NEGOTIATIONS

ORGS 6560 (WINTER 2016)

Class 1: Introduction
Dr. Kevin Tasa
ktasa@schulich.yorku.ca

Negotiation is Everywhere
What is negotiation?

Decision making situations in which two or more

interdependent parties attempt to reach agreement

Negotiation Skills
A core management competency
Most people are not very good at negotiation (and

dont realize it)

e.g., over 80% of corporate executives leave money on

the table.
How do we know what works (and what doesnt)?
Research basis in psychology, economics, sociology

and communications

Major Negotiation Errors

Leaving money on the table (lose-lose negotiation)
When negotiators fail to recognize win-win potential
Settling for too little (winners curse)
Making too large concessions
Walking away from the table (hubris)
Rejecting terms that are better than any other option
Settling for terms that are worse than your current

situation (agreement bias)

Feeling obligated to reach a deal, no matter what

Common Questions
Are good negotiators born or made?
Or, what is the role of personality?

How can I be more persuasive when I make offers?

How can I ask questions that lead to open and honest

responses?
How can I recognize when a deal is win-win?
How do relationships affect negotiations?
Is buying a car like negotiating a job offer?

Course Objectives
Gain a broad intellectual understanding of the central

concepts in negotiation
How? Reading, discussion, research

Develop a toolkit of the useful negotiation skills, strategies

and approaches
How? Practice, reflection, observation

Develop confidence in the negotiation process as an

effective means for resolving conflict

How? Debriefs, self-perceptions, peer feedback

Improve your analytical abilities and your capacity to

understand and predict behavior

How? Practice, reflection, analysis, practice again

Negotiation Exercises
The Opportunity to:
Assess your negotiating behavior in a safe environment
Examine the behaviors of others and see how they react

to you.

Get feedback on your interactions with others.

Experiment with various negotiating strategies.
Compare the success of your strategy to those used by

others.

Understand that there is no cookbook solution.

ORGS 6560 all sections

Student Options with Connect
Course Materials include:
Essentials of Negotiation
Second Canadian Edition
Lewicki/Saunders/Barry/Tasa

Available at the York Bookstore and

Discount Texts

Purchase Options
McGraw-Hill Connect is an All Digital option that
includes the interactive eBook and study resources

Print Text

$115.95

Connect (All Digital)

$79 (free trial

limited time only)

Available at York Bookstore

Digital only Purchase Access Codes at
www.bookstore.yorku.ca/ or direct from Connect URL

Your On-Line Learning

Resource
Connect Includes:

Interactive eBook
Self-Quiz and Study
Student Asset
Gallery
Other study
resources

Connect Benefits:

Save up to 40% vs Print

Improve your grades up to 10%
Save time study more efficiently
Retain more of what your learn

Proven Results, Over 5 Million

Students
* Comparative test scores. Savings Vary by Retail Store.

Video

Connect Registration
Go to the Connect Course URL to register.
http://connect.mheducation.com/class/negotiations-winter-2016

Click Register Now

Connect Registration (cont)

Use your email address to
register
Enter Connect Code
(from York
Bookstore)
OR
Click Buy Online
OR
Try before you buy
with Free Trial
(first 2 weeks of class
only)

Log at ticket at www.mheducation.ca/support

Explore www.connectstudentsuccess.com

Evaluation and Deliverables

Course Contribution (10%)
Contribution to class discussions
Quality not quantity

Prepared planning documents

Bring 2 copies to class

Quality of your peer feedback

Evaluation and Deliverables

Team Scoring System and Deal Justification (25%)
Teams of 3 or 4 will negotiate against each other twice (Feb. 8th
and Mar. 7th)
Planning document and scoring system (12.5%)
Prior to the first round (due Feb. 8th)

Deal justification (12.5%)

The week after the final round
Present to class, respond to questions, class will vote.

Evaluation and Deliverables

Midterm on Feb. 29th (30%)
Knowledge of the concepts and theory
Multiple choice and short answer

Ability to apply knowledge

Situational questions

Evaluation and Deliverables

Self-appraisal Paper due on April 6th (35%)
Answer this question: How are you a different negotiator than when
you started the course?
Draw upon everything: exercises, observations, peer feedback, self

reflection, readings, etc.

After each exercise (except the team on team negotiations) you

must write a diary entry in which you reflect upon the exercise and
the debrief
These entries are mandatory and must be included as an Appendix to

the paper
Use whatever format you like (i.e., bullets, paragraphs, haiku)
Dont wait too long after class before writing
Course outline has plenty of detail and suggestions

What Have You Gotten Yourselves Into?

Preparation

Agents
& Third
Parties

Team
Negotiation

Secondary
Table

Primary
Table

You

Integrative Skills

Coalition
Analysis

Info Tech &

Communication

Other Party

Feedback
Experience
Expertise

Fairness
Distributive Skills

Group Negotiation

Introductions
On the front of the index card:
1) Name: Formal and Public (if applicable)
2) Program of study
3) Current (or prior) occupation
Brief summary of your work experience

On the back of the index card:

4) I am taking this class because I hope to
5) When I negotiate, my biggest fear is

My Biggest Negotiation Fear Is

That the counterpart
regards me as greedy,
which will damage my
reputation

Upsetting the other

party and having
them walk away

Being required to think

on the spot

Ruining
relationships

How others
perceive me

Being
unprepared

Being taken
advantage of

Making a bad deal

because I do not know how
to say no

10

Before Next Class

Purchase the text and read Chapter 1
Self-assessment #1:
Survey assessing your beliefs and attitudes about negotiation
https://www.surveymonkey.com/r/w2016sa1

Scenario survey #1:

Survey including 4 short scenarios (with several questions)
https://www.surveymonkey.com/r/w2016sjt

11