USC Marshall School of Business



USC Marshall School of BusinessMaster of Business for VeteransLos AngelesSpring 2015Essentials of Negotiation and PersuasionInstructor:Michael W. Coombs, Ph.D.Date:March 7 - April 18, 2015Location:JKP 204Time:1:00 – 5:00 p.m.Contact Info:OfficeBridge Hall 303Tel(213) 740-9290Emailmcoombs@.usc.eduMOR Dept. 213 740-0728 phone, 213-740-3582 faxOverviewThe primary goal of this course is to introduce you to the processes of negotiation and persuasion in a variety of business settings. The readings, lectures and case studies have been chosen for their relevance to the situations you are likely to face as a manager.Every negotiation involves persuasion. As you will read, persuasion occurs when at least one person attempts to influence the thinking and/or actions of one or more others. Persuasion enters into most work related interactions. Our focus will be on persuasion as it occurs in the context of negotiation. Negotiation is the process by which two or more interdependent parties attempt to secure agreement. The primary objective of this course is to broaden your understanding of how these two interrelated processes operate within and between organizations. Additional objectives include:Develop a greater understanding of the factors that facilitate and those that hinder effective negotiation and persuasion.Improve analytical abilities in understanding the needs, concerns, motivations, and desires of other negotiators.Develop strategic thinking skills in selecting behaviors that increase the likelihood of satisfactory negotiation both within and across cultures.Increase confidence in our ability to persuade and negotiate.Provide experience in negotiation through classroom and outside assignments.Demonstrate your ability to effectively prepare, negotiate and implement negotiation skills and strategies.The course will include lectures, class discussions, class negotiation activities, quizzes and negotiation assignments outside of class. Be prepared to stay a few minutes after class to arrange meetings with other students for outside-of-class assignments. BOOKS and MATERIALSRequired:Lewicki, R; Saunders, David M.; and Minton, John W. Essentials of Negotiation, 5th ed., McGraw-Hill, 2011, ISBN: 0-07-353036-9Course packet from USC Bookstore. The price of this packet includes the cost of the materials we will use in the negotiation exercises.Reading ListAdler, Nancy, From Boston to Beijing: Managing with a World View. Cincinnati, OH: Southwestern / Thomson, 2002.Adler, Nancy with Allen Gunderson, International Dimensions of Organizational Behavior, Fifth Edition. Mason, OH., Thomson, 2008.Bazerman, Max H. & Neale, Margaret A., Negotiating Rationally. New York, NY: The Free Press, 1992.Brett, Jeanne M., Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco, CA: Jossey-Bass, 2001.Camp, Jim, Start with No. New York, NY: Crown Business, 2002.Cialdini, Robert B., Influence: Science and Practice, Fourth Edition. Boston, MA: Allyn and Bacon, 2001.Cialdini, Robert B., Harnessing the Science of Persuasion, HBR OnPoint, 7915, 2001.Cellich, Clauide and Jain, Subhash C., Global Business Negotiations: A Practical Guide. Mason, OH: Southwestern, 2004.Cohen, Raymond, Negotiating Across Cultures: International Communication in an Interdependent World, revised. Washington, D.C.: Unites States institute of peace oppress, 1997.Deep, Sam and Sussman, Lyle, What to Ask When You Don’t Know What to Say: 555 Powerful Questions to Use For Getting Your Way at Work. New York, NY: MJF Books, 1993.Diamond, Stuart, Getting More: How to Negotiate to Achieve Your Goals in the Real World. Crown Business, New York, NY, 2010. Donohue, George F., Real Estate Dealmaking: A Property Investor’s Guide to Negotiating. Chicago, IL: Dearborn Trade Publishing, 2005.Ertel, Danny and Gordon, Mark, The Point of the Deal: How to Negotiate When Yes is Not Enough. Boston, MA: Harvard Business School Press, 2007.Fairhurst, Gail T. and Sarr, Robert A., The Art of Framing: Managing the Language of leadership. San Francisco, CA: Jossey-Bass Publishers, 1996.Fisher, Roger & Ury, William; Getting to Yes, 2nd ed.; Penguin Books, 1991.Foster, Dean Allen, Bargaining Across Borders; McGraw-Hill, 1992; ISBN 0-07-021656-8Gesteland, Richard R., Cross-Cultural Business Behavior: Marketing, Negotiating and Managing Across Cultures. Copenhagen, Denmark, 1999.Goldstein, Noah J., Martin, Steve J. and Cialdini, Robert B., Yes!: 50 Scientifically Proven Ways to Be Persuasive. New York. NY: Free Press, 2008.Grosse, Robert E. editor, Thunderbird on Global Business Strategy. New York, NY: John Wiley & Sons, Inc., 2000.Gundling, Ernest; Hogan, Terry and Cvitkovich, Karen, What is Global Leadership? 