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UGBA

152: Negotiation and


Conflict Resolution
Fall 2014
University of California, Berkeley
Haas School of Business

Professor:HollySchroth

Phone:(510)6424550
Office:F502H

schroth@haas.berkeley.edu
Officehours:Tu1011:00andbyappt.
___________________________________________________________________________________
GSR:VictoriaChiang

victoria_chiang@mba.berkeley.edu
OfficeHours:byappointment
___________________________________________________________________________________

COURSEOVERVIEW

Negotiation is the art and science of securing agreements between two or more parties who are
interdependent,andwhoareseekingtomaximizetheiroutcomes.Thecentralissuesofthiscourse
deal with understanding the behavior of individuals, groups and organizations in the context of
cooperativeandcompetitivesituations.

Thepurposeofthiscourseistounderstandthetheoryandprocessesofnegotiationsothatyoucan
negotiate successfully in a variety of settings. The course is designed to be relevant to the broad
spectrumofnegotiationproblemsthatarefacedbymanagersandprofessionals.Abasicpremiseof
thiscourseisthatwhileamanagerneedsanalyticalskillstodiscoveroptimalsolutionstoproblems,a
broad array of negotiation skills is also needed to get these solutions accepted and implemented.
The course will allow participants the opportunity to develop these skills experientially and to
understandnegotiationinusefulanalyticalframeworks.Ifyoutakeadvantageofeverythingthatthis
coursehastooffer,youwillbecomfortableandadeptinmanyofyourfuturenegotiations.

COURSEOBJECTIVES

Improveyourabilitytonegotiateeffectively
Improveyourabilitytoanalyzenegotiationsituationsandothersbehavior,evaluate
alternativesandapplythemostappropriatetactics
Developastrategicplanforeffectivenegotiations
Developatoolboxoftactics
Gainconfidenceasanegotiator
Gainagreaterunderstandingofyourself,yourstrengthsandyourweaknesses

2014HollyA.Schroth

HaasSchoolofBusiness

UniversityofCalifornia,Berkeley

COURSEFORMAT

Aseriesofnegotiationexercisesiscentraltothiscourse.Theclasswillalsoincludelectures,videos
and class discussions. While the class officially meets at scheduled course times, students will be
expectedtomeetwithotherstudentsoutsideofclasstoprepareforandexecutecertainnegotiation
exercisesandassignments.

COURSEREQUIREMENTS
1.PARTICIPATION,PREPARATIONANDFEEDBACK(130points)

PARTICIPATION:Youareexpectedtoparticipateinallclassdiscussionsandnegotiationexercisesasthey
arethecentralcomponentofthecourse.Learninginthisclassreliesasmuchonyourparticipationas
itdoesontextbookknowledgeandontheprofessor'sknowledge.

Much of what you will learn results from your own attempts to negotiate in class and from other
studentsanalysisofyourandothers'negotiationapproaches.Thisclasswillbemosteffectivewith
vigorousparticipationfromeachclassmember.Participationmeansthefollowing:

You are expected to participate in every class negotiation and discussion. Your absence
from class disrupts the learning experience for yourself and for your classmates. Your
partner(s)cannotparticipatefullyinthelessonifyouareabsentorcometoclassunprepared.
YouarepermittedtomissTWOclasseswithoutpenalty.Ifyoumissaclasswhereanexercise
isassigned,youaretocontactasubstituteinadvanceofclasswheresubstitutesareavailable
(see below for more information). If you miss class discussion, it is helpful to send the
professorandyourpartner(s)abriefanalysisofthenegotiationthatcanbereferencedduring
discussion.Anunexcusedabsencewillresultinalossof20pts.Absencesareunexcusedifthe
professor is not notified of your absence two hours prior to class. You must notify the
professorbyemail.

Preparing thoroughly for the exercise is important for everyones learning. Not being
prepared is the same as an unexcused absence. See preparation below for more details.
Arrivingaftertheexercisehasstartedisalsoconsideredanunexcusedabsencebecauseyour
partner will not have enough time to complete the exercise or has been reassigned to
observeanotherteam.Itisimportanttoarriveontimefortheexerciseinorderforallparties
tofullyparticipate.Youshouldtryyourhardesttodowellforyourselfineverynegotiation.

