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Week One: Introduction to NegotiationDetailsDuePointsObjectives1.1 Explain key negotiation concepts and terms.1.2 Analyze the roles of communication and personality in negotiation.1.3 Evaluate the benefits cost and risks associated with negotiation.During week 10ReadingsRead Ch. 1 of Negotiation.Read Ch. 5 of Negotiation.Read Ch. 6 of Negotiation.Read Ch. 14 of Negotiation.ReadCh. 15 of Negotiation.Read Case 3 of Negotiations: Readings Exercises and Cases.Review this week s Electronic Reserve Readings.Read the Week One Read Me First.During week 10Participation / Discussion QuestionsParticipate in class discussion and Respondto weekly discussion questionsOn going through week 1 must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/14 and DQ 2 due on 7/16.2IndividualCommunication and Personality in Negotiation PaperResource: Week One ReadingsPrepare a 1050- to 1750- 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.Due day 7 7/18.10Week Two: Negotiation Process and StrategiesDetailsDuePointsObjectives2 2.1 Describe the negotiation process.2.2 Compare and contrast the different negotiation strategies.2.3 Prepare a negotiation plan.During week 20ReadingsReadCh. 2 of Negotiation.Read Ch. 3 of Negotiation.Read Ch. 4 of Negotiation.Review this week s Electronic Reserve Readings.Read the Week Two Read Me First.During week 20Participation / Discussion QuestionsParticipate in class discussion and Respondto weekly discussion questionsOn going through week 2 must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/21 and DQ 2 due on 7/23.2Learning TeamCase Study Analysis Part A: Power Play for Howard Resource: Power Play for Howard case studyPrepare a 1050- to 2100-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 Howard s free agent contract from the perspective of Juwan Howard and both teams general managers.Format your paper consistent with APA guidelines.Due day 7 7/2510Week Three: Organizational ApplicationsDetailsDuePointsObjectives3 3.1 Determine the stakeholders in the organizational negotiation process.3.2 Apply appropriate negotiation strategies to support organizational goals.3.3 Analyze the affect of ethics and culture in organizational negotiations.During week 30ReadingsReadCh. 7 of Negotiation.Read Ch. 8 of Negotiation.Read Ch. 9 of Negotiation.Read Ch. 12 of Negotiation.Read Ch. 13 of Negotiation.Review this week s Electronic Reserve Readings.Read the Week Three Read Me First.During week 30Participation / Discussion QuestionsParticipate in class discussion and Respondto weekly discussion questionsOn going through week 3 must participate at least 2 substantive comments 4x / week. DQ 1 due on 7/28 and DQ 2 due on 7/30.2IndividualNegotiation Strategy Article AnalysisUse 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.Due day 7 8/110Learning TeamCase Study Analysis Part B: Power Play for Howard Resource: Power Play for Howard case studyUse the case study from Learning Team Meeting One and select one of the following roles in the case study:General Manager Washington Bullets: Wes UnseldGeneral Manager Miami Heat: Pat RileyPlayer s agent David FalkObtain instructor approval of your selection prior to beginning this assignment. Using the negotiation checklist found in Table 4.3 of Negotiation Planning Guide prepare a 350-word outline in which you present your team s negotiation plan. Be prepared to respond to questions from the class.Due day 7 8/110Week Four: Negotiations and Conflict ManagementDetailsDuePointsObjectives4 4.1 Analyze conflict in organizational negotiations.4.2 Apply conflict management intervention strategies to resolve organizational conflict.During week 40ReadingsReadCh. 19 of Negotiation.ReadExercise 27 Third Party Conflict Resolution of Negotiations: Readings Exercises and Cases.Read Ch. 6 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 7 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 8 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 9 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 10 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 11 of Conflict Diagnosis and Alternative Dispute Resolution.Read Ch. 12 of Conflict Diagnosis and Alternative Dispute Resolution.Review this week s Electronic Reserve Readings.Read the Week Four Read Me First.During week 40Participation / Discussion QuestionsParticipate in class discussion and Respondto weekly discussion questionsOn going through week 4 must participate at least 2 substantive comments 4x / week. DQ 1 due on 8/4 and DQ 2 due on 8/6.2IndividualMiami School District Negotiation PaperPrepare a 1400- to 2100-word paper in which you analyze the following scenario:The Miami school 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 educationIncreased travel timeCrossing economic and cultural boundariesAffect on property valuesSocial affects on childrenDevelop a plan to address stakeholders concerns. Determine the following:Who are the stakeholders?What negotiation strategy do you use to support the school board s 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.Due day 7 8/815Week Five: Emerging TrendsDetailsDuePointsObjectives5 5.1 Analyze the implications of globalization and technology on negotiations.5.2 Discuss the evolving nature of negotiation philosophies.During week 50ReadingsReadCh. 16 of Negotiation.Read Ch. 20 of Negotiation.Read Ch. 1 of Global Business Negotiations.Read Ch. 2 of Global Business Negotiations.Read Ch. 11 of Global Business Negotiations.Review this week s Electronic Reserve Readings.Read the Week Five Read Me First.During week 50Participation / Discussion QuestionsParticipate in class discussion and Respondto weekly discussion questionsOn going through week 5 must participate at least 2 substantive comments 4x / week. DQ 1 due on 8/11 and DQ 2 due on 8/13.2IndividualArticle AnalysisResource:Week Five ReadingsUse 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.Due day 7 8/1515IndividualFinal ExamPrepare to take a final exam.Due day 7 8/1510Learning TeamThird Party Conflict Resolution PaperResource:Negotiation: Readings Exercises and CasesReview the excersises case studies in your text to prepare a 1400- to 1750-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.Due day 7 8/1510

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