Courses:

Technology Policy Negotiations >> Content Detail



Syllabus



Syllabus

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A list of topics covered in the course is provided in the calendar.



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


Amazon logo Lewicki, Roy, David Sounders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill, 2002. ISBN: 0072973102.



Grading Policy



ACTIVITIESPERCENTAGES
Hexiglass Post-Negotiation Analysis Paper15%
Logistics Challenge Post-Negotiation Analysis Paper15%
Phoenix Post-Negotiation Analysis Paper15%
Dispute Resolution Systems Case Study Paper40%
Class Participation15%



Calendar



SES #TOPICSSIMULATIONS/EXERCISES/ACTIVITIESKEY DATES
A: Negotiations and Dispute Resolution - An Introduction
1Introduction and Interest-Based Bargaining"Walter Manufacturing and GG Engineering" (Bi-lateral, Single-issue)
2Strategic NegotiationsInteractive Exercises and "The Bargaining Game" (Multi-person, Single-issue)
3Dispute Resolution Systems and ADR"Unfair Discharge?" Exercise
B: Core Concepts
4Five Phase Model* and Communication Skills"What to do with Hexiglass?" (Bi-lateral, Single-issue)
5Rules of the Game"Technology Equipment Partners" (Multi-lateral, Multi-issue)Negotiations analysis paper due
6Information Exchange and Feedback"The Performance Interview" (Bi-lateral, Multi-issue)
C: Organizational and Policy Context
7Supply Chain Logistics Negotiations"The Logistics Challenge"
8Regional Economic Development and Public Investment"Phoenix" (Multi-lateral, Multi-issue)Negotiations analysis paper due
9Regional Economic Development and Public Investment (cont.)"Phoenix" (Multi-lateral, Multi-issue)
10Labor Markets - Recruitment/Job Search"The Job Interview" (Bi-lateral, Multi-issue)Negotiations analysis paper due
D: Integration
11Cross-Cultural NegotiationsInteractive Exercises
12Negotiations/Dispute Resolution Systems Case StudiesStudent Team PresentationsPresentation slides due
13Practitioner PanelOpen-Forum Panel DialogueCase 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.


 








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