managerial negotiations spring 2022 for bidding purposes only
TRANSCRIPT
ManagerialNegotiationsSpring2022
For Bidding Purposes Only
PROFESSOR:Dr.RachelMcDonaldE-mail:[email protected]:ByappointmentTA:
Mandatory1stClassPolicy:Toremainintheclass,youmustbepresentinthefirstclassandarriveprepared(apre-classsurveymustbecompleted)
COURSEOVERVIEW
Allofusfacenegotiationandconflictattimes.Thesenegotiationsmayrangefromlowstakesdisputesaboutmeetingschedulestohighstakesclashesaboutstrategicdirection,andfromcasualdebatestoformalboardroomcontractualagreements.Effectivenegotiatorsgetthemostoutofdisputes,notjustintermsoftheinstrumentalvaluetheycarryaway,butalsointermsoftherelationshipsandreputationstheyleavebehind.Virtuallyeveryonecouldstandtoimprovetheirnegotiationskillsand,fortunately,virtuallyeveryonecandevelopinthisarea.
Thiscourseaimstohelpstudentsimprovetheirskillsintwofundamentalways.Oneisknowledge-oriented:studentslearnframeworksandconceptsforanalyzingconflict.Studentsacquiretermsandmodelsforidentifyingthetypeofconflictthatexistsinasituationandthepotentialcostsandbenefitsofdifferentstrategiesandtactics.Basedonthis,studentsshouldbeabletointerpretsituations,plantactics,andrecognizeandreacttotheircounterpart'sbehavior.Asecondandcomplementaryroutetoimprovingasanegotiatorispractice-oriented:studentscomplementtheiranalyticaltoolswithbehavioralskills.Negotiationandconflictultimatelycomedowntobehaviors-howamanageropensapotentiallyvolatileconversation,howamediatoruncoversinformation,howanegotiatorframesanofferoraconcession.Practicingthesebehaviors,andunderstandinghowotherpartiesperceiveandreacttothem,isessentialtoimprovingasanegotiator.Thecourseprovidescontinuingopportunitiesforhands-onpracticeandalsoprovidesfeedback,discussion,andoccasionsforreflection.
Throughrole-playexercises,lecture,reading,anddiscussion,thecoursebeginswithbasicdynamicsinnegotiationandaddscomplexityinstages,includingmultipleissues,multipleparties,mediation,agents,andcoalitions.Someexercisesinvolvenumericalanalyses;othersrevolvearoundqualitativeconflicts.Bytheendofthecourse,studentsshouldbeabletocomfortablyandconfidentlyapproachmostanyconflictornegotiation:analyzingitsnature,understandingtheirownobjectives,andplottinganapproachthatwillgivethemthebestshotatachievingtheirgoals.
CONNECTIONTOTHECORE
Thiscourseisrelatedtoawiderangeoftopicsthatareimportantfordevelopingprofessionals.InColumbiaBusinessSchool'scorecoursesequence,itisperhapsmostdirectlylinkedtothecoreleadershipcourse,Lead:
People,Teams,Organizations,wherestudentswillhavereceivedanoverviewofthetopicandenactedarole-playnegotiation.Thiscoursedivesdeeper,focusinginstepsondifferentnegotiationdynamicsandultimatelyaddressingevenmorecomplexissues.ManagerialNegotiationsalsodealswithbehaviorincompetitivecontextsandmarkets,touchingontopicsdealtwithintheStrategyFormulationandManagerialEconomicscorecourses,andwithbehaviorrelatedtopersuasivecommunicationandselling,touchingontopicsdealtwithintheManagingMarketingProgramscorecourse.
COURSEFORMAT
Thisisahighlyinteractivecourse.Itispremisedonabasicassumptionthatunderstandingandappreciationofnegotiationsarebestachievedviahands-onexperiencesincombinationwithlecture,discussion,reading,andreflectionontheunderlyingconceptsofnegotiation.Therewillbeoneormorerole-playexercisesinnearlyeveryclassperiod.Theseexerciseshavebeenselectedtohelpillustratepointsinreadingsandlecturesandtomotivatefurtherreflectionandreading.Theseexerciseswillputyouinnew,andpotentiallyuncomfortable,situations,butwithintherelativelysafeenvironmentoftheclassroom.Intheseexercises,youareurgedtotryoutnewandcreativebehaviorsandtacticsthathavesuggestedthemselvestoyoufromyourownreadingandreflection.
Role-playgroundrules:
Havingaconstructivelearningenvironmentisessentialtothiscourse'seffectiveness.Everyoneplaysapartinthis.Herearesomegroundrulesforourrole-playexercises:
1. Youareexpectedtobeontimeforclassmeetingsand,whenapplicable,toarrivepreparedforin-classnegotiationexercises.
2. Youshouldnotshowyourconfidentialroleinstructionstootherpartiesduringanegotiation,norshouldyoudirectlyreadthemaloud.Atyourdiscretion,youcanchoosetospeakaboutyourintereststotheotherside.Oncethenegotiationiscomplete,youshouldstillkeepyourinstructionsprivate,unlessinstructedotherwise.Wewilldebriefmostofourcasescollectivelyinclass.
