ManagerialNegotiationsSpring2022

For Bidding Purposes Only

PROFESSOR:Dr.RachelMcDonaldE-mail:rim2114@columbia.eduOfficehours:ByappointmentTA:

Mandatory1stClassPolicy:Toremainintheclass,youmustbepresentinthefirstclassandarriveprepared(apre-classsurveymustbecompleted)

COURSEOVERVIEW

Allofusfacenegotiationandconflictattimes.Thesenegotiationsmayrangefromlowstakesdisputesaboutmeetingschedulestohighstakesclashesaboutstrategicdirection,andfromcasualdebatestoformalboardroomcontractualagreements.Effectivenegotiatorsgetthemostoutofdisputes,notjustintermsoftheinstrumentalvaluetheycarryaway,butalsointermsoftherelationshipsandreputationstheyleavebehind.Virtuallyeveryonecouldstandtoimprovetheirnegotiationskillsand,fortunately,virtuallyeveryonecandevelopinthisarea.

Thiscourseaimstohelpstudentsimprovetheirskillsintwofundamentalways.Oneisknowledge-oriented:studentslearnframeworksandconceptsforanalyzingconflict.Studentsacquiretermsandmodelsforidentifyingthetypeofconflictthatexistsinasituationandthepotentialcostsandbenefitsofdifferentstrategiesandtactics.Basedonthis,studentsshouldbeabletointerpretsituations,plantactics,andrecognizeandreacttotheircounterpart'sbehavior.Asecondandcomplementaryroutetoimprovingasanegotiatorispractice-oriented:studentscomplementtheiranalyticaltoolswithbehavioralskills.Negotiationandconflictultimatelycomedowntobehaviors-howamanageropensapotentiallyvolatileconversation,howamediatoruncoversinformation,howanegotiatorframesanofferoraconcession.Practicingthesebehaviors,andunderstandinghowotherpartiesperceiveandreacttothem,isessentialtoimprovingasanegotiator.Thecourseprovidescontinuingopportunitiesforhands-onpracticeandalsoprovidesfeedback,discussion,andoccasionsforreflection.

Throughrole-playexercises,lecture,reading,anddiscussion,thecoursebeginswithbasicdynamicsinnegotiationandaddscomplexityinstages,includingmultipleissues,multipleparties,mediation,agents,andcoalitions.Someexercisesinvolvenumericalanalyses;othersrevolvearoundqualitativeconflicts.Bytheendofthecourse,studentsshouldbeabletocomfortablyandconfidentlyapproachmostanyconflictornegotiation:analyzingitsnature,understandingtheirownobjectives,andplottinganapproachthatwillgivethemthebestshotatachievingtheirgoals.

CONNECTIONTOTHECORE

Thiscourseisrelatedtoawiderangeoftopicsthatareimportantfordevelopingprofessionals.InColumbiaBusinessSchool'scorecoursesequence,itisperhapsmostdirectlylinkedtothecoreleadershipcourse,Lead:

People,Teams,Organizations,wherestudentswillhavereceivedanoverviewofthetopicandenactedarole-playnegotiation.Thiscoursedivesdeeper,focusinginstepsondifferentnegotiationdynamicsandultimatelyaddressingevenmorecomplexissues.ManagerialNegotiationsalsodealswithbehaviorincompetitivecontextsandmarkets,touchingontopicsdealtwithintheStrategyFormulationandManagerialEconomicscorecourses,andwithbehaviorrelatedtopersuasivecommunicationandselling,touchingontopicsdealtwithintheManagingMarketingProgramscorecourse.

COURSEFORMAT

Thisisahighlyinteractivecourse.Itispremisedonabasicassumptionthatunderstandingandappreciationofnegotiationsarebestachievedviahands-onexperiencesincombinationwithlecture,discussion,reading,andreflectionontheunderlyingconceptsofnegotiation.Therewillbeoneormorerole-playexercisesinnearlyeveryclassperiod.Theseexerciseshavebeenselectedtohelpillustratepointsinreadingsandlecturesandtomotivatefurtherreflectionandreading.Theseexerciseswillputyouinnew,andpotentiallyuncomfortable,situations,butwithintherelativelysafeenvironmentoftheclassroom.Intheseexercises,youareurgedtotryoutnewandcreativebehaviorsandtacticsthathavesuggestedthemselvestoyoufromyourownreadingandreflection.

Role-playgroundrules:

Havingaconstructivelearningenvironmentisessentialtothiscourse'seffectiveness.Everyoneplaysapartinthis.Herearesomegroundrulesforourrole-playexercises:

1. Youareexpectedtobeontimeforclassmeetingsand,whenapplicable,toarrivepreparedforin-classnegotiationexercises.

2. Youshouldnotshowyourconfidentialroleinstructionstootherpartiesduringanegotiation,norshouldyoudirectlyreadthemaloud.Atyourdiscretion,youcanchoosetospeakaboutyourintereststotheotherside.Oncethenegotiationiscomplete,youshouldstillkeepyourinstructionsprivate,unlessinstructedotherwise.Wewilldebriefmostofourcasescollectivelyinclass.