NoElectronicDevicePolicy:
Amutuallysupportivelearningenvironmentdependsonactiveattentionandengagement.Forthis
reason, no laptops, phones, or any electronic devices are allowed during classroom sessions. The
valueoflegitimateuseoflaptopsorotherelectronicdevicesisfaroutweighedbythedistractionthat
theycreateforyourclassmatesandtheoveralllearningenvironment.
NegotiationRoles
Therewillbeanegotiationexerciseconductedeveryweek.RolesdistributedbytheDRRC(Dispute
Resolution Research Center) will need to be purchased by you from DRRC. Once enrolled in the

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course, you will be sent an email from the DRRC with payment information. Note: You willnot be
abletoparticipateinthecourseuntilyouhavepaidtheDRRCforyourroles.Rolesdistributedin
class (HBS exercises) are noted in the syllabus and paid for by the university. Due to copyright
expenses, no duplicate roles can be given by the professor. You are responsible for downloading
andprintingyourDRRCrole.Itisconsideredunpreparedifyoudonothaveacopyofyourroleor
planningdocumentinclassthedayofthenegotiation.
MissingaClass
Ifyouplantomissaclassyoushouldcontacttheprofessorviaemailpriortoclass,andifthereisan
exercise, let the professor and your partner(s) know who will be substituting for you (when
substitutes are available). If you miss a class where I assign role information in class, it is your
responsibility to get the assignment from a classmate in time to prepare. Unfortunately, no role
informationcanbeleftoutsideofmyofficedoororsentoveremailduetocopyrightrestrictions.
BeinganObserver/Substitute
Ifyouareassignedasanobserver/substituteforanexercise,youaretowaittobegivenrolespecific
information from the person for whom you are a substitute. If you do not receive a call/email to
substitutepriortoclass,youareexpectedtoattendthenegotiationsessionandobserveanassigned
groupinordertogivethemfeedback.

PREPARATION: Prenegotiation planning and preparation is a critical aspect to any negotiation.


Preparationmeansthefollowing:

Youareexpectedtobepreparedforeveryclassnegotiation.Youshouldreadtheassigned
readingsandroleinformationprovidedPRIORtotheexercise.Inaddition,youshouldbeable
toanswerquestionsabouttheroleandpreparationifaskedpriortostartingthenegotiation.
Youwillneedtobringaprintoutofyourroletoclasseachweek.Youarealsoexpectedon
occasion(seenegotiationscheduleforspecificdates)tosubmitaplanningdocument.Nolate
documentswillbeaccepted.
FEEDBACK:

Youareexpectedtocontributetoclassdiscussions.Youwillbeevaluateduponthequality
of your contributions and insights. Expect to be called upon in class. Quality comments
possessoneormoreofthefollowingproperties:
o Identifywhatstrategieswereeffectiveorineffectiveandwhythiswasthecase
o Offeradifferent/unique,butrelevantperspectivebaseduponanalysisandtheory
o Contributetomovingthediscussionandanalysisforward
o Buildonotherscomments
o Linkrelevantconceptstocurrentevents

Youareexpectedtogiveverbalfeedbacktoyournegotiationpartner(s)immediatelyafter
completingthenegotiationexercise.Youshouldgiveatleasttwopiecesofpositivefeedback
andtwopiecesofimprovement/constructivefeedback.

You will also be required fill out a brief online feedback form after every negotiation. An
Internet link will be posted to bCourses. The feedback will help you to identify what

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strategies/tacticswereeffective,ineffectiveandwhy,whatbehaviorswerehelpfuloractedas
animpedimenttotheprocess,etc.Acompilationofthefeedbackwillbedistributedmidway
throughandattheendofthecourse.Pleasenotethatprovidingfeedbackismandatoryand
failuretodosobeforethenextclasssessionwillaffectyourparticipationgrade.SeebCourses
Xtrasforasampleofareportandthewrittenfeedbackexpected.

2.ANALYSISPAPERS(150points)

Youwillhavetwoindividualessaysoverthesemester.Thefirstwillbeafeedbackanalysispaper,and
thesecondwillbearealworldnegotiationanalysis.

