nba666fall2007_Syllabus - Fall 2007 Negotiations (NBA666)...

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Fall 2007 Negotiations (NBA666) Cornell University- Johnson School Professor Melissa Thomas-Hunt 449 Sage Hall E-mail: mct24@cornell.edu (best way to contact me) Office Hours Wed 2:45-3:45 pm or by appointment Syllabus Course Objectives: The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers. The course is designed to complement the technical and diagnostic skills learned in other courses at Cornell. A basic premise of the course is that while a manager needs analytic skills to discover optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted and implemented. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytic frameworks. Considerable emphasis will be placed on simulations, role plays, and cases. Negotiation is the science of securing agreements between two or more interdependent parties. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. The following is a partial list of what I see as course objectives: Acquire a conceptual framework for analyzing conflicts. We will develop a framework that will enable you to look beneath the manifest surface of a conflict to the underlying structure of parties and interests. By the end of the course, you should be better able to interpret and predict the behavior of individuals and groups in conflicts. You will be better able to determine what sort of negotiated agreement (if any) is advantageous in a given situation. Broaden your repertoire of negotiation strategies and skills . Abstract strategy is of little use without the skills to enact it. Hence, nearly half of class time is devoted to exercises in which you negotiate against classmates in simulated conflicts. One virtue of these exercises is that you are relatively free to experiment with tactics that you may not have tried before in your real negotiations. You will be able to see the effectiveness of different strategies through comparing your results with those of your classmates. From one exercise to the next, you will be able to see how the effectiveness of particular tactics depends on certain conditions, such as the degree of power you have, the number of parties in the negotiation, the degree of time pressure, and so forth. 1
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Deepen your understanding of how to manage conflict in organizations This class will further your understanding of the causes and consequences of interpersonal and intergroup conflict in organizations. In particular, an appreciation for the benefits as well as the costs of negotiation and conflict will be fostered. Finally, we will seek to identify the crucial factors that affect the likelihood that certain managerial actions and messages will be received and
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nba666fall2007_Syllabus - Fall 2007 Negotiations (NBA666)...

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