OPMGT 449

Revised Syllabus

4/2 Negotiation: Intro Ch. 1, 2

4/4 Fundamentals Ch. 3

4/9 Art of Discovery Ch. 4

4/11 Behavior Ch. 5

4/16 Negotiation

4/18 Styles/Risk Ch. 7,8

4/23 Tactics Ch. 9

4/25 More Tactics Ch. 10, 12

4/30 Negotiation

5/2 Culture/Ethics Ch. 14, 15

5/7 Written Agreements Ch. 13

5/9 Action Ch. 17, 18

Delta Paper Due

Assignments and Grading

The role play activities in the negotiation section of this course will require a number of handouts. It will also be very important that you come prepared to class. You will also have to complete some role play activities outside of class. There will also be 3 more written assignments to complete for the semester. In addition, you will be graded on the basis of your performance in the role plays and actual results obtained in the negotiation exercises.

A note on role plays and negotiations: It will be considered cheating if you engage in any of the following activities:

1) misrepresenting the written work of others as your own

2) Reading, reviewing or discovering the confidential briefing information held by your opponents in any graded role play scenario, by gaining access to that information from your opponent directly, or from others in the course who may be playing your opponent’s role.

Graded negotiations:

1) roles will be assigned and the negotiations explained at the end of a particular class period. Students will be assigned to one or two person teams, and opponents specified.

2) Students will have an entire week to arrange a negotiation with their opponent and arrive at a settlement.

3) Results from negotiation are due in writing to the professor by the specified deadline. Failure to meet the deadline will result in a penalty of one letter grade per day late.

4) Teams will be assigned grade points based on the quality of their solution as compared to all other teams playing that same position. In the case of integrative criteria, you will be graded on the best cooperative, innovative joint agreement. For distributive negotiations, the actual amount will be the criteria.

5) All members of a team will be assigned the same grade for the exercise unless appealed to the professor. All appeals must be in writing no later than 24 hours after the negotiation results are submitted.

6) All negotiated agreements must be submitted in writing and signed by all participants.

Note for negotiations:

Competitiveness and conflict in negotiations, even simulated ones, lead to heightened emotions, distortion of perception and judgement and the increased likelihood of behaving unproductively and unethically. You may get angry at other students and/or me and say things you do not mean, and in fact, are remorseful for later. Remember that I will play the role of policeman, prosecutor, judge and jury in setting and enforcing rules and conduct.

Papers:

There is one paper that will be due on Thursday May 9^th. This is a semester long coverage of the Delta airline pilots labor situation as it develops. You will need to do a background literature search on the roots of the issues, the history of pilot labor negotiations etc. You will also need to discuss the specifics of the issue at hand, the tactics being used by the different players, and how from your perspective the negotiation is proceeding. This is an in-depth study of a live negotiation.

The other 2 papers will be shorter evaluations of actual negotiations you participate in and will be due the next class period after the negotiation.