FEEDBACKANALYSISPAPER(100points)

This paper should be three (3) pages, and will analyze the feedback that you are given midway
through the semester. The purpose of this paper is to encourage you to reflect on your behavior,
strategiesandtacticsduringyournegotiations.Youshouldactivelyengagewiththefeedbackyou
receiveinyourmidsemesterreport:forexample,doyouagreewithyourclassmatescomments?
Were you surprised by their feedback? The paper should help you to gain insight about what
behaviorsareeffective/ineffectiveforyouinanegotiation,andallowyoutogiveyourselfprescriptive
advice of what you should continue to do and what you should improve upon for your future
negotiations.

Theanalysisallowsmetomonitoryourunderstandingofconceptsintroduced,yourunderstandingof
thereadings,aswellasyourskillacquisition.Moreimportantly,however,itprovidesameansforyou
toanalyzeyourownabilitiesandtoworkonimprovingyourskills.

REALWORLDNEGOTIATIONANALYSISPAPER(50points)

Thispapershouldbetwo(2)pages,andwillanalyzeareallifenegotiation.Youcanchooseoneof
thefollowingtopics:

1. Prepare a strategy for your upcoming real life salary/compensation, workplace negotiation, or
anyothermeaningfullifenegotiation
2. Renegotiateyourrentalagreement,workresponsibilitiesoranyothermeaningfulissues
3. Analyzeapastnegotiationwhereyoumademanystrategicmistakesorwereverysuccessful
4. Negotiateinanontraditionalsettingforsomethingmeaningfulandchallenging

Yourpaperwillbegradedonthedepthofanalysis,selfinsightsandapplicationofconceptslearned
inclass.Besuretoselectanegotiationexperiencecomplexenoughtoallowfordepthofanalysis
andpersonalinsights.Thepapershouldincludenoplaybyplayoftheactualnegotiationandinstead
onlyonesentencedescribingwhatwasnegotiated.

[4]

QuestionsforAnalysisthisisnotatemplatebutquestionstohelpstimulatedepthofanalysis

1. Selfanalysis: What tactics and strategies in your negotiations (be specific) were
effective/ineffective?WHY?(ANSWERINGWHYISTHEMOSTIMPORTANTPARTOFYOURANALYSIS).Didyour
approach help you, how so? Did it hurt you, how so? How did your process compare withthe
predictionsofvariouswritingsonnegotiation?Howcomeyouroutcomedifferedfromthoseof
theotherclassmembers?

2. Addresspersonalinsightsabouthowyourpersonalityorpastexperiencesmayaffectyourchoice
ofstrategiesorimplementationoftactics.Giveyourselfprescriptiveadvice.Whatdidyoulearn
fromtheexerciseandwhatwillyoudodifferentlynexttime?

Your grade for the analysis paper is not a function of your performance on the exercises as a
negotiator.Rather,itisafunctionofhowwellyoureflecteduponyourperformancesandshowed
selfinsight.

CriteriaforGradingAnalysisPapers
o CriticalThinking.Thismeansnotonlydetermininghowabehaviorwaseffectiveorineffective
andwhy,butalsorealizingtheinherenttradeoffsofallactionstaken.Everychoicehas
assumptionsandfutureimplications.Whatarethey?
o Depth.Compare,contrastandintegratedifferenttheories/conceptstogetherinyouranalysis
toexplainbehavior.Oftenwhenanalyzingcomplexinteractions,severalbehaviorscanbe
identifiedandevaluatedfortheirimpactonthenegotiation.Donotjustdropbuzzwords.
o Perceptiveness.Evidenceofinsight,analysis,andreflectivethinkingaboutthenegotiation,
yourself,andothers.
o Learning.Explicitlyaddresswhatyouwoulddodifferentlyandwhy.
o Organization.Yourpapersshouldbewellwritten.Awellwrittenpapermakesclearpoints,
flowslogicallyandsmoothly,andcontainsnotyposorgrammaticalerrors.Verbosity,
redundancyandabrupttransitionswillonlyobscureyourpoints.