3. Feelfreeto"adlib"intheseexercisestoproviderationalesandexplanationsforyourcharacter'spreferences-saythingsyouthinkthecharacterwouldsay.Thatsaid,youshouldadoptthegivenpayofftablesasreflectingyourpreferences.Youshouldnotmakeupfactsthatmateriallychangethepowerdistributionoftheexercise.

4. Theexercisesareanopportunitytoexperiment.Unusualtactics(oratleastonesthataredifferentforyou)addvarietyandcanbenefitthegroupdiscussion.

BecauseIwanttoencourageexperimentation,Idonotgradebasedonyournegotiationoutcomes.YetIdocarefullyrecordtheoutcomesand,forsomeexercises,youranswerstoquestionsintheexercisematerials.SometimesIwillshowtheoverallpatternsinthisdatatodemonstratepointsaboutnegotiationprinciples.Manyofthelearningpointsinthiscoursehavebeendevelopedandrefinedthroughextensivepriorclassroomexperiences.Justaspriorstudentshavemadethiscoursepossiblebysharingtheirexperiences,youhavetheopportunitytocontributetotheeducationoffuturestudentsbysharingyourownexperiences.Ifyouconsenttoallowyourresponses(includingthosefromtheleadershipmulti-raterfeedbackactivity,negotiationsexercises,andfromotherexercisesinthiscourseandothercourses,aswellassurveysbyCareerServicesandotherschooloffices)tobeusedforresearchpurposesandforfuturerefinementofcoursematerials,your

informationwillbekeptstrictlyconfidential.Anyinformationderivedfromthisresearchthatwouldidentifyyouwouldnotbevoluntarilyreleasedordisclosedwithoutseparateconsent.Researchonstudents'negotiationoutcomes(describedintheprecedingparagraph)takesplaceundertheColumbiaUniversityIRBProtocolfor"Managementandnegotiationsresearch"(protocolnumberAAAA6074).Thefollowingindividualsand/oragencieswillbeabletolookatandcopyyourresearchrecords:1)Theinvestigator,studystaffandotherprofessionalswhomaybeevaluatingthestudy,2)AuthoritiesfromColumbiaUniversity,includingtheInstitutionalReviewBoard('IRB'),and3)TheUnitedStatesOfficeofHumanResearchProtections('OHRP').ThePrincipalInvestigatorforthisprotocolisProfessorKatherinePhilips(Kp2447@columbia.edu,212-854-5621;yourprofessorisaCo-PrincipalInvestigator).Therearenoforeseeableriskstoyouandtheproposedresearchdoesnotpresentanyadditionalriskbeyondwhatyouarealreadydoingaspartofthecourse.Thebenefitsoftheexercisesaretheopportunitytogainknowledgeandskillsinnegotiatingandleadingeffectively.Classroomdebriefingaimstohelpyoulearnnotonlyfromyourownexperiencebutalsofromtheexperienceofclassmates.Yourparticipationisvoluntaryandyoumaywithholdyourmaterialsfromresearchpurposesatanytimewithoutaneffectonyourcoursegrade.Ifatanytimeyouhavecommentsregardingtheconductofthisresearchorquestionsaboutyourrightsasaresearchparticipant,youshouldcontacttheColumbiaUniversityInstitutionalReviewBoardbyemailataskirb@columbia.eduorbyphoneat212-851-7040.Ifyoudonotwantyourresponsesandoutcomesforexercisesinthiscourseusedforresearchpurposes,pleasenotifytheinstructor.READINGS

Readingswillbedrawnfromseveralbooks,andarticleslinkedfromthiswebsite.

• GettingtoYes:NegotiatingAgreementWithoutGivingIn(byFisher,Ury,andPatton)• EssentialsofNegotiation(byLewicki,Barry,andSaunders)[NOTE:thisisnotthesameasLewicki,

Saunders,andBarry'svolume,Negotiation]

• DifficultConversations(Stone,Patton,andHeen)

Thesereadingsaretechnicallyoptional,butstudentsoftenmentiontheygetmuchmoreoutofthecourseiftheyreadalongwiththereadings.Ourgoalinthiscourseisnotoverburdenyouwithoutofclassassignments,dig deeper (by reading the readings) to the extent you wish to further your development in honing andstrengtheningyournegotiationskills.

ATTENDANCE

Becausethiscourseissoexperiential,attendanceatclasssessionsisessentialtogettinglearningvaluefromthecourse.Further,becausemostclasssessionsinvolvepairsorgroupsofstudentsworkingtogether,absenceshavethepotentialtoundermineclassmates'experience.Thus,attendanceisrequiredforallclass

sessions.Absenceswillcarryagradepenalty.Missinganegotiation,orasurveyaboutthenegotiation,willcarryagradepenalty.Andofcourse,missingorlateassignmentswillcarryadditionalgradepenalties.

