MGT 445 ENTIRE COURSE

Course Materials

Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide.Mason, OH: Thomson/South-Western.

Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw Hill.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2007). Negotiation:Readings, exercises, and cases (5th ed.). Boston, MA: McGraw Hill.

All electronic materials are available on the student website.

*Week One: Introduction to Negotiation*
	*Details*	*Due*	*Points*
Objectives	1.1 Explain key negotiation concepts and terms. 1.2 Analyze the roles of communication and personality in negotiation. 1.3 Evaluate the benefits, cost, and risks associated with negotiation.	During week 1	0
Readings	Read Ch. 1 of Negotiation. Read Ch. 5 of Negotiation. Read Ch. 6 of Negotiation. Read Ch. 14 of Negotiation. Read Ch. 15 of Negotiation. Read Case 3 of Negotiations: Readings Exercises, and Cases. Review this week’s Electronic Reserve Readings. Read the Week One Read Me First.	During week 1	0
Participation / Discussion Questions	Participate in class discussion and Respond to weekly discussion questions	On going through week 1 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/14 and DQ 2 due on 7/16.	2
Individual Communication and Personality in Negotiation Paper	Resource: Week One Readings Prepare a 1,050- to 1,750- word paper in which you describe a negotiation situation that you have participated in (e.g., sale or purchase of a house, car, salary, etc.). In your paper, analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation. Format your paper consistent with APA guidelines.	Due day 7 – 7/18.	10

*Week Two: Negotiation Process and Strategies*
	*Details*	*Due*	*Points*
Objectives	2 2.1 Describe the negotiation process. 2.2 Compare and contrast the different negotiation strategies. 2.3 Prepare a negotiation plan.	During week 2	0
Readings	ReadCh. 2 of Negotiation. Read Ch. 3 of Negotiation. Read Ch. 4 of Negotiation. Review this week’s Electronic Reserve Readings. Read the Week Two Read Me First.	During week 2	0
Participation / Discussion Questions	Participate in class discussion and Respond to weekly discussion questions	On going through week 2 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/21 and DQ 2 due on 7/23.	2
Learning Team Case Study Analysis Part A: “Power Play for Howard”	Resource: “Power Play for Howard” case study Prepare a 1,050- to 2,100-word case analysis of “Power Play for Howard” located in Negotiation: Readings, Exercises, and Cases. Address the following in your analysis: · Briefly summarize the case. · Evaluate the benefits (tangible and intangible), costs, and risks associated with negotiating Juwan Howard’s free agent contract from the perspective of Juwan Howard and both teams’ general managers. Format your paper consistent with APA guidelines.	Due day 7 – 7/25	10

*Week Three: Organizational Applications*
	*Details*	*Due*	*Points*
Objectives	3 3.1 Determine the stakeholders in the organizational negotiation process. 3.2 Apply appropriate negotiation strategies to support organizational goals. 3.3 Analyze the affect of ethics and culture in organizational negotiations.	During week 3	0
Readings	ReadCh. 7 of Negotiation. Read Ch. 8 of Negotiation. Read Ch. 9 of Negotiation. Read Ch. 12 of Negotiation. Read Ch. 13 of Negotiation. Review this week’s Electronic Reserve Readings. Read the Week Three Read Me First.	During week 3	0
Participation / Discussion Questions	Participate in class discussion and Respond to weekly discussion questions	On going through week 3 – must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/28 and DQ 2 due on 7/30.	2
Individual Negotiation Strategy Article Analysis	Use the Electronic Reserve Readings link for the course, the Internet, or other resources to find at least two articles that describe a negotiation situation that employs different negotiation strategies. Describe the negotiation processes used in your selected articles. Compare and contrast those two strategies and how they might apply in your work setting.	Due day 7 – 8/1	10
Learning Team Case Study Analysis Part B: “Power Play for Howard”	Resource: “Power Play for Howard” case study Use the case study from Learning Team Meeting One and select one of the following roles in the case study: · General Manager Washington Bullets: Wes Unseld · General Manager Miami Heat: Pat Riley · Player’s agent – David Falk Obtain instructor approval of your selection prior to beginning this assignment. Using the negotiation checklist found in Table 4.3 of Negotiation Planning Guide, prepare a 350-word outline in which you present your team’s negotiation plan. Be prepared to respond to questions from the class.	Due day 7 – 8/1

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MGT 445 ENTIRE COURSE

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