Managing Conflict: Negotiation

Pa 5190 Section 001

Managing Conflict: Negotiation

Humphrey School of Public Affairs, University of Minnesota

Fall Semester, 2015 (September 14th – December 14th, 2015)

Mondays, 6.00pm – 8.45pm. Blegen 235

Course Lecturer: Margaret Anderson Kelliher

/ 952-905-6546

(Office: HHH 138. Hours: Mondays, 4.00pm – 5.45pm. Other times by appointment)

Teaching Assistant: Paida Chikate

/ 202-836-0256

(Hours: Mondays, 3.30pm – 5.30pm and Fridays, 2.00pm – 4.00pm. TA cube area in PNLC. Other times by appointment.)

On the Course

Negotiation and conflict resolution skills are integral for students, especially those of public affairs, to navigate an increasingly complex and diverse world. In meeting the mission of the Humphrey School of Public Affairs to prepare students for leadership in public affairs and provide public engagement on important issues and problem solving, it is essential that students at the master’s degree level are well prepared and have developed skills in negotiation and conflict resolution. Such skills depend on a combination of analytical, interpersonal and cultural competence.

This course will introduce you to the theories and frameworks used in negotiations, and provide ample opportunities to test and practice your skills. Conceptual frameworks will help you in preparing and analyzing negotiations, thus increasing your effectiveness.

Negotiation exercises are key to this course. They will encourage you to take on different roles and perspectives, in which you will negotiate on various issues, ranging from professional compensation, union conflicts, cultural issues and international development. You will have the opportunity to exercise your own powers of communication and persuasion, and to experiment with a wide range of negotiation strategies and tactics.

Discussions will follow, where you will analyze case studies and exercises in light of the frameworks learned. Ongoing, real-world negotiations will be highlighted too, making this course current and relevant to you.

This course will also feature one or two guest speakers who will share their experiences as negotiators in the public sphere.

We will spend some time on issues of culture, emotions, gender and ethics in negotiation. We will determine together which topics in the previous list to spend more time on.

Through the course, your negotiating effectiveness should increase significantly. My hope is that you finish the course more reflective, analytically savvy, effective, and in the best possible ways – a good negotiator.

Content, Organization, and Course Expectations

Class format

Each class will be dedicated to case analysis and discussion, and review of reading materials. Case analysis and discussion includes negotiation exercises (where applicable). Negotiation exercises require preparation and willingness to suspend your disbelief and take on an assigned role.

Attendance is essential and will be recorded.

Written Assignments

The five types of assignment in this course are:

·  Goal Setting Memo

Due once in the beginning of the semester.

Due in class (physical copy).

You will be first asked to self-evaluate your goals for the class, and write a goal-setting memo between 400-500 words.

·  Negotiator’s Post

Due prior to negotiation exercises, Mondays 5.00pm

One negotiator’s post per negotiation exercise.

Post onto Moodle (electronic copy).

You will write about your preparation for the negotiation exercises. The negotiator’s post also helps structure your thoughts, strategies and ideas in approaching the negotiation exercise.

·  Negotiator’s Journal

Due after each negotiation.

One negotiator’s journal per negotiation exercise.

Due in class (physical copy).

You will write about your negotiation exercise experience and performance. The negotiation journal helps debrief the exercises and apply discussion topics and readings.

·  Reading reflection

Short post on questions related to assigned readings.

Post onto Moodle (electronic response to assigned question).

Questions will be assigned for selected readings. You will be notified in class. A short response of 200 words is required for each reading reflection.

·  Individual negotiation memo

Due once at end of semester.

Due in class (physical copy).

The negotiation case for this assignment will be given out during class. You will be required to write an action memo to the recipient to help them understand the situation at hand and recommend future steps to take based on the discussion and readings you will have done throughout the semester.

Non-Graded Quizzes

To help with the understanding of frameworks and terminologies used in the course, there will be online quizzes students can take via Moodle. These quizzes can be taken repeatedly, and your results will not be recorded for your official grade. However, doing these quizzes are essential for class discussions, and you are advised to take them. You will be notified during class if a new quiz is up on Moodle.

Grading

The course breakdown is as such:-

·  Participation 20%

·  Reading reflections 10%

·  Goal-setting memo 15%

·  Negotiator journals and posts 30%

·  Individual negotiation memo 25%

Course materials

We will be using a combination of negotiation case exercises, textbooks, articles and other media throughout the course. Required readings will be posted on Moodle and/or handed to you in class. (For complete list of required readings, refer to Course Plan and Required Readings at the end of this syllabus.)