PAPERFORMAT

ForfairnesstoALL,pleaseformatyourpaperasfollows.Yourgrademaybeaffectedifyoudonot
conformtotheseformattingguidelines.
o Doublespacewith12pointTimesNewRomanfontand1inchmargins.
o AllpaperswillbesubmittedviaapdfdocumenttobCourses.Pleaseseethegraderinoffice
hours or make an appointment if you have any questions or concerns about the comments
andgrade.
Late Paper Policy: Any late assignment will have a point deduction equal to 10% of the total
possible points for that assignment for each day that it is late. Assignments are due at the
beginningofclass.Assignmentswillnotbeaccepted5dayspasttheduedateresultinginazero
forthatassignment.AnyexceptionsmustbediscussedPRIORtotheduedate.Planningdocuments
willnotbeacceptedlate.

[5]

3.ONGOINGNEGOTIATION(130points)
You will be working in a group with three other classmates on a multiround negotiation that will
require both in class and out of class coordination. Your group will be assigned either the role of
unionnegotiatorsorcompanyrepresentatives,andyouwillbepairedwithanothergroupforthree
rounds of negotiations. Your group will work together to develop negotiating strategies and will
completethenegotiations.

Thegroupswillbeselfselected.Bythefourthweeksclasssession,aGoogleDocwillbesentwhere
youwillpostthegroupmembers.Bythenextclasssession,youwillbetoldwhichgroupyouwillbe
negotiatingwithandreceivetheinformationforyourfirstgroupnegotiationexercise.

Beforeeachofthethreenegotiations,youwillreceivedetailedinformationregardingthenegotiation
and the grading criteria. After each negotiation, your group must turn in the outcomes of the
negotiationinordertoreceivecredit.Also,afterthefirstroundyourgroupwillbeaskedtoturnin
the scoring system you developed for the negotiation (15 points). For round two, each groups
outcome will be transformed to a Zscore (a standard normal distribution) and then assigned the
appropriategrade(15points).

Afterroundthree,youwillviewavideooftherealworldversionofthisnegotiation.Thelinkforthis
videowillalsobepostedonbCoursesimmediatelyaftercompletingtheexercise.Youwillbeaskedto
compareandcontrastyourgroupsnegotiationwiththerealworldversion.Thisanalysiswillinvolve
addressingquestions(alsopostedonbCourses)within5pages(100points).Youwillworkwithyour
negotiation group to complete the assignment collectively. The paper will be submitted over
bCoursesonthelastdayofclass.Pleaseadheretoformattingguidelinesabove.

GroupEffortGradingPolicy
Sincenotallmembersmaycontributeequallyandbecausetoomanystudentsdonothavetheheart
orgutstoexpelanoncontributinggroupmember,thereisagradingpolicytodiscourageslackersor
freeriders. If the group so chooses, the group members will receive different grades. This is a
simpleprocess,inwhichthegrouprecommendsgivingextraorfewerpointstoindividualmembers.
Note that the total point changes must sum to zero. If the group decides to alter the grade
distribution, they must submit a document which reflects that change: for example, Alice gets an
extra15points,Billgetsanextra10points,andCathyhas25fewerpoints.Allteammembersmust
sign the document. If a group decides everyone will receive the same grade, then no document is
needed.

4.FINALEXAMINATION(100pts)
Thefinalexamwillconsistofshortanswerquestionsthatwilltestyourdepthofunderstandingofthe
concepts.Answerswillbeevaluatedbasedonthedepthoftheanswer,accuracyofwhatiswritten,
aswellastheclarityandconcisenessofthewriting.

[6]

SIMULATIONEXERCISERULES
Thefollowingrulesarenecessarytoensureapositivelearningexperienceforallstudents:
1. Youareexpectedtobepreparedandontimeforallnegotiationexercises.
2. Youmaynotshowyourconfidentialroleinstructionstotheothersideuntilthenegotiationis
finished, although you are free to tell the other side whatever you would like about your
confidentialinformation.
3. Dotakeontheinterestsstatedinyourrolesheet.Youcanbecreativeinfindingsolutionsas
longastheyarealignedwithyourinterestsandareplausible.
4. Youalwayshavetheauthoritytomakeadealsodontdelaymakinganagreementbysaying
youwillhavetocheckwithyourboss.
5. Youarealwaysfreetonotmakeadealifyouthinkitwouldbeabadagreement.
6. You may use any strategy to reach an agreement, except sexual harassment and physical
violence.Experimentationoftacticsisencouraged.

