Coursebooks

Negotiation techniques

MGT-466

Lecturer(s) :

Canning Wacker Nadene Gay

Language:

English

Withdrawal

It is not allowed to withdraw from this subject after the registration deadline.

Summary

The course presents the process of negotiation, two principle strategies and the tactics involved in successfully enacting them. It will also build both cultural and self awareness skills and how they impact the process of negotiation.

Content

Defining negotiation and the process

Frames, goals and strategies

How to plan a negotiation

Employing strategies and tactics

The impact of self awareness and cultural difference on the process of negotiation

Mid-term role-play and report

The role of trust in negotiations

Weekly role-play exercises and simulations

Learning journal and self - reflection paper

Final exam

Keywords

Negotiation, skills, interactive, self-awareness, leadership

Learning Outcomes

By the end of the course, the student must be able to:

• Describe the two principle strategies of negotiation (integrative and distributive)
• Discuss the major differences between the two strategies and when it is appropriate to use one or the other
• Perform both integrative and distributive negotiations
• Assess / Evaluate the negotiation skills of self and counter parts
• Explain how cultural differences impact the process of negotiation and the style of negotiation employed
• Demonstrate the ability to enact a strategy and the attending tactics that are appropriate to a role-play scenario
• Critique the performance of colleagues enacting a negotiation for appropriateness of the strategy, tactics and cultural approach.
• Apply Four essential skills for courageous leadership in negotiation
• Create Trust and skills to stay in tough conversations

Transversal skills

• Communicate effectively, being understood, including across different languages and cultures.
• Give feedback (critique) in an appropriate fashion.
• Take feedback (critique) and respond in an appropriate manner.
• Access and evaluate appropriate sources of information.

Teaching methods

Interactive lecture, role-play, simulation, group-work,

Expected student activities

Attendance at class sessions, reading assigned chapters and articles, preparation of and participation in role-play activities, giving feedback to counter-parts, writing reports in small groups

Assessment methods

Continuous assessment combining:

20% class participation
20% mid-term enactment reflection paper
30% performance improvement journal entries and final reflection paper
30% final enactment and report

Supervision

Office hours	Yes
Assistants	Yes
Forum	No

Resources

Bibliography

Books:

Main text: Lewicki, RW, Barry, F. & Saunders, DM, Essentials of Negotiation, 6th ed., McGraw-Hill Higher Education: New York, NY, 2016

Lewicki, RW, Saunders, DM, & Barry, B. Negotiation: readings exercises and cases, 6th Ed. Boston: McGraw Hill Irwin, 2010.

Salacluse, JW, The Global Negotiator. New York: Palgrave MacMillan, 2003.

Optional Resources:

Salacuse, Jeswald W.  Negotiating Life: Secrets for Everyday Diplomacy and Deal Making: Palgrave Macmillan, 2013.

Stone, Douglas. Patton, Bruce and Heen, Sheila. Difficult Conversations: How to Discuss What Matters Most: Penguin, 2010.

 

Articles:

"Negotiation Styles: The Impact on Bargaining Transactions", C.B. Craver, Dispute Resolution Journal, February/April, 2003.

"Six Habits of Merely Effective Negotiators", J.K. Sebenius, HBR, April 2001.

"Rational Strategies for Creating Integrative Agreements", M Bazerman, M. Neale, in Negotiating Rationally, Free Press, 1993.

"Opening and Making Concessions", G.R. Shell, in Bargaining for Advantage, Penguin Books, New York, 1999.

"The Hidden Challenge of Cross-border Negotiations" J.K Sebenius, Harvard Business Review, March 2002, Cambridge, MA: Harvard Business School Publishing Corp.

 

Ressources en bibliothèque

• Essentials of Negotiation / Lewicki
• Negotiation: readings exercises and cases / Lewicki
• The Global Negotiator / Salacuse
• Opening and Making Concessions / Shell
• Difficult Conversations: How to Discuss What Matters Most / Stone
• Rational Strategies for Creating Integrative Agreements / Bazerman
• Negotiating life : Secrets for Everyday Diplomacy and Deal Making / Salacluse

Moodle Link

• http://moodle.epfl.ch/course/view.php?id=3311

Videos

• https://www.youtube.com/watch?v=pjlPgJ1wBdM