MGMT2001 1 Business Negotiation - Subject Guide Sum2020-1 PDF

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MGMT20011 Business Negotiation SUBJECT GUIDE

Winter Semester (July) Intensive 2020

Prepared by Prof. Peter Gahan (Subject Coordinator) Dr. Gamze Koseoglu & Mr. Andrew Zur

Department of Management and Marketing Melbourne Business School

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Subject Outline Introduction Welcome to MGMT20011 Business Negotiation. Whether you are determining your starting salary in your new job, attempting to resolve a dispute with a co-worker over who gets credit for a big business idea, buying a new car or house, or simply trying to get a 2-year-old to put on shoes, negotiation is an essential skill to master, personally and professionally. A successful negotiator can resolve conflicts peacefully, find creative solutions to complex and seemingly intractable problems, and maximize their outcomes, while at the same time maximizing the satisfaction of everyone involved. To be a great negotiator requires understanding how ‘read’ situations and people, plan your negotiation strategy and tactics, and how normal emotions and thoughts can bias one’s ability to act rationally and achieve optimum results. Negotiation is both an art and science, and the purpose of this course is to understand the theory and processes of decision-making and negotiation so that you can negotiate successfully in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems faced by senior leaders, managers, consultants, etc. If you take advantage of everything this course has to offer, you will be comfortable and more adept in many of your future negotiations. Subject Overview and Aims On successful completion of this subject, students should attain: 1. improved negotiating ability, 2. increased ability to analyse negotiation situations, 3. an understanding of strategic planning for effective negotiation, 4. an understanding of behaviour in negotiations, 5. increased levels of confidence in negotiations, and 6. knowledge of managing teams of negotiators.

Intended Learning Outcomes Learning Outcomes and Generic Skills To view the subject objectives and the generic skills you will develop through successful completion of this subject, please see the University Handbook: https://handbook.unimelb.edu.au/2020/subjects/mgmt90037

Eligibility and Requirements To view the eligibility and requirements, including prerequisites, corequisites, recommended background knowledge and core participation requirements for this subject, please see the University Handbook: https://handbook.unimelb.edu.au/2020/subjects/mgmt90037 2

Academic Staff Contact Details Subject Coordinator Contact Details Name: professor Peter Gahan Email: [email protected] Consultation: By appointment only

Email Protocol Please note that we are only able to respond to student emails coming from a University email address. Please do not use personal email addresses such as Yahoo, Gmail or even business email addresses. Emails from non-University email addresses may be filtered by the University’s spam filter, which means that we may not receive your email. All correspondence relating to this subject will only be sent to your University email address. Note that you must first activate your University email address before you can send or receive emails at that address. You can activate your email account at this link: http://accounts.unimelb.edu.au/. While academic staff endeavour to address queries received via email, it is more appropriate to resolve substantive questions during lectures and consultations. With this in mind, we encourage students to attend all lectures and consultations.

Pre-recorded Lectures & Online Sessions The subject covers the same ten topics (see details below) as any other semester and it is still taught as an intensive, but because of COVID-19 pandemic the format for the Winter Semester has altered. Pre-recorded Lectures For each topic we have prepared a pre-corded lecture to accompany the PowerPoint slide deck. These are available from the LMS site for this subject. You are expected to review the slide deck and recording prior to each online Zoom session.

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Online Zoom Tutorials For each of the ten topics you are required to attend a 90-minute online Zoom tutorial session, where we will work with case studies, negotiation role plays and simulations. These online Zoom sessions will be run over three weeks. The dates of each tutorials are as follows:

Topic

Date of online Zoom tutorial

Introduction to negotiation

Monday, July 6

Distributive negotiations

Tuesday, July 7

Integrative negotiations

Wednesday, July 8

Planning and strategy

Friday, July 10

Ethics and power

Monday, July 13

Perceptions, cognitions, emotions

Wednesday, July 15

Communicating effectively

Friday, July 17

Creativity

Monday, July 20

Cross-cultural negotiations

Wednesday, July 22

Best practices for negotiations

Friday, July 24

Students can register to attend one of 16 tutorial groups on each of these days. Please note: because of the need to set up each class in advance, students will not be permitted to attend an alternate tutorial session. In other words, you are expected to attend the online component of the class at the same time every day a tutorial is scheduled. You will be asked to leave a tutorial group that you have not been registered for. The online Zoom tutorial sessions will be held at: • • • •

Tutorial groups 1, 2, 3, & 4: Tutorial groups 5, 6, 7, & 8: Tutorial groups 9, 10, 11, & 12: Tutorial groups 13, 14, 15, & 16:

9:00am-10:30am 11:30am to 13:00 pm. 2:00 pm to 3:30pm. 4:00 pm to 5:30 pm.

Further details regarding how to register for one of these tutorial sessions will be provided closer to the first day of class. What will we cover during the online Zoom sessions? Negotiation skills are best learned by negotiating with others. Every day, we will use a different role-play activity, and you will negotiate with each other. First, you will meet with all the students on your Online Live Stream, and your tutor will provide a brief review of key ideas and answer any questions you have. Depending on the exercise, you may be asked to negotiate on your own or you will organised into negotiating teams with different classmates in your tutorial group. Prior to the Zoom session, each group will have been given an 4

Information Brief describing the parties negotiating and the issues over which you must reach a deal. Teams will be given a private chat room to prepare as group, before being asked to attend a Negotiating Room where the negotiation will take place. After the assigned time for the role-play activity, we will meet again, and discuss your negotiation experience. How should you prepare for the online Zoom sessions? I will send you an Information Brief of your role in a negotiation ahead of time. You are asked to read the Information Brief so you can understand the negotiation situation and your role, and to prepare for the negotiation activity. In order to make the most from the online tutorial session, I strongly advise you: • • •

listen to the pre-recorded lecture read the assigned reading for the topic and review the Information Brief for the negotiation we will undertake in that tutorial.

As a part of your assessment criteria (see the Assessment section below) you will be asked to submit 10 daily preparation notes (200 words) for these online negotiation activities. To be graded, you must submit these prep notes on the LMS before your online session starts. Online Tutorial Session Participation Requirements A key element of the learning approach in this subject is the use of class exercises and group discussions. You are expected to be an active participant in these exercises and discussions. Since we want the online experience to resemble an actual class environment, we would like you to keep your cameras on during the online sessions, and actively participate in the class. We will not accept your attendance if your camera is off during the entire session. It is also a hurdle requirement in this subject that you are expected to attend at least 80% of the online live stream meetings in order to pass.

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Subject Schedule Day

Topic

What do I need to do before the online Zoom tutorial session?

1

Mon, July 6

Introduction to negotiation

Listen: Recorded Lecture #1 Read: Lewicki et al., Chapter 1 Review: “Ugli Oranges” Information brief Submit: Preparation notes

2

Tue, July 7

Distributive negotiations

Listen: Recorded Lecture #2 Read: Lewicki et al., Chapter 2 Review: “Used Car” Information brief Submit: Preparation notes

3

Wed, July 8

Integrative negotiations

Listen: Recorded Lecture #3 Reading: Lewicki et al., Chapter 3 Role-play preparation for class: New Recruit Submit: Preparation notes

4

Fri, July 10

Planning and strategy

Listen: Recorded Lecture #4 Read: Lewicki et al., Chapter 1 Role-play preparation for class: Negotiating Fashion Submit: Preparation notes

5

Mon, July 13

Ethics and power

Listen: Recorded Lecture #4 Read: Lewicki et al., Chapters 5 & 8 Role-play preparation for class: Breach of Service Contract Submit: Preparation notes

