Negotiation Strategies BUSN10053 PDF

Negotiation Strategies BUSN10053  Agenda for Today’s Class Introductions & Contact Expectations Academic Honesty & Tests The Secret to Success Get to Know Each Other Course Outline and Textbook Learning Plan Assignments and tests Chapter 1 Lecture Professor Amanda Marazia, FCIP, CRM,...

Negotiation Strategies BUSN10053  Agenda for Today’s Class Introductions & Contact Expectations Academic Honesty & Tests The Secret to Success Get to Know Each Other Course Outline and Textbook Learning Plan Assignments and tests Chapter 1 Lecture Professor Amanda Marazia, FCIP, CRM, Dipl. McKeil School of Business, Mohawk College Almost 20 years in business and 11 years teaching at Mohawk. My background is predominantly in the Insurance industry  Office in M-Wing Email: Amanda.marazia1@mohawkc ollege.ca Contact: Check your Announcements and Email, and set up notifications  Attend Class (activities some for marks) Expectations Missed Tests or Quizzes/Assignments Late Submissions / Excuses  Academic Dishonesty I have a zero tolerance policy More than just plagiarism Submitting work that you did not work on, googling for answers, working together on tests and exams, speaking during testing is all Academic Dishonesty. https://www.mohawkcollege.ca/about-mohawk/leadership-and- administration/policies-and-procedures/corporate-policies-and-19 Academic Dishonesty CHAT GPT and AI Gather Information Research Understand Synthesize DO NOT use it as a tool for submitting assignments etc. Say “NO” to AI tools, Grammar Tools, Paraphrasin g tools, etc. This course is All About YOU! Success starts with how you think SUCCE SS  The 3 Enemies of Success Comfort Zone Learned The Easy Way Helplessness Staying in your “I can’t do this.” Nothing worth cocoon will not “I’ll never get achieving is ever bring you this.” easy. success. You Doing the wrong have to balance “I’m not good enough.” thing to achieve caution and risk success is a to achieve “I don’t know.” temporary fix that success. eventually falls apart. Make a Plan to Succeed Both are Valuable Open your mind and consider the problem from various perspectives We’re on this Journey Let’s get to know each Together other. Attendance Course Outline Posted in Canvas  Posted in Canvas Provides you with a class- Learning by-class summary of content and activities Plan Some activities are for marks. If you don’t attend, you can’t get the marks. If you are too sick to attend email me in advance. Shows you due dates Discusses important course policies Canvas Modules Assignments Announcements Teaching Slides and Textbook Slides 2 Hours in class Includes lecture and activities. 1 Hour timeslot, use to do assignments, Quizzes etc. independently (no class to attend) Very Important to read the required chapter prior to coming to class. Required Textbook E-Book link to purchase on welcome page https://chicagobusinesspress.com/book/demarr# purchase We will be using the text  BUSN10053 Assignments and Assessments Quizzes in Canvas (10) 10% Case Activities 15% Activities and Self-Assessment Activities 10% Quizzes worth 50% of total Project 15% Midterm Exam 25% Final Exam 25% Total 100% Pass percentage depends on your program. Check with your academic advisor.  Self- Assessmen t Activities Some Due at the end of class Some not graded, but extremely valuable to self-learning and exams Check the Learning Plan and Assignments in Canvas  Case Activitie s Various due dates Some are group work All are for practice and learning negotiation skills Check the Learning Plan and Assignments in Canvas Canvas Quizzes Due Sundays at 11:59pm almost weekly. 1 Attempt only Quiz 1 has 2 attempts Most are 10 to 15 minutes Check the Learning Plan and Assignments in Canvas  Midterm during regular class time in Week 8 right after the Fall Reading Week Break Midter Finals during Finals Week m& Dec 7th -14th. Date TBA Final per College Check the Learning Plan and Assignments in Canvas In-Class Assignme nt (For Complete Marks) Initial Self Evaluation. Hand in by end of class Questions? Comments? Concerns? Negotiation Strategies Chapter 1 Why study Negotiation Strategies? Why study Negotiation Strategies? Negotiations can be frustrating if the other party isn’t collaborative or above board. Being able to deal with such people will help reduce the time and resources you expend. Have you ever been a negotiator? What do you think a negotiatio n would involve? Six Characteristics of Negotiation Must have 2 or more parties involved. Must be a conflict of interest. Expectation of a better outcome as a result of negotiation. The parties prefer mutual agreement above other routes. Implied quid pro quo. (An advantage in return for something) Involves both tangible and intangible components. Nature of and Approaches to Negotiation Issues versus Interests Interdependence: – distinguish between the two: both parties have Issues – the specific items or something to contribute terms actually negotiated and something to attain Interests – what is hoped will be accomplished Role of Incentives; incentives can bring Conflict: about a successful negotiation through the poorly managed conflict offering of incentives can derail a successful (that fulfill the other’s negotiation needs/wants…) Fundamental concept: Conflict Intrapersonal conflict: a person feels within him/herself (not part of negotiation) Interpersonal conflict: between two people Intragroup conflict: within a group of people Intergroup conflict: between two groups Conflict can be good and promote growth Conflict can be bad if it promotes mistrust In all cases, conflict needs careful management Preparation for Negotiation: Clarifying Goals and Interests The Best Negotiators: Spend more time planning than negotiating Use a problem-solving rather than competitive perspective 1. Identify both parties’ potential interests and issues 2. Prioritize the interests and issues 3. List the options and alternatives if agreement cannot be reached 4. Plan the approach and language to be used 5. Anticipate the other party’s reactions Preparation: Research When buying a car – research the price and features When selling your house – research similar listings When applying for a job – research salary Research helps focus the negotiation on facts and logical conclusions instead of emotions Ethics in Negotiation There is always a possibility that one party will try to deceive the other Utilitarian approach: the best alternative provides the greatest good for the greatest number Rights approach: protect the rights of the individual Justice perspective: impartial creation and application of rules Next: Remote Class (Zoom Link in Canvas) Read Chapter 2 – The Language of Negotiations Remember to complete Quiz 1 by Sept 8th at 11:59pm In Class Activity for Marks in next class