February 17, 2017 Introduction to Negotiation Theory and Practice: MLD-225 Page 1 Introduction to Negotiation Theory and Practice – MLD 225 Robert Wilkinson Spring 2017 Lectures: Mondays and Wednesdays, 1:15 – 2:30 PM, Room: Littauer 230 Simulation/Case Study Sessions: Mondays, 4:15 – 6:00 PM “Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy Course Description Negotiation is an essential, ongoing process that is part of our everyday lives. It is a skill that we can study, practice and improve upon. This course will provide students with the fundamental principles, theory and practice of the field of negotiaion. This course is intended to be a balance of theory and practice, and draws on the classic negotiation literature, as well as more recent work. We will use the case study method, active negotiation simulations, group work and lectures to bring the conceptual material to life, as well as to build students’ personal negotiation skills. We are also lucky to have a few guest lecturers who will visit our class, all of whom are all world-class thought leaders and practitioners in the world of negotiation. We will analyse and unpack some of the core concepts in negotiation, such as creating vs. claiming value, establishing objective criteria, managing principle-agent issues in negotiation, dealing with difficult tactics, managing emotions, multiparty negotiations, and others. And yes, this material applies to our personal lives as well, because we are all negotiators! A strong emphasis will be placed in this course on: 1. An international outlook on negotiation; 2. A multisectoral approach, with elements from the public, private and non-profit worlds; and 3. A leadership and management perspective, drawing from experience and literature in this domain. There are no pre-requisites for this course.
24
Embed
Introduction to Negotiation Theory and Practice – MLD 225 · PDF fileIntroduction to Negotiation ... We will use the case study method, active negotiation ... , 2017 Introduction
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
CourseDescriptionNegotiationisanessential,ongoingprocessthatispartofoureverydaylives.Itisaskillthatwecan study, practice and improveupon. This coursewill provide studentswith the fundamentalprinciples,theoryandpracticeofthefieldofnegotiaion.This course is intended to be a balance of theory and practice, and draws on the classicnegotiation literature,aswell asmore recentwork. Wewilluse thecase studymethod,activenegotiationsimulations,groupworkandlecturestobringtheconceptualmaterialtolife,aswellastobuildstudents’personalnegotiationskills.Wearealso luckytohavea fewguest lecturerswhowill visit our class, all ofwhomareallworld-class thought leaders andpractitioners in theworldofnegotiation.Wewillanalyseandunpacksomeofthecoreconceptsinnegotiation,suchascreatingvs.claimingvalue,establishingobjectivecriteria,managingprinciple-agentissuesinnegotiation,dealingwithdifficult tactics,managing emotions,multiparty negotiations, and others. And yes, thismaterialappliestoourpersonallivesaswell,becauseweareallnegotiators!Astrongemphasiswillbeplacedinthiscourseon:1. Aninternationaloutlookonnegotiation;2. Amultisectoralapproach,withelementsfromthepublic,privateandnon-profitworlds;and3. Aleadershipandmanagementperspective,drawingfromexperienceandliteratureinthis
CourseLogisticsandOrganizationTherewill be3 sessionsperweek: 2 lecturesweek,onMondays andWednesdays from1:15–2:30 PM, andone extended activity session onMondays from4:15 to 6:00 PM for longer casestudyanalyses,simulationactivitiesorguestspeakers.Allsessionsaremandatory.TheMondaysessions, on occasion,may run a little bit longer (such as the first one,which is theOil Pricingexercise) ormay end a bit earlier, dependingon the activity. For Case Study analysis sessions,pleasebringthecasewithyou,eitheronyourdevice,orasaprintout,aswewillbeworkingwithitduringthesession.Thisclassispotentiallyopentobothcross-registrantsandauditors,dependingonspace.Prioritywill go to Kennedy School students, and a judgment will be made on available slots onceregistrationisfinalized.
Auditorswill be required to attend all sessions, participate in all simulations and complete anyadditionalworkorprojectactivities.Theonlydifferencebetweenanauditorandastudenttakingtheclass forcredit is thattheydonotneedtosubmitamid-termor finalpaper. Otherwise,allrequirementsarethesame.
IuseCanvasforthebasicadministrationofmostaspectsofthiscourse.Readings,assignmentsandgradeswillallbedoneelectronically.Theonlyexceptionisemail,asIprefernottousetheemail function on Canvas. The best way to contact me is to email me directly [email protected]’thavetobeontheCanvassitetorespondpromptly.
IalsostronglyencourageyoutoreachouttoeitherofthetwoCourseAssistantswhoworkcloselywith me on all elements of this course. They will be happy to meet in office hours and byappointment,todiscussanyaspectoftheclasscontent,assignments,logistics,etc.
Excusedabsences,inrarecircumstances,maybegrantedbytheprofessor,forurgentsituations,suchasafamilyemergencyorhealthissue. Weddings,jobinterviews,conferences,worktrips,etc., will be considered unexcused absences. In either case, you must inform the CourseAssistantsifyouwillbemissingasession.TheCourseAssistantsputalotofeffortintoorganizingthe discussion groups in lecture, group activities and simulation exercises. An unexpectedabsence,excusedornot, can cause significantdisruption to the smooth runningof a lectureorsimulationactivity.
1. Participation: 20%. Negotiation is a practical skill, which, although guided by theory,requiresdirectandactiveengagement.Thisincludesbeingphysicallyandmentallypresentfor class at all times and providing contributions to class discussion.Attendance for allsessions is mandatory. Missing sessions or arriving late will significantly affect yourparticipationgrade.
