A list of topics covered in the course is provided in the calendar.
Course Meeting Times
Lectures: 2 sessions / week, 1.5 hours / session
Course Description
This course features a core framework for an interest-based, problem-solving approach to technology, logistics and other systems-oriented negotiations. A comprehensive approach to dispute resolution in organizations and complex engineered systems is also developed. The course builds key interactive skills, including communications skills, dealing with difficult people, negotiating over the “rules of game,” and cross-cultural negotiations. Assignments center on analysis of negotiated interactions and assessing dispute resolution systems.
This course provides an alternate presentation of the materials presented in the two course sequence Technology Policy Organizations (ESD.932) and Technology Policy Negotiations and Dispute Resolution (ESD.933).
Textbooks
Lewicki, Roy, David Sounders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill, 2002. ISBN: 0072973102.
Grading Policy
| ACTIVITIES | PERCENTAGES |
|---|---|
| Hexiglass Post-Negotiation Analysis Paper | 15% |
| Logistics Challenge Post-Negotiation Analysis Paper | 15% |
| Phoenix Post-Negotiation Analysis Paper | 15% |
| Dispute Resolution Systems Case Study Paper | 40% |
| Class Participation | 15% |
Calendar
| SES # | TOPICS | SIMULATIONS/EXERCISES/ACTIVITIES | KEY DATES |
|---|---|---|---|
| A: Negotiations and Dispute Resolution - An Introduction | |||
| 1 | Introduction and Interest-Based Bargaining | “Walter Manufacturing and GG Engineering” (Bi-lateral, Single-issue) | |
| 2 | Strategic Negotiations | Interactive Exercises and “The Bargaining Game” (Multi-person, Single-issue) | |
| 3 | Dispute Resolution Systems and ADR | “Unfair Discharge?” Exercise | |
| B: Core Concepts | |||
| 4 | Five Phase Model* and Communication Skills | “What to do with Hexiglass?” (Bi-lateral, Single-issue) | |
| 5 | Rules of the Game | “Technology Equipment Partners” (Multi-lateral, Multi-issue) | Negotiations analysis paper due |
| 6 | Information Exchange and Feedback | “The Performance Interview” (Bi-lateral, Multi-issue) | |
| C: Organizational and Policy Context | |||
| 7 | Supply Chain Logistics Negotiations | “The Logistics Challenge” | |
| 8 | Regional Economic Development and Public Investment | “Phoenix” (Multi-lateral, Multi-issue) | Negotiations analysis paper due |
| 9 | Regional Economic Development and Public Investment (cont.) | “Phoenix” (Multi-lateral, Multi-issue) | |
| 10 | Labor Markets - Recruitment/Job Search | “The Job Interview” (Bi-lateral, Multi-issue) | Negotiations analysis paper due |
| D: Integration | |||
| 11 | Cross-Cultural Negotiations | Interactive Exercises | |
| 12 | Negotiations/Dispute Resolution Systems Case Studies | Student Team Presentations | Presentation slides due |
| 13 | Practitioner Panel | Open-Forum Panel Dialogue | Case study paper due |
*Five Phase Model: 1.0 Prepare, 2.0 Bargain Over How to Bargain, 3.0 Open and Explore, 4.0 Focus and Agree, 5.0 Implement and Sustain.