Required textbooks:

·  Thompson, Leigh, The Mind and Heart of the Negotiator, Sixth Edition, Prentice Hall, 2014

·  Fisher, Roger and Shapiro, Daniel, Beyond Reason, First edition, Penguin 2006

Recommended textbooks:

·  Babcock, L. and Laschever, S. Women Don’t Ask: Negotiations and the Gender Divide, Princeton Press, 2007

·  Brett, Jeanne M., Negotiating Globally, Third edition, Jossey-Bass, 2014

Course Plan and Overview

Week 1 (Monday, September 14, 2015)

Introductions, Getting to Know Each Other, First In-Class Case and Discussion

Readings:

·  Chapter 1 of The Mind and Heart of the Negotiator

·  Key terms from Mind and Heart, chapter 1 (available on Moodle)

Case: Available Kidney (distributed in class)

Class Handouts:

·  Negotiator’s Journal format (also available on Moodle)

·  Personal Goal-Setting Memo assignment (also available on Moodle)

·  Goal-Setting Framework – Negotiation Skills (also available on Moodle)

·  Salary Negotiation case preparation materials

Week 2 (Monday, September 21, 2015)

Surveying the Field of Negotiation Analysis and Conflict Resolution

Introduction to Basic Concepts of Negotiation Analysis

Discuss Personal Goal-Setting Memo

Discuss Available Kidney

Readings:

·  Chapters 2 to 4 of The Mind and Heart of the Negotiator

·  Wheeler – Negotiation Analysis (available on Moodle)

·  Wheeler – The Presence of Mind (available on Moodle)

·  Key terms from Mind and Heart, chapters 2, 3 and 4 (available on Moodle)

Case: Salary Negotiation

Class Handouts:

·  List of questions and dates for reading reflections (for the semester)

Due in Class:

·  Personal Goal-Setting Memo (bring two copies to class)

Week 3 (Monday, September 28, 2015)

Principles and Strategies for Claiming Value

Discuss Wheeler

Discuss Salary Negotiation

Readings:

·  Chapters 5, 6 of The Mind and Heart of the Negotiator

·  Key terms from Mind and Heart, chapters 5 and 6 (available on Moodle)

Case: Salary Negotiation

Class Handouts:

·  The Internship case preparation materials

·  Negotiator’s Post format

Due in Class:

·  Negotiator’s Journal for Available Kidney case

·  Reading reflection (via Moodle)

·  Handout OmniChart negotiation

Week 4 (Monday, October 5, 2015)

Negotiating Relationships Within and Across Community Boundaries

Building and Sustaining Relationships

Readings:

·  Allerd, K. “Distinguishing Best and Strategic Practices: A Framework for Managing the Dilemma between Claiming and Creating Value,” Negotiation Journal, October 2000, pp. 387 – 397 (available on Moodle)

·  George Mitchell in Ireland (available on Moodle)

Case: OmniChart

Due in Class:

·  Negotiator’s Post for OmniChart, due by October 5th, 5.00pm (via Moodle)

·  Negotiator’s Journal for Salary Negotiation, due in class

·  The Mexico Venture case preparation materials

Week 5 (Monday, October 12, 2015)

Thinking Strategically about Structure, Context, and People

Case Mexico Venture

Readings:

·  Chapter 10 of The Mind and Heart of the Negotiator

·  Key terms from Mind and Heart, chapter 10 (available on Moodle)

·  Case Discussion Toolkit (also available on Moodle)

·  Negotiating Globally, chapters 1, 4, 6, 7 (available on Moodle)

Case: None

Class Handouts:

·  Individual negotiation memo assignment instructions

Due in Class:

·  Negotiator’s Journal for OmniChart, due in class

Week 6 (Monday, October 19, 2015)

Gender and Culture in Negotiation

Discussion of Babcock, L. and Lascherver, S. Women Don’t Ask

Readings:

·  Kolb, D. and Williams, J. “Introduction: Recognizing the Shadow Negotiation”, The Shadow Negotiation: How Women can Master the Hidden Agendas that Determine Bargaining Success, pp 15-38 (available on Moodle)

·  Babcock, L. and Lascherver, S. Women Don’t Ask: Negotiations and the Gender Divide, Princeton Press, 2003, pp. 1-16: 112-179. (available on Moodle)

·  Beyond Reason

Case: The Mexico Venture

Class Handouts:

·  Social Services case preparation materials

Due in Class:

·  Negotiator’s Post for The Mexico Venture, due by October 14, 5.00pm (via Moodle)

·  Reading reflection (via Moodle)

Week 7 (Monday, October 26, 2015)

Collaborative Problem Solving in the Public Sector

Guest lecturer – Mariah Levinson, Bureau of Mediation Services

Readings:

·  Lewicki, R. and Saunders, D. Negotiation, 3rd edition, “Multi-Party Negotiations: Coalitions and Groups.” (Available on Moodle)

·  Robinson – Errors in Social Judgment, Part 1 (available on Moodle)

·  Robinson – Errors in Social Judgment, Part 2 (available on Moodle)

·  Beyond Reason

Case: In class exercise

Class Handouts:

·  Mouse case preparation materials

Due in Class:

·  Negotiator’s Post for Social Services, due by October 21, 5.00pm (via Moodle)

·  Negotiator’s Journal for The Mexico Venture, due in class.

