Management and negotiation
Fall 2014
MGT 832
Negotiation and Conflict Management
Mondays 2:40pm – 5:30pm.
N124 NBC Dr. Jonelle Roth
N421 Business College Complex
Office Hours: Mon. 1pm – 2:30pm or by appointment
Phone: 429-3519
Email: rothjon@msu.edu
Textbooks:
Lewicki, R., Saunders, D., & Barry, B. (2010). Negotiation: Readings, Exercises, and Cases (6th ed). Irwin/McGraw Hill.
Additional course material will be handed out by the instructor during the quarter or posted on ANGEL (www.angel.msu.edu).
Overview:
This course is designed to explore the processes of bargaining and negotiation as social and managerial activities. The course is designed to be relevant to a broad spectrum of negotiation and conflict problems that are faced by managers. Special emphasis will be given to the areas of interpersonal and intergroup conflict, in addition to interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation. The major purpose of the course is for each participant to gain insight into their own negotiating style and to become a more effective negotiator, as well as a more astute observer of social process. The course will involve extensive use of cases, role plays, and related participative activities, enhanced by rigorous self review and introspection.
Grading:
Course grades will be based on the following components:
Self- Reflection Papers 3 papers worth 40 points each (120 points)
Prep Papers and Exercise 6 papers worth 15 points each (90 points)
Group Book Report 30 pts.
Scored Negotiations 2 worth 25 points each (50 points)
Cross-Class Negotiation 25 points prep, 25 points outcome, 15 points process (65 points total)
Attendance and Participation 5 points per class (70 points)
Total 425 points
Participation
Given the nature of this course, participation is absolutely critical. This is reflected in the relatively heavy weight assigned to it in the overall grading scheme. In
MGT 832
Negotiation and Conflict Management
Mondays 2:40pm – 5:30pm.
N124 NBC Dr. Jonelle Roth
N421 Business College Complex
Office Hours: Mon. 1pm – 2:30pm or by appointment
Phone: 429-3519
Email: rothjon@msu.edu
Textbooks:
Lewicki, R., Saunders, D., & Barry, B. (2010). Negotiation: Readings, Exercises, and Cases (6th ed). Irwin/McGraw Hill.
Additional course material will be handed out by the instructor during the quarter or posted on ANGEL (www.angel.msu.edu).
Overview:
This course is designed to explore the processes of bargaining and negotiation as social and managerial activities. The course is designed to be relevant to a broad spectrum of negotiation and conflict problems that are faced by managers. Special emphasis will be given to the areas of interpersonal and intergroup conflict, in addition to interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation. The major purpose of the course is for each participant to gain insight into their own negotiating style and to become a more effective negotiator, as well as a more astute observer of social process. The course will involve extensive use of cases, role plays, and related participative activities, enhanced by rigorous self review and introspection.
Grading:
Course grades will be based on the following components:
Self- Reflection Papers 3 papers worth 40 points each (120 points)
Prep Papers and Exercise 6 papers worth 15 points each (90 points)
Group Book Report 30 pts.
Scored Negotiations 2 worth 25 points each (50 points)
Cross-Class Negotiation 25 points prep, 25 points outcome, 15 points process (65 points total)
Attendance and Participation 5 points per class (70 points)
Total 425 points
Participation
Given the nature of this course, participation is absolutely critical. This is reflected in the relatively heavy weight assigned to it in the overall grading scheme. In