ILROB
ILROB471week1_spring08

ILROB471week1_spring08 - ILROB 471 Organizations and...

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Professor Williams ILROB 471 Organizations and Negotiation
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Professor Michele Williams Teaching Assistant: Chia-Ming Chan, [email protected]
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Agenda Introduction and Overview Syllabus Break Negotiation Exercise Discussion Wrap-up
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We negotiate everyday… We spend over 50% of our time negotiating with others. We often get better and better at less and less. We don’t focus on improving the process of negotiations. We receive faulty feedback (confirmation bias, egocentrism). Negotiation is an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.
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We may be less effective than we think Observations of hundreds of executives’ performance in business negotiation simulations that have win-win potential reveals that fewer than 25% reach pareto-optimal agreements where no money is left on the table, and of those, nearly 50% of those do so by chance .
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Course Goals Goal 1: Goal 2: Goal 3: Understand how to respond flexibly to a variety of negotiation situations and avoid negotiation traps. Sharpen your skills and broaden your repertoire for strategic negotiations Understand the explicit and tacit uses of power in negotiations.
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Reflections Individually write a word or phrase that best characterizes a recent negotiation In groups of two or three, Introduce yourselves Discuss the word or phrase you each chose Full group Be prepared to discuss some of the words or phrases and other observations of the full group
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Where we are going… Flexibility and adaptability matter No one way is best Broaden your repertoire Respect, understand, and leverage power Process matters Reflect (before, during, and after) Seek feedback
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Flexibility in Strategy and Style Strategy Distributive (fixed-pie) Integrative (win-win or expanding the pie) Mixed-motive Style Competitive Cooperative Independent
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Understanding Power Sources of Power Personal Expertise, elegant solution, avoiding biases, preparation Positional Authority Social/Relational Social skills, social connections
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Syllabus
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Exercises Negotiation Exercises:
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  • Spring '08
  • WILLIAMSM
  • Syllabus Page, negotiation exercises

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