Week 8 (Monday, November 2, 2015)

Multi-Party Negotiations

Mouse Case

Readings:

·  Chapters 8 and 9 of The Mind and Heart of the Negotiator

·  Key terms from Mind and Heart, chapters 8 and 9 (available on Moodle)

·  Article on Ethics (to be determined)

·  Case: Mouse

Class Handouts:

·  Adam Baxter case preparation materials

Due in Class:

·  Negotiator’s Post for Mouse, due by October 28, 5.00pm (via Moodle)

·  Negotiator’s Journal for Social Services, due in class.

·  Reading reflection (via Moodle)

Week 9 (Monday, November 9, 2015)

Multi-Party Negotiations (Continued)

Begin Adam Baxter – negation takes place during entire class – do not break role between November 9th and 16th as case continues.

Readings:

·  Thompson, Leigh L., Making the Team: A Guide for Managers (Upper Saddle River: Prentice Hall/Pearson, 2001)

o  “Managing Meetings: A Toolkit”, pp 301-307 (available on Moodle)

o  “Team Decision Making”, pp 126-155 (available on Moodle)

·  Kaner, S. and Lind, L, etc. Facilitator’s Guide to Participatory Decision Making (Gabriola Island; New Society Publishers, 1996)

o  Introduction, pp xiii-xvi

o  “The Dynamics of Group Decision Making”, pp 3-21 (available on Moodle)

o  “Reaching Closure”, pp. 221-225 (available on Moodle)

Case: Adam Baxter – entire class in negotiations

·  Due in Class: Negotiator’s Post for Adam Baxter, due by November 11, 5.00pm (via Moodle)

Week 10 (Monday, November 16, 2015)

Adam Baxter - Continues

Case: Adam Baxter (I)

Due in Class: Continuation of case, debrief begins and start viewing American Dream

Week 11 (Monday, November 23, 2015)

“American Dream” viewing – continues and de-brief

Readings:

·  Articles on sugar beet union

Due in Class:

Nothing due in class

Week 12 (Monday, November 30, 2015)

Discussions on Adam Baxter and the American Dream, multiparty complex negotiations across culture and high stakes

Readings:

·  Chapters 11 and 12 of The Mind and Heart of the Negotiator

·  Key terms from Mind and Heart, chapters 11 and 12 (available on Moodle)

Case: None

Class Handouts:

·  George Mitchell in Northern Ireland

Due in Class:

·  Negotiator’s Journal for Adam Baxter, due in class

·  Individual Negotiation Memo Due based on Rhone Poulenc

Week 13 (Monday, December 7, 2015)

Impasse Bargaining: Strategies for Managing Complex Negotiations in High Pressure, High Stakes Contexts

Discussion of George Mitchell’s case

Readings:

·  Nonverbal Communication in Negotiation (available on Moodle)

Case: George Mitchell In Northern Ireland

Due in Class:

·  Reading reflection for George Mitchell case (via Moodle)

Week 14 (Monday, December 14, 2015)

Last Day of Class, Final Discussions, Wrap-up

Required Readings

·  Allerd, K. “Distinguishing Best and Strategic Practices: A Framework for Managing the Dilemma between Claiming and Creating Value,” Negotiation Journal, October 200, pp. 387-397

·  Babcock, L. and Laschever, S. Women Don’t Ask: Negotiations and the Gender Divide, Princeton Press, 2003, pp. 1-16: 112-179.

·  Cohen, J. “The Ethics of Respect in Negotiation,” Negotiation Journal, April 2002, pp. 115-120

·  Gray. B. “Negotiation With Your Nemesis”, Negotiation Journal, 2003, pp. 299-310

·  Kolb, D. and Williams, J. “Introduction: Recognizing the Shadow Negotiation,” The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success, pp. 15-38.

·  Lewicki R. et al. “Ethics in Negotiation”, Chapter 7, Essentials of Negotiations, Second Edition, Irwin/McGraw Hill, 2001.

·  Lewicki, R. and Saunders, D. Negotiation, 3rd Edition, “Multiparty Negotiations: Coalitions and Groups”, pp. 315-352

·  Allerd, K and Mandell, B. “Positive Illusions that Backfire: The Implications of Seeing Yourself as More Cooperative than Your Counterpart Views You” Paper presented at the Annual Meeting of the International Association of Conflict Management, St. Louis, MO, June 2000.

·  Robinson, R. “Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1, Biased Assimilation of Information,” HBS Case No 9-897-103

·  Robinson, R. “Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 2, Partisan Perceptions,” HBS Case No 9-897-104

·  Sebenius, J. and Curran D. “To Hell With the Future, Let’s Get on with the Past: George Mitchell in Northern Ireland,” HBS Case No 9-801-293

·  Sebenius, J. “Sequencing to Build Coalitions: With Whom Should I Talk First?” Chapter 18, Wise Choices, Decisions, Games and Negotiations, Harvard Business School Press, 1996, pp. 324-348

·  Wheeler, M. and Morris, G. “A Note on Critical Moments in Negotiation,” HBS Publications No. 9-902-163