Inaddition,youwillbeaskedtowriteanoccasionalindividualreflectionpaperof250-500words,thatwillbeawrittenonanyaspectofthenegotiationcontentcoveredatthatpointin thecourse. Youwillupload thesepaperson the“Quizzes” functiononCanvas.Thesepapers can be a reflection on the readings, class discussion, a simulation exercise, casestudy, guest speaker, or any other element of negotiation theory or practice addressedthat week. The individual paper will not be graded. However, you will receiveparticipationcreditforsubmittingtheassignmentandforcoveringrelevantcontent.Thegoalofthisexerciseittoencourageyoutoreflectmoredeeplyandsignificantlyaboutaninsight, observation, question or aspect of negotiation theory and/or practice, and to
2. Mid-termPaper:35%.Youwillsubmitamid-termpaperofbetween750-1000words,butnomore than 1000words. Youwill select a specific, real-world and ongoing or futurenegotiation issueandapplytheanalytical frameworksdiscussedthusfar inthecoursetoprovideadetailednegotiationanalysisofyournegotiation. Detailed instructions for thispaperwillbeprovided.
3. FinalPaper:45%.Youwillsubmitafinalpaperof1,250to1,750words,butnomorethan1,750words.BuildingonthesamenegotiationcaseasusedforyourMid-termpaper,youwill act as an advisor and provide a set of recommendations to one actor in thenegotiation, based on the negotiation theory learned in the course thus far. Detailedinstructionsforthispaperwillbeprovided.
Allpapers shouldbeno longer than theexplicitword limit,preferablywith1.5-spacingand12-point font. Theword limits do not include footnotes, references or the bibliography. Do notexceedthemaximumwordsindicated,oryourgradewillbereducedaccordingly.Feelfreetousesub-headings and bullet points to organize and communicate your ideasmost effectively. Usepropercitationsasneeded.Footnotesarepreferabletoendnotes. Finally,pleasemakesuretowatchyourgrammar,because itcannegativelyaffectthepowerandimpactofyourarguments,andatworst,canmakeitdifficulttofullycapturethenuanceofyouranalysis.
Notethat theMid-TermandFinalPapersprovideyouwithanopportunity todemonstrateyourability to grapple with some key intellectual dilemmas we’ve covered in the reading, classdiscussionandlectures.Idonotwanttoseealitanyofreferencesthatarespecifictoyourtopic.Youarenotstrictlylimitedtoonlyusingthedocumentsfromthesyllabus,howeverIwouldliketoseeyoudrawheavilyfromthereadingsfromthesyllabus(eitherfromtherequiredoroptional),clearly quoting and referencing your citations. I would likemost citations to be frommaterial
Tobeclear,Iwanttheassignmentstoserveasatoolforyoutodemonstrateyourmasteryoftheconcepts covered in the course, and not your mastery on the specific negotiation case.Therefore,pleaselooktoapplynegotiationtheorytoyourcase.AcademicIntegrityAsmembersofthisacademiccommunity,KennedySchoolstudentswillbeheldtohighstandardsofacademicintegrity.Allexpectationsareoutlinedindetailinthestudenthandbook.ThebasicideasbehindthesepoliciesaresummedupbyUniversityofChicagoprofessor,CharlesLipson,asthe“bedrock”principlesofacademichonesty:• Whenyousayyoudidtheworkyourself,youactuallydidit.• Whenyourelyonsomeoneelse’swork,youciteit.• Whenyouusetheirwords,youquotethemaccurately,andyoucitethemtoo.• Whenyoupresentresearchmaterials,youpresentthemfairlyandtruthfully.
Thisistruewhethertheresearchinvolvesdata,documents,orthewritingsofotherscholars.ViolationsofHKS’academic integritypolicyare takenseriously,withconsequencesup toandincluding expulsion from the University. For more detail, refer to:http://www.hks.harvard.edu/degrees/registrar/procedures/integrity
OtherExpectations
§ Iexpectyoutodoallofthereadingbeforeclass.IpaycarefulattentiontotheamountofreadingIassigneachweek,andwilltrynotgiveyoumorethan150pagesperweek(andmoreoftenless).Thisshouldbeamanageableamountforagraduateschoolcourse,andIexpect you to come to class prepared to discuss the readings in detail. I stronglyrecommend that you get an early start on reading the Case Studies (i.e. the cases onNorthern Ireland, Aceh, North Korea, Bosnia, and the US-Singapore Free TradeAgreement). Theseareveryrichcases,whichallowustoexplorenegotiationtheoryandpractice in a varietyofways. These insights canonlybe gleanedwith close and carefulreadingofthecases,whichishardtodoatthelastminute.
§ Iexpectyoutobeon time forclass. It isdisruptiveanddisrespectfulofeveryoneelse’stime if youwander in late toclass. Also, Ioftenmake importantannouncements in thebeginningof lecture,whichwillaffectyourability toexecutethenecessarytasks for thiscourse.
friends’Facebookpages,etc.It isdisrespectfultotheprofessorandtootherstudents. Ifyou think it isn’t obvious when you are doing something unrelated to class, you’d bemistaken. It isobviousboth to theprofessorand theother students, and is a significantdistraction. If laptopusedoesbecomeaproblem, Iwillhavetodisallowuseduringclasstime.
§ Weexpect you to let us know in advance if you have tomiss class or a deadline. Classparticipationisaveryimportantcomponentofthelearning.Thereisalsoagooddealoflogisticalpreparationrequiredforthiscourse,whichissignificantlydisruptedifstudentsdonotattend,unannounced.Unexcusedabsenceswillbepenalized.