Syllabus_Wednesday_section_4 - Cornell University Johnson...

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January 22, 2006 Cornell University Johnson Graduate School of Management NBA 666 Negotiations Section 4: Wednesday 4:25 – 7:15 pm B10 Spring Semester 2006 Professor Proell Phone: 607/255-5516 E-mail: [email protected] Office Hours: By appointment only Overview 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 also 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: Objectives improve your ability to negotiate effectively learn to analyze negotiation situations develop a strategic plan for effective negotiations gain an intellectual understanding of negotiation behavior build confidence as a negotiator Format The course is built around a series of negotiation exercises and debriefings. Some exercises require preparation in advance. Other exercises may require students to prepare outside of class as a team either by phone or in person. Students are expected to be fully prepared for exercises prior to class (as required) and to participate in the debriefings. In the debriefings, we will share the results of our negotiations and discuss strategies that worked and strategies that didn’t. This course offers you an opportunity you won’t find in real world negotiations: to see both the other side’s outcome and the outcomes of others in your same role. The debriefings provide a unique environment for us to delve into what happened at the negotiation 1
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January 22, 2006 table and why it happened. Consequently, you should not agree to any deal you are not willing to share with the rest of the class. A central element of this course will be the production of new knowledge about negotiation. What this means is that some of the classroom exercises might double as research investigations. This fits the philosophy of the class: the frameworks that we will discuss and the techniques that I will describe have been tested empirically in former classes like yours. I will provide detailed explanations of any study in which you participate. Keep in mind that you always have the choice
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  • Spring '06
  • partner, negotiation exercises, Feedback value scores

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