COURSESCHEDULEandASSIGNMENTS(seeCanvasforlinks/materials)

Session1–January30,9am-12.15pm–Introduction

• OnlineAssessment(6POINTS)

Session2–February6,9am-12.15pm–DistributiveBargaining

Session3–February13,9am-12.15pm–IntegrativeBargaining,Part1

Readings:

• EssentialsofNegotiationCh2-Strategy/tacticsofdistributivebargaining• GettingtoYesCh8

Session4–February20,9am-12.15pm–IntegrativeBargaining,Part2

• Session4casepreparation,uploadmodeltoCanvas(3POINTS)

Readings:• EssentialsofNegotiationCh3Strategy/tacticsofintegrativenegotiation• GettingtoYesCh1-4• Scoringadeal

February27,NOCLASSMEETINGAspecialsessionwiththelawschoolwillreplacethisclassmeeting,April3from10am-1pm

Session5-March5,9am-12.15pm–NegotiationDynamics,Part1:ModesofCommunication

Session6–March26,9am-12.15pm-NegotiationDynamics,Part2:Interactions,InterpersonalStylesandFeedback

Readings:

• DifficultConversationsCh3-4

Session7–April2,9am-12.15pm-Trust,CooperationandConflict

• Emailnegotiationanalysis-UploadtoCanvas(5POINTS)

SPECIALSESSION:April310am-1pm-JointnegotiationsessionwithLawSchool

Session8–April9,9am-12.15pm–Mediation,AgentsandThirdParties

• ActionPlanningAssignment-UploadtoCanvas(5POINTS)

Session9–April16,9am-12.15pm-TeamNegotiation

• Session9casepreparation,uploadmodeltoCanvas(3POINTS)• RealWorldPaper-UploadtoCanvas(10POINTS)

Session10–April23,9am-12.15pm–Teamnegotiationdebriefandfinalpresentations

• OptionalFinalPresentation-UploadtoCanvas(10POINTS,cansubmitonly1optionalassignment)

Readings:

• EssentialsofNegotiationCh12Bestpracticesinnegotiations• GettingtoYesCh1-4• GettingtoYes-Inconclusion• Aprimeronpersonaldevelopment

Session11–April30,9am-12.15pm–Coalitions

• OptionalFinalPaper-UploadtoCanvas(10POINTS,cansubmitonly1optionalassignment)

Readings:

• Maptheplayers,changethegame

ATTENDANCE

Becausethiscourseissoexperiential,attendanceatclasssessionsisessentialtogettinglearningvaluefromthecourse.Further,becausemostclasssessionsinvolvepairsorgroupsofstudentsworkingtogether,absenceshavethepotentialtoundermineclassmates'experience.Thus,attendanceisrequiredforallclasssessions.Absenceswillcarryagradepenalty.Missinganegotiation,orasurveyaboutthenegotiation,willcarryagradepenalty.Andofcourse,missingorlateassignmentswillcarryadditionalgradepenalties.Seegradingbelowformoreinformation.

ATTENDANCE–includingcompleting4post-negotiationsurveys,4pointspersession(48POINTS)

ACTIVEPARTICIPATION–active,substantive,consistentinvolvementinclassdiscussions(10POINTS)

GRADING

Giventhepracticalnatureofthecourse,wekeepassignmentsminimal,andinsteadaskforactiveparticipationinclass.Partofthisparticipationwillinvolvepreparingfornegotiationsinadvance,reflectingonexercises,buildingmodelsanduploadingthemtocanvas,andcompletingassignmentsthataskyoutoreflectonyourdevelopment.

Pleasenotealargeportionofthegradewillbededicatedtoattendanceandparticipation.Yourgradeislargelybasedintheeffortyouputintoactiveparticipationinclass.

AlsonotethatwewillhaveanoptionalFinalPaper/Presentation.YoucannotgetanHwithoutcompletingaFinalPresentationorFinalPaper(wegiveyoutheoptiontochoosewhichisofmoreinterest),ifyoudonotcompletethefinalpresentation/paperyourmaxgradewillbe90/100,youwillnotbegradedonyour%outof90.

Ifyouneedtohandinsomethinglatethereisnoneedtoaskforanextension.Justbeawarethatwesubtractonepointpereverydayanassignmentislate.Theexceptiontothisrulearemodelsthatyouneedtodevelopinadvanceofnegotiations,andtheActionPlanningAssignment,whichmustbecompletedontimeastheyarethesourceforanactivitythatweek.

TOTALPOINTS–includingamaxof1optionalassignment–100POINTS

GradeCutoffGuidelines(notethatelectivecoursesarenowsubjecttoarequiredgradedistribution,sothesecutoffsshouldserveasaguideonlyandaresubjecttochange)

100A+/H+95-99A/H90-94A-/H-87-89B+/HP+83-86B/HP

80-82B-/HP-77-79C+/P+73-76C/P70-72C-/P-67-69D+/LP+

63-66D/LP60-62D-/LP-0-59F/F