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Day 1
BUSINESS
NEGOTIATIONS
Leighton Wilks
HROD 493
Winter 2015

Agenda – Day 1.1
• Introductions
• Course overview
• Negotiation – “BioPharm/Seltek”
• Discussion - Introduction to

negotiation
• Negotiation basics
• Distributive negotiation

Introduction
Me
• Leighton Wilks
• HROD
• SH 460
• lrwilks@ucalgary.ca
• (403) 220-4139

You
• Name
• Area of focus/work
• Something interesting?

The Course
• Perhaps the most useful course of your degree!
• Negotiation is both an art and a science
• Will discuss material but you must decide what works best for you
• Never be a good musician by studying music
• Class is experiential
• We will negotiate, debrief, discuss
• Participation is a must (be on time, prep for negotiation)
• Don’t be afraid to push your “comfort zone”
• Remember – this isn’t real!

The Textbook
• Essentials of Negotiation
• Canadian 2nd Edition
• A fee of $35.00 is required

to cover copyright
• Not open to negotiation
• Cash only

Assignments
• Planning & Preparation (10% - 2.5% per

negotiation)
• Moms.com, Bullard House, Harborco, International

lodging
• Self-Appraisal Paper (35%)
• 10 pages max, January 16thth
• Simulation Analysis Paper (25%)
• 5 pages max, due on Feb 6th

• Group Project (30%)
• 10 pages max, due on Feb 6th

Admin Stuff
• PPT presentations are posted, but missing

negotiation specific data
• No need to read chapters or PPT prior to class

• I will post missing slides in the evening

• If you miss class it is your responsibility to contact

me for your negotiation role
• I can’t email or post the roles!

• Questions/Comments?

Negotiation
Negotiation - decision-making situations in which two or more interdependent parties attempt to reach agreement
• All of us negotiate, almost daily
• Many small negotiations, few large negotiations
• Skills apply to the boardroom, personal relationships

• Negotiations occur for several reasons:
• To agree on how to share or divide a limited resource
• To create something new that neither party
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