work to conform to certain requirements/restrictions; therefore, learning to adhere to them is important. In determining your grade for this portion of a writing assignment,
I will focus on the following:
1. Following Submission Instructions. Was the written material turned in as requested?
2. Length. Did the written material adhere to any length requirements?
3. Formatting. Did the written assignment adhere to the following requirements: typed, 1.5 line spaced, single sided, 12 point, Times New Roman font, 1-inch margins and full justified?
Was your name, email address and date of assignment included on the first page? Are there page numbers at the bottom of each page?
Was your name, email address and date of assignment included on the first page? Are there page numbers at the bottom of each page?
4. Citations.
Citations may be made in footnotes to the Journals.
The citations may be in abbreviated form (e.g., NG, pg. _____; Class lecture of ________).
The citations may be in abbreviated form (e.g., NG, pg. _____; Class lecture of ________).
b. Course Materials on Canvas – Cite material posted on Canvas (Canvas, Title of Reading, page number).
c. Lectures – Cite as “Lecture, Date”.
d. Simulations & Case Studies – Indicate name of simulation.
d. Simulations & Case Studies – Indicate name of simulation.
Thank You