77E25000 - Business Negotiations, 24.04.2019-22.05.2019
This course space end date is set to 22.05.2019 Search Courses: 77E25000
Assignment 1: Negotiation theory presentation and activity / discussion (20 pts) - Upload your theory presentation slides and handout (pdf) by 08.30, 8 May
Assignment 1: Negotiation theory presentation and activity / discussion (20 pts)
This group assignment has 3 deliverables:
- 10-minute presentation on a given negotiation topic
Prepare a short presentation to the class on your given negotiation topic. Use the articles you’ve been given as a starting point. You do not need to include everything covered in the article(s): focus on issues that you think are particularly important. You can also draw on other articles related to the topic. Include your own opinions and any practical examples, if possible. Use an absolute maximum of 5 slides, preferably fewer. Try to visualise ideas. - 10-minute discussion/activity
Prepare to facilitate a short discussion (3-5 questions) or a class activity (case, role simulation, quiz, questionnaire etc.) of no more than 10 minutes related to your subject. This activity can come before, after or during your presentation. - A handout for your fellow class members
A handout which explains in more detail the key points presented in your presentation. This can be a word document or a slideset.
We'll decide in class how the topics will be divided up amongst the groups.
|
Topic |
Article |
|
Negotiation preparation |
3-D Negotiation: Playing the whole game, Lax and Sebenius, (2003) Breakthrough Bargaining, Kolb and Williams. HBR, (2001) |
|
Power and negotiation |
Making the most of your power, Hodgson, (1997) Power in Negotiation, Lewicki, Saunders and Minton, (1997) |
|
Emotions and negotiation |
With Feeling: How Emotions Shape Negotiation, Negotiation Journal, Olekalns, M. & Druckman, D. (2014) Emotions and the Art of Negotiation, Brooks. HBR (2015) Address the concern, not the emotion, Fisher & Shapiro (2005) |
|
Persuasive techniques |
Harnessing the Science of Persuasion, Cialdini, HBR (2001) Change the Way You Persuade, Williams, Gary and Miller, Robert. (2002). |
|
Building an effective negotiation team |
Building an effective global business team, Govindarajan and Gupta, MIT Sloan Management Review, 2001. How to Manage Your Negotiating Team, Brett, Friedman, and Behfar, HBR, (2009). |
|
Intercultural negotiations |
The hidden challenge of cross-border negotiations, Sebenius. HBR (2009) Cultural intelligence Earley, P. Christopher; Mosakowski, Elaine. HBR, (2004) Extra optional reading on Hofstede's cultural dimensions here. |
|
Ethics |
Trips and tips for negotiation self-defense: Forwarned is forarmed, Dalton and Dalton, (2011) Business Horizons |