CHEATINGPOLICY:Thefollowingbehaviorsconstitutecheatinginthisclass:
1. Reading anyone else's confidential role information for an exercise before or during the
negotiationofthatexerciseitisfinetoreadtheotherroleaftertheexercise
2. Consulting current and former students about the exercise, exam, or any other class
assignmentsorlookingupinformationontheInternet
3. Plagiarism.Cheatingonanassignmentwillminimallyresultin0pointsonthatassignmentand
anincidentreportfiledwiththeOfficeofStudentConduct.

RequiredReadings:
Thompson,Leigh(2007).TheMindandHeartoftheNegotiator.5thedition.PrenticeHall
Ury,W.(1991).GettingPastNo.NewYork:Penguin.
CourseReaderavailableatStudy.Net(seeAppendixB).

RecommendedReading:
Shell,G.RichardandMoussa,Mario(2009).TheArtofWoo.Penguin.
Malhotra,D.andBazerman,M.(2008).NegotiationGenius.Bantam.

**Youshouldreadtheassignmentspriortotheexercisescheduledforthesamedate**

[7]

EXERCISESCHEDULE

Date
WEEK1
Thurs,Aug28

WEEK2
Tues,Sept2

WEEK2
Thurs,Sept4

WEEK3
Tues,Sept9th

Topic
INTRODUCTIONTONEGOTIATIONS

Exercisetodownload:YerbaMate

FUNDAMENTALNEGOTIATIONSKILLS

Exercisetoday:YerbaMate

Discussion:
OverviewofCourse
IntroductiontoNegotiations

Discussion:
DebriefYerbaMate
AnalyzeDistributiveNegotiations
IntroductiontoGambits

Exercisetodownload:TheGrandStrand

COOPERATIONANDCOMPETITION

Exercisetoday:TheGrandStrand

Discussion:
PlanningandPreparation
Expectations,Goals,Cooperationand
Competition

Readingsduetoday
(onStudy.netunlessotherwisenoted)

Duetoday

Ch.1Negotiation:TheMindandThe
Heart
Ch.3DistributiveNegotiation:Slicing
ThePie

SubmitFeedbackSurveyforYerba
Mate

Ch.2Preparation
Ch.4WinWinNegotiations:Expanding
thePie

[8]

WEEK3
Thurs,Sept11

Discussion:
DebriefTheGrandStrand
IntegrativeNegotiations

Exercisetodownload:ThePlayer

DealingwiththeIrrationalNegotiator SubmitFeedbackSurveyforthe
GrandStand
NegotiatingfromaPositionof
Weakness

WEEK4
Tues,Sept16

INTEGRATIVEMULTIISSUENEGOTIATION

Exercisetoday:ThePlayer

Discussion:
DebriefThePlayer
AnalyzeintegrativeNegotiations
IndividualDifferences

Exercisetodownload:MytiPetFood

InvestigativeNegotiation
TheBehaviorofSuccessfulNegotiators

Pgs186188IssueAlignmentand
Realignment(Thompson)
Pgs.92102UnderstandingYour
MotivationalStyle(Thompson)

FilloutThomasKilmannConflict
Instrumentusinglinksbelow:

Desktopandlaptopusers:
https://d2egua14l5soou.cloudfront.
net/MPHW289_v14/Captivates/Con
flictManagementStyleQuestionnair
e/ConflictManagementStyleQuestio
nnaire.htm

Mobiledeviceusers:
https://d2egua14l5soou.cloudfront.
net/MPHW289_v14/Captivates/Con
flictManagementStyleQuestionnair
e/index.html

SubmitFeedbackSurveyforThe
Player

WEEK4
Thurs,Sept18

[9]

WEEK5
Tues,Sept23

POWERINNEGOTIATION

Exercisetoday:MytiPetFood

Pgs.240250TeamNegotiation
(Thompson)
Pgs.102124Interests,Rights,
Power/Emotions(Thompson)

