Marshall School Of Business University Of Southern California MOR 569 Negotiation and Deal-Making Spring 2013 Instructor: E-Mail:

il: URL: Office/hours: Time & Room: Peter Carnevale peter.carnevale@marshall.usc.edu http://www.marshall.usc.edu/faculty/directory/petercarnevale Hoffman Hall (HOH) 620 / hours by appointment Thursday 6:30pm-9:30pm, JKP 112 (class # 033-16718D) Course Scope and Mission Negotiation guides all aspects of business including who gets what (e.g., terms of employment such as salary and bonus; who gets the nice corner office) and who does what. In many ways, negotiation is about decision making and communication in strategic interaction, which refers to situations where two or more people depend on one another for their outcomes and what each party decides to do affects their own as well as the others outcome. This course is about the art and the science of negotiation: the science part is the application of economic and psychological theories that help us understand negotiation processes and outcomes and thus make us smarter negotiators. The art part is about sharpening negotiating skills by negotiating with others in class in simulated negotiations that are based on real cases of business negotiation (e.g., buying or selling a business), in the ELC. (A negotiation simulation in the ELC is like a wind tunnel in aeronautical engineering. It lets you test the shape of your wings before going out and trying to fly. It lets you experiment, and learn, in a low-cost, safe environment.) Mainly, this course is designed to improve your understanding of negotiation in a variety of settings and your ability to negotiate. And have fun doing it. There will be lots of movies and stories about negotiation and legendary negotiators. This course is designed to complement the skills learned in other courses at Marshall. A basic premise of the course is that analytical skills are vital to the discovery of optimal solutions to problems and businesspeople need a broad array of negotiation skills to get those solutions accepted and implemented. Some goals: recognize types of negotiation situations and the strategies and tactics people use develop fluency in negotiation language (e.g., Reservation Point, Lose-Lose, Win-Win, Logrolling, Pareto Optimal, Formula-Detail, Low-Ball, Framing, Bait & Switch, Good-cop/Bad-cop, etc.) learn to not leave value on the table. gain a broad intellectual understanding of a set of central concepts in negotiation, concepts that are the building blocks to systematically understand and evaluate negotiation process and outcome have confidence in your ability to negotiate to create value. learn to learn from experience in negotiation (your own as well as others experiences), including how to manage the negotiation process.

The course is built around a series of negotiation exercises and discussions about the exercises. Many of the exercises require some preparation in advance and you are expected to participate in the discussions about the exercises. While some class time will be provided when team preparation is required, you may occasionally need to meet outside of class with other students, either face to face or online. Class topics include: strategies and tactics of negotiation; power, persuasion, influence; team negotiation; technology in negotiation; lies and detecting lies in negotiation; cross-cultural negotiations; mediating deals and disputes; personality in negotiation.

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