|
|
Material 53 - Business NegotiationWe all negotiate each day, and this course applies what we know to the ordinary business situation.
REVISED AND POSTED 10/3/02
MATERIAL 53 BUSINESS NEGOTIATION MR. GROVE
COURSE DESCRIPTION: Problem solving through the use of principled negotiation. Planning, issue recognition, and strategies in negotiating and resolving business conflicts.
REQUIRED TEXT: Lewicki, Roy; Saunders, David & Minton, John
ESSENTIALS OF NEGOTIATION, second edition
McGraw-Hill Companies, Inc., 2001.
EXPECTED OUTCOME: Satisfactory completion will provide the student with familiarity and practice in negotiating in business situations.
EXPANDED OUTLINE:
ASSIGNED
SESSION CONTENTS READING
1. 9/26 Nature of Negotiation Chapt 1
2. 10/3 Framing, Strategizing, Planning Chapt 2
3. 10/10 Distributive Bargaining Chapt 3
4. 10/17 Integrative Bargaining Chapt 4
5. 10/24 Communication Chapt 5
6. 10/31 Review Session
7. 11/7 Leverage Chapt 6
8. 11/14 Ethics Chapt 7
9. 11/21 Global Negotiation Chapt 8
10. 11/28 Thanksgiving
11. 12/5 Difficult Negotiations Chapt 9
12. 12/12 Final Exam is Due
METHODS OF EVALUATING THE OUTCOME: A combination of homework, student participation in graded class exercises, contents of a journal kept by each student, and a written case analysis as final exam.
OFFICE HOURS: As a general rule, I will be in class approximately 15 minutes before class begins and will stay after regular class to answer questions. In the event that in not convenient, I can be reached at 408-245-3864, or e-mail at "yoteachone@aol.com". Website is --http://faculty.deanza.edu/groverichard/
10/02rg
|
|
|