WEEK5
Thurs,Sept25

Discussion:
DebriefMytiPetFood
AnalyzeInterests,Rights,andPower
FaceSavingTactics

GettingPastYes:Negotiatingasif
ImplementationMattered

WEEK6
Tues,Sept30

AGENCY,CONTRACTSANDTRUST

Discussion:
DevelopingTrustinRelationships
NonverbalCommunication

Ch.6EstablishingTrustandBuildinga
Relationship
Pgs.351360Nonverbal
CommunicationandLieDetection
(Thompson)

WEEK6
Thurs,Oct.2

Exercisetoday:BullardHouses

Discussion:
DebriefBullardHouses
EthicalIssuesinNegotiations
DevelopingPersonalEthicalGuidelines
DiscussBuildingTrust
NonverbalBehavior

WhenisitLegaltoLie
ConfrontingLiesandDeception

[10]

MytiPet*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).

*Thisisanindividualassignment
andinformationshouldnotbe
sharedwithothersinsideoroutside
ofyourteam
Filloutgoogledocwithongoing
negotiationgroupmembernames:
http://tinyurl.com/OngoingNegotiat
ionTeamsBA152

Exercisetopickupinclass:Bullard
Houses

SubmitFeedbackSurveyforthe
MytiPet

Exercisetopickupinclass:
OngoingNegotiationExercise
Round1.

SubmitFeedbackSurveyforthe
BullardHouses

WEEK7
Tues,Oct7

WEEK7
Thurs,Oct9

WEEK8
Tues,Oct14

WEEK8
Thurs,Oct16

ONGOINGNEGOTIATIONROUND1

Exercisetoday:OngoingNegotiationRound1

Debrief:Selfdebriefing

Exercisetodownload:Fastskin

INTRODUCTIONTOSHADOWNEGOTIATIONS,
INFLUENCEANDCOALITIONFORMATION
DiscussscoringsystemsfromRound1
Discussinfluencetactics,shadownegotiations
andcoalitionformation
Inclassexercisedemonstration

SHADOWNEGOTIATIONS,SOCIALINFLUENCE,&
COALITIONFORMATION

Exercisetoday:Fastskin

Discussion:

SelfDebriefFastskin

ClassdebriefingFastskin
DiscussSocialInfluence
Agendas,VotingandPower
DiscussDevelopingStrongCoalitions
(when/how)
TelephoneNegotiations
IntroductiontoCrossFunctionalTeams

Exercisetodownload:TheBestStuffonEarth

Pgs.215231AnalyzingMultiparty
Negotiations(Thompson)

Ongoing**ScoringSystem**.
Submittypedscoringsystemon
bCoursesby9:30am

BreakthroughBargaining

Engageinshadownegotiations:
Contacteachotheroutsideofclass
overthephone.

SubmitFeedbackSurveyfor
OngoingNegotiationRound1

SixChannelsofPersuasionand
Assessment
Ch.7PowerandPersuasion,andEthics

Fastskin*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).

*Thisisanindividualassignment
andshouldnotbesharedwith
othersinsideoroutsideofyour
team.

InfluenceWithoutAuthority
Ch.12NegotiatingviaInformation
Technology

SubmitFeedbackSurveyfor
Fastskin

[11]

NEGOTIATINGINCROSSFUNCTIONALTEAMS

Exercisetoday:BestStuffonEarth

Discussion:

ClassandSelfDebriefBestStuffonEarth

Negotiatingincrossfunctionalteams

Exercisetopickup:OngoingRound2

CrossFunctionalTeamNegotiations

*FEEDBACKANALYSISPAPER*
submittypedpaperinclass.

WEEK10
Tues,Oct28

ONGOINGNEGOTIATIONROUND2

Exercisetoday:OngoingNegotiationRound2

WEEK10
Thurs,Oct30

Discussion:
DiscussRound#2outcomes
Selfdebriefingteam+roundrobinfeedback

Exercisetodownload:TheMexicoVenture

Exercisetopickup:OngoingRound3

CROSSCULTURALNEGOTIATIONS

Exercisetoday:TheMexicoVenture

Discussion:
DiscussCrossCulturalNegotiations
DebriefTheMexicoVenture

Exercisetopickupinclass:
OngoingNegotiation#2

SubmitFeedbackSurveyforBest
StuffonEarth

Ongoing*outcome*sendvia
emailtoprofessorattheendofthe
exercise.

