MGT 445 Complete Course

Week 1

Individual Assignment Communication and Personality in Negotiation Paper

Prepare a 1,050- to 1,750- word paper in which you describe a negotiation situation that you have participated in (e.g., sale or purchase of a house, car, salary, etc.). In your paper, analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the negotiation.

Format your paper consistent with APA guidelines.

Discussion Questions

What are the elements of a negotiation? What are some of the problems you have experienced when negotiating? How would you address these problems?

Week 2

Learning Team Assignment Case Study Analysis Part A: Power Play for Howard

Resource: Power Play for Howard case study.

Prepare a 1,050- to 2,100-word case analysis of Power Play for Howard located in Negotiation: Readings, Exercises, and Cases. Address the following in your analysis:

Briefly summarize the case.

Evaluate the benefits (tangible and intangible), costs, and risks associated with negotiating Juwan Howards free agent contract from the perspective of Juwan Howard and both teams general managers.

Format your paper according to APA standards.

Discussion Questions

What are the stages of negotiation? What are the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Explain why.

What is distributive bargaining? When is distributive bargaining appropriate to use? Explain why. What might be the affect of distributive bargaining on long-term relationships?

What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counter productive? Explain your answer.

Week 3

Individual Assignment Negotiation Strategy Article Analysis

Use the Electronic Reserve Readings link for the course, the Internet, or other resources to find at least two articles that describe a negotiation situation that employs different negotiation strategies.

Describe the negotiation processes used in your selected articles.

Compare and contrast those two strategies and how they might apply in your work setting.

Learning Team Assignment Case Study Analysis Part B: Power Play for Howard

Resource: Power Play for Howard case study

Use the case study from Learning Team Assignment in Week 2 and select one of the following roles in the case study:

General Manager Washington Bullets: Wes Unseld

General Manager Miami Heat: Pat Riley

Players agent David Falk

Using the negotiation checklist found in Table 4.3 of Negotiation Planning Guide, present your teams plan in a Power Point presentation with 10-15 slides. Be sure to include speakers notes for each slide.

Discussion Questions

Who are stakeholders in a negotiation? Why it is important to analyze stakeholder interests? How do you take these interests and incorporate them into a negotiating strategy?

What are the five types of power? Consider a negotiation with which you are familiar. What parties were identified? Who had power or influence? Explain why. Based on your experience with a negotiation, how does having one or more of the five types of power affect the dynamics of the negotiation?

What is the role of ethics in negotiation? How does organizational culture affect ethics in a negotiation? If you are to write a code of conduct, what ethical and cultural considerations would you include and why?

Week 4

Individual Assignment Miami School District Negotiation Paper

Prepare a 1,400- to 2,100-word paper in which you analyze the following scenario:

TheMiamischool district has announced that because of unexpected increases in enrollment, school boundaries for the upcoming year will be redrawn. The school board has hired experts to redraw school boundaries to be submitted for next year. Under this plan, many students will not be able to stay at their present school. Upon hearing this, parents start voicing their objections to the school board about the proposed plan for the following reasons:

Quality of education

Increased travel time

Crossing economic and cultural boundaries

Affect on property values

Social affects on children

Develop a plan to address stakeholders concerns. Determine the following:

Who are the stakeholders?

What negotiation strategy do you use to support the school boards need to redraw the boundaries while addressing the concerns of the stakeholders?

How do ethics and culture affect your decision?

Format your paper consistent with APA guidelines.

Discussion Questions

What are key sources of conflict in the organizational setting? What are the key impediments to efficiently resolving conflict in a negotiation? What means would you apply to preserve or increase the level of trust in an organizational negotiation?

What are the five negotiation styles for managing conflict? Which style do you typically use when negotiating? Explain why. Which style is most effective when negotiating in the organizational setting? Explain your answer.

What are the five major negotiation intervention strategies? When would you use the different intervention strategies? Why is it important to consider intervention strategies when planning a negotiation?

Week 5

Individual Assignment Article Analysis

Use the assigned readings from the text, the Electronic Reserve Readings link, the Internet, or other resources to find an article that discusses a negotiation situation that has occurred in a global context (e.g., international organization or corporation, international acquisition, government-to-government negotiation, etc.). In your paper, analyze the implications of globalization and technology on negotiation.

Format your paper consistent with APA guidelines.

Learning Team Assignment Third Party Conflict Resolution Paper

Review the excersises, case studies in your text to prepare a 1,400- to 1,750-word paper in which you analyze the possible intervention strategies. Apply what you believe to be the best strategy and explain how it must resolve the conflict. If your best strategy does not work, or is rejected, develop and describe at least one contingency plan.

Format your paper consistent with APA guidelines.

Discussion Questions

What are the basic differences between a negotiation that has an international component and one that does not? If you were a manager, how would a negotiation that has an international component affect your negotiation perspective? How would you evaluate the following statement from a negotiation perspective: When in Rome, do as the Romans do?

What are the merits of using the Internet to conduct negotiations? What tools or techniques would you employ to negotiate more effectively on the Internet? What are the long-term implications of Internet negotiations on global business transactions?

What negotiation best practices have you learned? Which best practices might you be able to apply in your work place? Based on emerging trends, what new best practices do you think are needed?