10 Key Behaviors That Define Great Global leaders. Boston, MA: Nicholas Brealey Publishing, 2011.Gundling, Ernest, Working GlobeSmart: 12 People Skills for Doing Business Across Borders. Boston, MA: Nicholas Brealey Publishing, 2010.Hofstede, Geert, Culture’s Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations, second edition. Thousand Oaks, CA: Sage Publications, 2001.Hogan, Kevin, The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less. Hoboken, NJ: John Wiley & Sons, 2005.House, Robert J.; Hanges, Paul J.; Javidan, Mansour; Dorfman, Peter w.; and Gupta, Vipin, Culture, Leadership, and Organizations: The GLOBE Study of 62 Societies. Thousand Oaks, Sage Publications, Inc., 2004.Karrass, Chester L. Give and Take: The Complete Guide to Negotiating Strategies and Tactics, revised edition. New York, NY: Harper Business, 1993.Kolb, Deborah M. and Williams, Judith, Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. Jossey-Bass, 2003.Kublin, Michael, International Negotiating: A Primer for American Business Professionals. New York, NY: International Business Press, 1995.Lang, Michael D. and Taylor, Alison, The Making of a Mediator: Developing Artistry in Practice. Jossey-Bass, Inc. 2000.Latz, Martin E. Gain the Edge: Negotiating to Get What You Want. New York, NY: St. Martin’s Griffin, 2004.Lavington, Camille, with Stephanie Losee, You’ve Only Got Three Seconds: How to Make the Right Impression in Your Business and Social Life. New York, NY: Doubleday, 1997.Lax, David A. and Sebenius, James K., 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston, MA: Harvard Business School Press, 2006.Leeds, Dorothy, The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work. New York, NY: Perigee Books, 2000.Leon, Burke and Leon Stephanie, The Insider’s Guide to Buying a New or Used Car: Hundreds of Tips in Easy-to-Use Checklist Format from a Veteran Insider. Cincinnati, OH: Betterway Books, 1993.Lewis, Richard D., When Cultures Collide: Leading Across Cultures, Third edition. Boston, MA: Nicholas Brealey International, 2006.Lewicki, Roy J. and Hiam, Alexander, Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict. San Francisco, CA: Jossey-Bass,2006.Lewicki, R; Saunders, David M.; and Minton, John W. Essentials of Negotiation, 5th ed., McGraw-Hill, 2011, ISBN: 0-07-353036-9Malhotra, Deepak and Bazerman, Max H., Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. New York, NY: Bantam Books, 2007.Malhotra, Deepak, 15 Rules for negotiating A Job Offer, Harvard Business Review, April 2014.McCormack, Mark H., On Negotiating. Los Angeles, CA: Dove Books, 1995.Mnookin, Robert, Bargaining with the Devil: When to Negotiate, When to Fight. New York, NY: Simon & Schuster, 2010.Morosini, Piero, Managing Cultural Differences: Effective Strategy and Execution Across Cultures in Global Corporate Alliances. Oxford, GB, UK, Elsevier Science Ltd., 1998. Morris, Desmond, Bodytalk: The Meaning of Human Gestures. New York, NY: Crown Publishers, 1994.Morrison, Terri, Conaway, Wayne A., and Borden, George A., Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries. Holbrook, MA, Adams Media Corporation, 1994.Nadler, Gerald and Chandon, William J. Smart Questions: Learn to Ask the Right Questions for Powerful Results. San Francisco, CA: Jossey-Bass, 2004.Nierenberg, Juliet and Ross, Irene S., Women and the Art of Negotiating. New York, NY: Barnes and Noble, 1985.Puhn, Laurie, Instant Persuasion: How to Change Your Words to Change Your Life. New York, NY: Jeremy Tarcher / Penguin, 2005.Raiffa, Howard with John Richardson and David Metcalfe, Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge, MA: The Belknap Press of Harvard University Press, 2002.Rapaille, Clotaire, The Culture Code: An Ingenious Way to Understand Why People Around the World Live and Buy as they do. New York, NY: Random House, 2006.Reardon, Kathleen Kelley, Persuasion in Practice. Thousand Oaks, CA: Sage Publications, Inc., 1991.Reardon, Kathleen Kelley, They Don’t get It, Do They? Communication in the Workplace—Closing the Gap Between Men and Women. Boston, MA: Little, Brown and Company, 1995.Requejo, William Hernandez and Graham, John L., Global Negotiation: The New Rules. New York, NY: Palgrave Macmillan, 2008.Salacuse, Jeswald W., Making Global Deals: Negotiating in the International Marketplace. Boston, MA: Houghton Mifflin Company, 1991.Salacuse, Jeswald W., Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead. New York, NY: American Management Association, 2008.Shell, G. Richard Bargaining for Advantage: Negotiation Strategies for Reasonable People, revised. New York, NY: Penguin Books, 2006.Subramanian, Guhan, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace. New York, NY: W.W. Norton & Company, 2010.Suesse, Jennifer M. & Ibarra, Herminia, Building Coalitions, Harvard Business School, 9-497-055, 1997.Tannen, Deborah, Talking from 9 to 5: Women and Men in the Workplace: Language, Sex, and Power. New York, NY: Avon Books, 1994.Thompson, Leigh L., The Mind and Heart of the Negotiator, Fourth Edition. Upper Saddle River, NJ: Prentice Hall, 2009.Toulmin, Stephen E., The Uses of Argument, updated edition. Cambridge, MA: Cambridge University Press, 2008.Watkins, Michael, Breakthrough Business Negotiations: A Toolbox for Managers. San Francisco, CA., Jossey-Bass, 2002.Watkins, Michael, Shaping the Game: The New Leader’s Guide to Effective Negotiating. Boston, MA: Harvard business School Publishing, 2006.COURSE REQUIREMENTS1. Participation and Contribution (Individual) - 15%Students are expected to participate in all negotiation exercises and class discussions. Failure to participate in more than one exercise or to be present for negotiation role assignments may result in one letter grade reduction. Your participation is crucial to this course. It affects your own experience and that of your classmates. Lack of preparation for an exercise must be treated as an absence. I reserve the ability to evaluate your contributions. Inappropriate behavior in class for any reason such as: checking email, eating, entering and exiting during class, late arrivals, early departures, and other distractive behaviors may result in receiving no credit for that class session. 2. Strategic Plans (Team documents) – 30%Preparation for negotiation on April 4 and April 18 will include a Strategic Plan which anticipates the issues which may arise during the negotiation and support for the arguments you plan to make in support of your claims. The format for these strategic plans will be provided along with the instructions for each of these exercises.3. Self-Evaluations of Negotiations (Individual) – 40%Upon completion of the negotiation exercises you should provide verbal / written feedback to your counterpart using the evaluation sheets provided for that exercise. Following our second and third session negotiations you will be asked to prepare a typed evaluation which will be submitted to the instructor in the following class period. This evaluation is assigned to provide meaningful, personalized, and constructive feedback to you and your classmates and help improve your negotiation skills. 4. Scope and Sequence Assignment (Individual) – 15%After reading two supplement articles (Dancing with Elephants: The Smartix Saga and 3-D Negotiation), you will be asked to prepare a diagram tracing the sequence of events and a cover letter discussing what you learned about the scope and sequence portrayed in these articles.It is expected that each student will study the assigned reading material in advance of each class meeting and will be prepared to discuss that material, including drawing on their previous course work and experiences. I may “cold call” students during the class to discuss the material in class.SESSION DESCRIPTIONSThe following