SubmitFeedbackSurveyOngoing
NegotiationRound2

WEEK9
Tues,Oct21

WEEK9
Thurs,Oct23

WEEK11
Tues,Nov4

WEEK11
Thurs,Nov6

Ch.10CrossCulturalNegotiation

JohnWayneGoestoBrussels

Exercisetopickupinclass:
OngoingNegotiation#3

SubmitFeedbackSurveyforThe
MexicoVenture

[12]

WEEK12
Tues,Nov11

WEEK12
Thurs,Nov.13

WEEK13
Tues,Nov18

WEEK13
Thurs,Nov20

WEEK14
Tues,Nov25

WEEK14
Thurs,Nov27

HolidayVeteransDay

Exercisetodownload:TBA

CROSSCLASSNEGOTIATION

ExerciseTBA

ONGOINGNEGOTIATIONROUND3

Exercisetoday:OngoingNegotiationRound3

WatchRealLifeOngoingNegotiationVideo

Exercisetodownload:SalaryNegotiation

SALARYNEGOTIATION

Exercisetoday:SalaryNegotiation

Exercisetodownload:Goliath

ThanksgivingHoliday

SubmitFeedbackSurveyOngoing
NegotiationRound3

Pgs.370378NegotiatingaJobOffer
(Thompson)
NegotiatingaSalaryorRaiseinaTough
EconomicCrisis
SevenStrategies
SalaryNegotiationGuide

*REALWORLDNEGOTIATION*
submitpaperonbCoursesby9:30
am

SubmitFeedbackSurveyforSalary
Negotiation

[13]

WEEK15
Tues,Dec2nd

USINGORBEINGANAGENT

Exercisetoday:Goliath

Pgs.231239PrincipalAgents
Negotiation(Thompson)

WEEK15
Thurs,Dec4th

AGENTS/CLASSWRAPUP

HowtoBeSureYourAgentGetsYou
theBestDeal

Theroleofagentsinnegotiations

Discussion:
ClassdebriefingGoliath
Classwrapup

[14]

Goliath*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).

*Thisisanindividualassignment
andshouldnotbesharedwith
othersinsideoroutsideofyour
team.

ONGOINGNEGOTIATIONgroup
paperandgradeallocationsubmit
paperonbCoursesby12:30pm

SubmitFeedbackSurveyGoliath

APPENDIXA

OpeningthePDFFilesfromtheDRRC
Important:TheroleisprotectedbyFileOpenencryptionsoftware.Youareallowedtoaccess
thisPDFfromasinglecomputer.BeforesavingoropeningthisPDF,besureyouareonthe
computerthatyouwillwanttousetoprintthisrole.
Aftersavingtheroletoyoudesktopyoushouldbeabletoopentherolebyclickingonitfrom
yourdesktop.
Uponopeningthisfile,youshouldbepromptedtoinstalltheFileOpenpluginforAdobe.If
not,youcandownloadtheplugindirectlyathttp://plugin.fileopen.com/all.aspx.Savethe
plugintoyourdesktopthenruntheplugininstaller.Thiswillallowyoutoviewandprintthe
file.
ItisimportanttonotethattheDRRCteachingmaterialsareprotectedbycopyrightlaw.Each
purchaseofanexerciseauthorizescopyingandelectronicdistributionofthatexerciseequal
tothequantitypurchasedifyoudownloadtheroletwice,youaretakinganotherpersons
role.
Ifyoumistakenlydownloadthewrongrole,itisuptoyoutofindapersontoswitchroleswith
(donotdownloadtheotherrolebecauseyouwillbetakinganotherpersonsrole).