3. Feelfreeto"adlib"intheseexercisestoproviderationalesandexplanationsforyourcharacter'spreferences-saythingsyouthinkthecharacterwouldsay.Thatsaid,youshouldadoptthegivenpayofftablesasreflectingyourpreferences.Youshouldnotmakeupfactsthatmateriallychangethepowerdistributionoftheexercise.
4. Theexercisesareanopportunitytoexperiment.Unusualtactics(oratleastonesthataredifferentforyou)addvarietyandcanbenefitthegroupdiscussion.
BecauseIwanttoencourageexperimentation,Idonotgradebasedonyournegotiationoutcomes.YetIdocarefullyrecordtheoutcomesand,forsomeexercises,youranswerstoquestionsintheexercisematerials.SometimesIwillshowtheoverallpatternsinthisdatatodemonstratepointsaboutnegotiationprinciples.Manyofthelearningpointsinthiscoursehavebeendevelopedandrefinedthroughextensivepriorclassroomexperiences.Justaspriorstudentshavemadethiscoursepossiblebysharingtheirexperiences,youhavetheopportunitytocontributetotheeducationoffuturestudentsbysharingyourownexperiences.Ifyouconsenttoallowyourresponses(includingthosefromtheleadershipmulti-raterfeedbackactivity,negotiationsexercises,andfromotherexercisesinthiscourseandothercourses,aswellassurveysbyCareerServicesandotherschooloffices)tobeusedforresearchpurposesandforfuturerefinementofcoursematerials,your
informationwillbekeptstrictlyconfidential.Anyinformationderivedfromthisresearchthatwouldidentifyyouwouldnotbevoluntarilyreleasedordisclosedwithoutseparateconsent.Researchonstudents'negotiationoutcomes(describedintheprecedingparagraph)takesplaceundertheColumbiaUniversityIRBProtocolfor"Managementandnegotiationsresearch"(protocolnumberAAAA6074).Thefollowingindividualsand/oragencieswillbeabletolookatandcopyyourresearchrecords:1)Theinvestigator,studystaffandotherprofessionalswhomaybeevaluatingthestudy,2)AuthoritiesfromColumbiaUniversity,includingtheInstitutionalReviewBoard('IRB'),and3)TheUnitedStatesOfficeofHumanResearchProtections('OHRP').ThePrincipalInvestigatorforthisprotocolisProfessorKatherinePhilips([email protected],212-854-5621;yourprofessorisaCo-PrincipalInvestigator).Therearenoforeseeableriskstoyouandtheproposedresearchdoesnotpresentanyadditionalriskbeyondwhatyouarealreadydoingaspartofthecourse.Thebenefitsoftheexercisesaretheopportunitytogainknowledgeandskillsinnegotiatingandleadingeffectively.Classroomdebriefingaimstohelpyoulearnnotonlyfromyourownexperiencebutalsofromtheexperienceofclassmates.Yourparticipationisvoluntaryandyoumaywithholdyourmaterialsfromresearchpurposesatanytimewithoutaneffectonyourcoursegrade.Ifatanytimeyouhavecommentsregardingtheconductofthisresearchorquestionsaboutyourrightsasaresearchparticipant,youshouldcontacttheColumbiaUniversityInstitutionalReviewBoardbyemailataskirb@columbia.eduorbyphoneat212-851-7040.Ifyoudonotwantyourresponsesandoutcomesforexercisesinthiscourseusedforresearchpurposes,pleasenotifytheinstructor.READINGS
Readingswillbedrawnfromseveralbooks,andarticleslinkedfromthiswebsite.
• GettingtoYes:NegotiatingAgreementWithoutGivingIn(byFisher,Ury,andPatton)• EssentialsofNegotiation(byLewicki,Barry,andSaunders)[NOTE:thisisnotthesameasLewicki,
Saunders,andBarry'svolume,Negotiation]
• DifficultConversations(Stone,Patton,andHeen)
Thesereadingsaretechnicallyoptional,butstudentsoftenmentiontheygetmuchmoreoutofthecourseiftheyreadalongwiththereadings.Ourgoalinthiscourseisnotoverburdenyouwithoutofclassassignments,dig deeper (by reading the readings) to the extent you wish to further your development in honing andstrengtheningyournegotiationskills.
ATTENDANCE
Becausethiscourseissoexperiential,attendanceatclasssessionsisessentialtogettinglearningvaluefromthecourse.Further,becausemostclasssessionsinvolvepairsorgroupsofstudentsworkingtogether,absenceshavethepotentialtoundermineclassmates'experience.Thus,attendanceisrequiredforallclass
sessions.Absenceswillcarryagradepenalty.Missinganegotiation,orasurveyaboutthenegotiation,willcarryagradepenalty.Andofcourse,missingorlateassignmentswillcarryadditionalgradepenalties.