6

Wed, July 15

Perceptions, cognitions,

Listen: Recorded Lecture #6

emotions

Read: Lewicki et al., Chapter 6 Role-play preparation for class: TBD Submit: Preparation notes

7

Fri, July 17

Communicating effectively

Listen: Recorded Lecture #7 Reading: Lewicki et al., Chapter 7

6

Role-play preparation for class: TBD Submit: Preparation notes

8

Mon, July 20

Creativity

Listen: Recorded Lecture #8 Reading: Mehta, 2012 (see readings online) Role-play preparation for class: TBD Submit: Preparation notes

9

Wed, July 22

Cross-cultural

Listen: Recorded Lecture #9

negotiations

Reading: Lewicki et al., Chapter 1 Role-play preparation for class: TBD Submit: Preparation notes

10

Fri, July 24

Best practices for

Listen: Recorded Lecture #10

negotiations

Reading: Lewicki et al., Chapter 12 Role-play preparation for class: TBD Submit: Preparation notes

Assessment Assessment Overview Your assessment for this subject comprises the following: Assessment Task

Individual or Group

Due

Weighting

Daily preparation notes for online negotiation activities (150 words each, 10 notes)

Individual

Due each day prior to your online session

30%

Five 200-word short answer questions

Individual

31 July, 2020

20%

Final examination Hurdle requirement: Successful completion of this subject requires a pass (50%) in the final exam.

Individual

Take-home exam

50%

Participation in class Hurdle requirement: Students are required to attend 80% of the 10 online Zoom-sessions. You are required to

Group and individual.

In class

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0%

keep your videos on during these sessions. Daily preparation notes for online negotiation activities This task will require students to read the assigned Information Brief of the role-play and describe how they are planning to negotiate with the other party(s) during the exercise that will be undertaken in the online Zoom session. In writing your answer, you are asked to explicitly relate your experience to the key ideas and concepts covered in the pre-recorded seminar lecture of the day and the assigned reading. Assignments will be assessed on the extent to which you have: • • •

demonstrated a clear understanding of the theory and concepts of the pre-recorded lecture content of the day, effectively applied theory to your negotiation strategy and plan provided an answer in 200 (+/-10%) words; long assignments will be penalised (portions beyond 220 words may not be read or marked).

You will submit your assignments via LMS. Due to the intensive nature of the subject, tutors will not be able to mark these assignments until after the subject concludes. Therefore, it is recommended that you keep a record of your daily work before submitting it.

Five 200-word short answer questions This assignment is due on Friday, 31 July 2020 at 11:59 pm (Melbourne time). This task will require students to synthesise key points of learning across the course. You will be asked to answer 5 short-answer questions (no more than 200 words for each answer). In answering each question, your answer should explicitly relate your experiences in the course activities to the key ideas and concepts covered in seminars and readings, appropriately citing and referencing external materials. Assignment Submission Assignment submission is via the LMS Assignment Submission link for all written assignments. Please note that you are required to keep a copy of your assignment after it has been submitted as you must be able to produce a copy of your assignment at the request of teaching staff at any time after the submission due date. Penalties for Late Submission To ensure equality for all students, assignments must be completed within specified time limits. Late submissions will attract a marking penalty of 10% of the total assignment mark immediately following the deadline, and an additional 10% for each subsequent day late. Assignments that exceed word limits will also attract a marking penalty (and/or portions beyond the word limit may not be read or marked). Students with a genuine and acceptable reason for not completing an assignment (or other assessment task), such as illness, can apply for special consideration (see policy below).