discussion schedule is subject to modification based on our class needs. This schedule is a living, continually changing document. As the needs, direction and objectives of the class evolve, the schedule may evolve as well. Topics, Projects and ReadingsSession 1Saturday3/7/20151-5 pmTopic: Claiming & Creating ValueCourse OverviewIn-Class Exercise: Retail Purchase (1 x 1)Conduct negotiation with one partner. Upon reaching an agreement open the envelope and complete the forms inside.De-brief this exercise in the classroom.Claiming Value -- Fundamental Strategies of Distributive BargainingUnderstand the methods and tactics of Distributive negotiationUnderstand when Distributive methods are appropriateUnderstand how to counter Distributive tacticsCreating Value --- Strategy and Tactics of Integrative NegotiationComparisons of Claiming and Creating ValueUnderstand the Integrative or Principled negotiation methodUnderstand the factors that facilitate a successful Integrative negotiationBe able to plan for and conduct an Integrative negotiationVideo: Hacker-Starr Negotiation with Roger FisherPreparing for SuccessThe Planning ProcessIdentify specific steps you will take to achieve successWhen does preparation occur?How much preparation is enough?Exercise: Business Collaboration (1 x 1)Debrief this exercise in classroomAdvance Preparations for Today’s ClassComplete the Leadership Style Inventory and submit as you arrive in classReadings: Lewicki, et al., Chapters 1 through 4Identify situations where you could be a more effective negotiator.Read: 15 Rules for Negotiating A Job Offer.Video: , Projects and ReadingsSession 2Saturday4/4/20151-5 pmTopic: Methods of Successful versus Average NegotiatorsPerceptionsUnderstand different types of framesUnderstand how frames work in a negotiationCognitive Biases in NegotiationsIrrational Escalation of CommitmentEndowment EffectReactive DevaluationThe Impact of negotiations in negotiationsThe Negative Impact of Positive EmotionsResponding to Negative Emotion during NegotiationsVerbal and Non-Verbal CommunicationThe messages you send and the messages you receiveManageable and Unmanageable QuestionsActive vs. Passive ListeningWhen to use Role Reversal David and Goliath at the TableDifferent types of powerEffective use of power prior to, during, and after a negotiationDealing with others who have more power in the negotiationEthicsThe impact of ethical tacticsExplanations for Deceptive TacticsDealing with the other party’s use of deceptionExercise: A Real Estate Transaction (2 x 2)Debrief this exercise in classroomAdvance Preparations for Today’s ClassComplete and submit your Team Strategic Plan as you arrive in classIndividual Self Evaluation of the Business Collaboration exerciseReadings: Lewicki, et al., Chapters 5 through 8Identify situations where you could be a more effective ics, Projects and ReadingsSession 3Saturday4/18/20151-5 pmTopic: Working Across the Table: Multiple Parties and TeamsKey Elements in managing negotiations within RelationshipsReputation, Trust, JusticeUnderstand increased complexity with more than two negotiators at the tableRoles commonly played by members of a GroupActions for each stage of the negotiationPrinciples of InfluenceUniversal Principles for complianceInvisible Negotiation MethodsTopic: International and Cross-Cultural NegotiationsUnderstand how international and cross-cultural negotiations differ from domestic or same culture negotiationsIndividualism-CollectivismPower DistanceCareer Success / Quality of LifeUncertainty AvoidanceLong Term OrientationCultural Impacts of Cross-Cultural ManagementWhen to Modify your Approach in Different CulturesExercise: A Business Alliance Negotiation (2 x 2)Debrief this exercise in classroomAdvance Preparations for Today’s Class1. Submit your Team Strategic Plan for today’s exercise as you arrive in class2. Readings: Lewicki, et al., Chapters 9 through 123. Individual Self Evaluation of the Real Estate exercise4. Individual Scope and Sequence assignment5. Ask for a discount6. Identify situations where you could be a more effective negotiator. ................
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