COURSESCHEDULEandASSIGNMENTS(seeCanvasforlinks/materials)
Session1–January30,9am-12.15pm–Introduction
• OnlineAssessment(6POINTS)
Session2–February6,9am-12.15pm–DistributiveBargaining
Session3–February13,9am-12.15pm–IntegrativeBargaining,Part1
Readings:
• EssentialsofNegotiationCh2-Strategy/tacticsofdistributivebargaining• GettingtoYesCh8
Session4–February20,9am-12.15pm–IntegrativeBargaining,Part2
• Session4casepreparation,uploadmodeltoCanvas(3POINTS)
Readings:• EssentialsofNegotiationCh3Strategy/tacticsofintegrativenegotiation• GettingtoYesCh1-4• Scoringadeal
February27,NOCLASSMEETINGAspecialsessionwiththelawschoolwillreplacethisclassmeeting,April3from10am-1pm
Session5-March5,9am-12.15pm–NegotiationDynamics,Part1:ModesofCommunication
Session6–March26,9am-12.15pm-NegotiationDynamics,Part2:Interactions,InterpersonalStylesandFeedback
Readings:
• DifficultConversationsCh3-4
Session7–April2,9am-12.15pm-Trust,CooperationandConflict
• Emailnegotiationanalysis-UploadtoCanvas(5POINTS)
SPECIALSESSION:April310am-1pm-JointnegotiationsessionwithLawSchool
Session8–April9,9am-12.15pm–Mediation,AgentsandThirdParties
• ActionPlanningAssignment-UploadtoCanvas(5POINTS)
Session9–April16,9am-12.15pm-TeamNegotiation
• Session9casepreparation,uploadmodeltoCanvas(3POINTS)• RealWorldPaper-UploadtoCanvas(10POINTS)
Session10–April23,9am-12.15pm–Teamnegotiationdebriefandfinalpresentations
• OptionalFinalPresentation-UploadtoCanvas(10POINTS,cansubmitonly1optionalassignment)
Readings:
• EssentialsofNegotiationCh12Bestpracticesinnegotiations• GettingtoYesCh1-4• GettingtoYes-Inconclusion• Aprimeronpersonaldevelopment
Session11–April30,9am-12.15pm–Coalitions
• OptionalFinalPaper-UploadtoCanvas(10POINTS,cansubmitonly1optionalassignment)
Readings:
• Maptheplayers,changethegame
ATTENDANCE
Becausethiscourseissoexperiential,attendanceatclasssessionsisessentialtogettinglearningvaluefromthecourse.Further,becausemostclasssessionsinvolvepairsorgroupsofstudentsworkingtogether,absenceshavethepotentialtoundermineclassmates'experience.Thus,attendanceisrequiredforallclasssessions.Absenceswillcarryagradepenalty.Missinganegotiation,orasurveyaboutthenegotiation,willcarryagradepenalty.Andofcourse,missingorlateassignmentswillcarryadditionalgradepenalties.Seegradingbelowformoreinformation.
ATTENDANCE–includingcompleting4post-negotiationsurveys,4pointspersession(48POINTS)
ACTIVEPARTICIPATION–active,substantive,consistentinvolvementinclassdiscussions(10POINTS)
GRADING
Giventhepracticalnatureofthecourse,wekeepassignmentsminimal,andinsteadaskforactiveparticipationinclass.Partofthisparticipationwillinvolvepreparingfornegotiationsinadvance,reflectingonexercises,buildingmodelsanduploadingthemtocanvas,andcompletingassignmentsthataskyoutoreflectonyourdevelopment.
Pleasenotealargeportionofthegradewillbededicatedtoattendanceandparticipation.Yourgradeislargelybasedintheeffortyouputintoactiveparticipationinclass.
AlsonotethatwewillhaveanoptionalFinalPaper/Presentation.YoucannotgetanHwithoutcompletingaFinalPresentationorFinalPaper(wegiveyoutheoptiontochoosewhichisofmoreinterest),ifyoudonotcompletethefinalpresentation/paperyourmaxgradewillbe90/100,youwillnotbegradedonyour%outof90.
Ifyouneedtohandinsomethinglatethereisnoneedtoaskforanextension.Justbeawarethatwesubtractonepointpereverydayanassignmentislate.Theexceptiontothisrulearemodelsthatyouneedtodevelopinadvanceofnegotiations,andtheActionPlanningAssignment,whichmustbecompletedontimeastheyarethesourceforanactivitythatweek.
TOTALPOINTS–includingamaxof1optionalassignment–100POINTS
GradeCutoffGuidelines(notethatelectivecoursesarenowsubjecttoarequiredgradedistribution,sothesecutoffsshouldserveasaguideonlyandaresubjecttochange)
100A+/H+95-99A/H90-94A-/H-87-89B+/HP+83-86B/HP
80-82B-/HP-77-79C+/P+73-76C/P70-72C-/P-67-69D+/LP+
63-66D/LP60-62D-/LP-0-59F/F