IfthePDFswontopen:
First,besureyouareusingAdobeReadertoviewthePDFs.Youcannotviewthemusing
otherprogramssuchasApplesPreview.Second,besureyourversionofAdobeReaderisup
todate.Third,besureyouhavetheFileOpenSecurityPlugininstalled.Mostusersare
promptedtodownloadthepluginautomaticallyuponopeningoneofthePDFsforthefirst
time.Ifyouhavenotbeenprompted,youmaydownloadtheplugindirectlyfromFileOpen.
Onceinstalled,tryopeningthePDFfromAdobeReaders,insteadofdoubleclickingonthe
PDF.

Ifyouarestillhavingproblems:
Downloadpluginhttp://plugin.fileopen.com/default.aspx?bhcp=1
LocateAdobeReaderinapplicationsfinderwindow.
RightclickonAdobeReaderandselectShowPackageContents.
DrilldowntoContents>Plugins.
DragfilesfromtheFileOPendownloadintothePluginsfolder(theFileOpenInstallerwith
theboxiconistheimportantonetohaveinhere).
RestartAdobeReaderandtheAdobeReaderheaderandmakesurethatthereisanAbout
ThirdPartyPluginsdropdownoption(indicatesthatthepluginworked).

iPadUsers:
DownloadthefreeFileOpenpluginfortheiPadfromtheAppstore
https://itunes.apple.com/us/app/fileopenviewer/id520287055?ls=1&mt=8
UnzipfileandopenonlyyourpdfwithFileOpen

APPENDIXB

2014HollyA.Schroth

HaasSchoolofBusiness

UniversityofCalifornia,Berkeley

StudentInstructions
Welcome.IfyouhaveanyquestionsregardingtheuseofStudy.Net,pleasesendanemailto
customerservice@study.netorcallStudy.Netat:(888)4620660or(954)2940412.

TouseStudy.Net,youmustfirstregisterasastudent.Ifyouhavealreadyregistered,simplyloginwith
youremailloginandpassword.Ifnot,thereisalinkontheStudy.Nethomepagethattakesyoutothe
registrationpage.Yourregistrationwillprovideyouwithaloginandpassword.

IfyourinstructorisusingStudy.Netforthedeliveryofelectroniccoursematerials,youmayloginatany
timetoview,print,and/orsavethesematerials.Pleasemakesuretodownloadanyreadersorsoftware
applicationsthatareneededtoviewyouronlinecoursematerials.

1. Goto:http://www.study.net.IfyouhavealreadyregisteredasaStudy.Netuser,loginandclickon
theNewCourseEnrollmentbutton.Selectyourschoolandcourse;thenclickontheContinue
buttontostarttheorderprocess.

2. IfthisisyourfirsttimeusingStudy.Net,registerasastudenttoobtainaloginandpassword.After
registration,selectyourschoolandtheappropriatecourselistingtostarttheorderprocess.The
temporarypasswordisbears.

3. Topurchasecoursematerials,completethebillingandshippinginformationandprintareceipt
afteryourtransactionhasbeenprocessed.

4. Toaccessanyprepaidcoursematerials,enterthecoursepasswordwhenrequestedand
completethematerialpurchaseprocess.

5. Toorderaprintedversionofyouronlinecoursematerials,selectthisoptionduringtheorder
process.Makesurethatyourshippingaddressiscorrect.AllprintedTEXTPAKordersare
processedin24hoursandshippedbyUSPSPriorityMailfordeliverywithin23days.

6. TouseStudy.Net,pleasedisableanypopuporadblockersandallowfortheuseofcookies.

7. Toviewonlinecoursematerialsatanytime,loginwithyouremailloginandpassword;clickonthe
MyCoursesbutton;highlightyourselectedcoursename;andthenclickontheViewbuttonto
viewthatparticularcourse.Toviewindividualcoursematerials,clickontheMaterialslinkonthe
lefthandsideofthecoursepageandthenthenameofthematerialthatyouwanttoview.

8. Afterselectingamaterialtoview,atimerboxwillappearwiththeapproximatedownloadtime.
Forlargefiles,orslowInternetconnectionspeeds,downloadsmaytakelongerthanindicatedby
thetimerbox.

9. Linkstoupgradeyourbrowseranddownloadanyrequiredsoftwareapplicationsareavailableon
theStudy.Nethomepage.Study.Netisbestviewedwithversion6.0orhigherofInternetExplorer
orNetscapeCommunicator.

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