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Final Examination The final examination is completed during the official Winter Semester examination period. Students will have 2 hours to complete the examination. This is a take-home exam. Exam Policy The Faculty requires that you are available for the entire examination period. Supplementary exams will not be provided in cases of absence during the examination period, unless the absence is due to serious illness or other serious circumstances. See the Special Consideration web site for more information: http://students.unimelb.edu.au/admin/special

Subject Resources Prescribed References You are expected to have completed the readings designated for each session (see Subject Schedule) prior to class. Textbook Lewicki, R. J., Saunders, D. M., and Barry B. (2016). Essentials of Negotiation, 6th edition, McGraw-Hill Irwin. (Chapters 1-4, 6, and 11-12; previous editions are also acceptable, but the chapter order varies by edition, so make sure you read about the topics covered in the course. The 6th edition is also available as an ebook.) Articles and Book Chapters (provided via a URL Link or uploaded to LMS) Deepak Malhotra and Max Bazermann (2007) “Investigative Negotiation.” Harvard Business Review, (September): Vol. 89(9), pp. 72-78 Mehta, K. 2012. Five Essential Strategies for Creative Negotiations. IESE Insight, Vol. 15 (Fourth Quarter), pp. 50-57. Other recommended readings The LMS site for this subject will provide access to additional readings through the Library’s Readings Online service.

Academic Integrity Academic Honesty The University maintains high academic standards in its courses and subjects and expects students to conduct themselves in a manner which is fair, honest and consistent with the principles of academic integrity, particularly when undertaking assessment and research. http://academicintegrity.unimelb.edu.au/

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Referencing All sources used for a written piece of assessment must be referenced. This is to acknowledge that your material is not based entirely on your own ideas, but is based, in part, on the ideas, information, and evidence of others. This is desirable as you are attending University in order to learn from others. You will be required to use the APA system or Harvard System of referencing. The library has prepared a website to help students correctly reference: http://www.lib.unimelb.edu.au/recite/citations/harvard/generalNotes.html It is important that all material you present for assessment is referenced correctly. Material that has not been referenced correctly may be considered to be plagiarised, and as such may be penalised. We will also look for evidence that material included in the bibliography has been used in the assignment. Including references that have not been used may also result in your assignment being penalised The Academic Skills Unit has produced resources to assist students with referencing https://services.unimelb.edu.au/academicskills/undergrads/top_resources The Library also provides advice on referencing: http://library.unimelb.edu.au/cite

University Services Stop 1: Connecting Students and Services Stop 1 is here to provide you with a range of support services throughout your university degree, from help with enrolment, administration and wellbeing to advice on building your skills and experiences. https://students.unimelb.edu.au/stop1 Academic Skills Academic Skills offers a range of workshops and resources to help you with study skills including researching, writing and referencing, presentation skills and preparing for exams. Visit their website via http://services.unimelb.edu.au/academicskills. Service Finder The University of Melbourne offers one of the most comprehensive student support networks in Australia. Use this site to locate a wide range of services http://services.unimelb.edu.au/finder Student Counselling Students attend counselling to talk about personal, emotional, or mental health issues which might be affecting their study and life. The University’s Counselling and Psychological Services (CAPS) provides free, confidential, short-term professional counselling to currently enrolled students and staff. https://services.unimelb.edu.au/counsel/individual

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Student Equity and Disability Support Student Equity and Disability Support provides services for students who need ongoing support with their studies. They understand that adjustments to learning and assessment are sometimes required to allow all students to reach their full potential. Learn more about the services provided, how to find support and how to register for assistance. http://services.unimelb.edu.au/student-equity University of Melbourne Library Services As well as holding an extensive collection of books, ebooks, digital media and periodicals, library staff provide research guidance and support for students. http://library.unimelb.edu.au/ These Business and Economics Library Guides have been designed specifically for Faculty of Business and Economics staff and students. http://unimelb.libguides.com/sb.php?subject_id=80310

Policy Alternative Exam Arrangements (AEA) The definition of and eligibility requirements for alternative exam arrangements (AEA) can be found via http://students.unimelb.edu.au/admin/alternate . Assessment and Results Policy The University’s assessment policy provides a framework for the design, delivery and implementation of assessment of students in award and non-award courses and subjects. Assessment is designed to contribute to high quality learning by students, and to allow for quality assurance and the maintenance o...