HRM 4490

Winter - 2013

Negotiations for Human Resource Management

Instructor: Glenn Belanger

E-mail: Telephone: 416675-6622 ext. 3031
Class Time: 4.00P.M. Tuesday
Location:

COURSE OBJECTIVES

Negotiating is a core human resource management skill. The ability to creatively manage conflict and resolve disputes in an integrative manner is an asset to anyone working in this field. Although negotiations are important, they are not always easy. There are no formulae for successful negotiation, but by understanding and analyzing a negotiation situation, students can learn skills that help them manage new situations and choose effective strategies.

Successful completion of this course will enable you to recognize, understand, analyze and practice essential concepts in negotiations. These essential concepts are required for understanding more complex relations within and between organizations. We will observe and discuss negotiation processes and relevant theory in a variety of situations. Some of you will become professional negotiators, and this course will serve as a beginning. Most of you will use the skills and knowledge gained in this course during daily workplace and personal interactions.

The course is designed to foster learning through both bookwork and doing. Students are challenged to explore their own talents, skills, shortcomings and strengths as a negotiator. The negotiation simulation provides an opportunity to attempt strategies and tactics addressed in the course.

COURSE FORMAT

The course consists of 12 sessions plus a final examination. In addition to lectures, and discussions, you will be completing a major negotiation simulation during the course.

REQUIRED MATERIALS

Text:Essentials of Negotiation, Canadian Edition, byLewicki, Barry, Saunders and Tasa.

Powerpoint slides are available for this course.

Any additional materials will be provided prior to or at each class.

PREREQUISITES

ADMS 1000; ADMS 2600.

Students are personally responsible for ensuring that they have the required prerequisites as stated in the course outline or the course calendar. Students who do not have the prerequisites are at risk of being dropped from the course at any time during the course. The department will not be responsible for refunds resulting from students being dropped from a course due to a lack of the appropriate prerequisites.

EVALUATION

Midterm / 30%
Negotiation Simulation /Report
Participation in Class / 25%
5%
Final Exam / 40%

All final grades will be reviewed by the School of Human Resource Management. The School reserves the right to modify them in order to maintain high standards.

STANDARDS OF PERFORMANCE

This course will involve lecture, discussion,and a negotiation simulation. It is expected that the student will attend every class on time and stay for the entire session. It is expected that the student will have completed the assigned readings and other preparation prior to class.

It is expected that the student will write the midterm and final examination on the scheduled day, time, and location. In the case of illness (accompanied by a doctor’s note) or extenuating circumstances students should notify the instructor immediately. In these circumstances, the weight of the midterm exam will be redistributed to the final exam. There will be no make-up exams.

All students must be present for the negotiation simulation and complete the related tasks.

The professor reserves the right to change or alter the course outline/evaluation. The instructor may add an additional reading for a specific class, if he deems it necessary for the better understanding of the topic.

Please be reminded of the university’s policies for academic misconduct. Academic misconduct is a very serious issue with potential consequences ranging from failure in the course to dismissal from the university. Academic misconduct is defined broadly as any act that violates the rights of another student in academic work or that involves misrepresentation of your own work.

Class Schedule

(This schedule may be altered or adjusted at the professor’s discretion)

Date / Topic
January 8 / Introduction to Negotiation / Chapter 1
January 13 / Strategy and Tactics of Distributive and Integrative Bargaining / Chapters 2 & 3
January 22 / Planning and Strategy
(Setup teamsfor Negotiation simulation) / Chapter 4
January 29 / Communication in Negotiations / Chapter 6
February 5 / Perception, Cognition and Emotion / Chapter 5
February 12 / Mid-term
February 19 / Reading Week
February 26 / Negotiation Power and Persuasion
Disputes in Negotiation / Chapter 7
Chapter 8
March 5 / Multiparty & Complex Negotiations / Chapter 10
March 12 / Negotiation/Simulation
March 19 / Ethical Dimensions in Negotiations & Re-cap from Negotiations (previous week) / Chapter 9
March 26 / Special Topics including Game Theory / Readings T.B.A.
April 2 / International and Cross Cultural Negotiations & Best Practices / Chapters 11 & 12
T.B.D. / Final Exam

*Note – Other readings may be assigned/distributed to students as required.