Professional Documents
Culture Documents
Professor:HollySchroth
Phone:(510)6424550
Office:F502H
schroth@haas.berkeley.edu
Officehours:Tu1011:00andbyappt.
___________________________________________________________________________________
GSR:VictoriaChiang
victoria_chiang@mba.berkeley.edu
OfficeHours:byappointment
___________________________________________________________________________________
COURSEOVERVIEW
Negotiation is the art and science of securing agreements between two or more parties who are
interdependent,andwhoareseekingtomaximizetheiroutcomes.Thecentralissuesofthiscourse
deal with understanding the behavior of individuals, groups and organizations in the context of
cooperativeandcompetitivesituations.
Thepurposeofthiscourseistounderstandthetheoryandprocessesofnegotiationsothatyoucan
negotiate successfully in a variety of settings. The course is designed to be relevant to the broad
spectrumofnegotiationproblemsthatarefacedbymanagersandprofessionals.Abasicpremiseof
thiscourseisthatwhileamanagerneedsanalyticalskillstodiscoveroptimalsolutionstoproblems,a
broad array of negotiation skills is also needed to get these solutions accepted and implemented.
The course will allow participants the opportunity to develop these skills experientially and to
understandnegotiationinusefulanalyticalframeworks.Ifyoutakeadvantageofeverythingthatthis
coursehastooffer,youwillbecomfortableandadeptinmanyofyourfuturenegotiations.
COURSEOBJECTIVES
Improveyourabilitytonegotiateeffectively
Improveyourabilitytoanalyzenegotiationsituationsandothersbehavior,evaluate
alternativesandapplythemostappropriatetactics
Developastrategicplanforeffectivenegotiations
Developatoolboxoftactics
Gainconfidenceasanegotiator
Gainagreaterunderstandingofyourself,yourstrengthsandyourweaknesses
2014HollyA.Schroth
HaasSchoolofBusiness
UniversityofCalifornia,Berkeley
COURSEFORMAT
Aseriesofnegotiationexercisesiscentraltothiscourse.Theclasswillalsoincludelectures,videos
and class discussions. While the class officially meets at scheduled course times, students will be
expectedtomeetwithotherstudentsoutsideofclasstoprepareforandexecutecertainnegotiation
exercisesandassignments.
COURSEREQUIREMENTS
1.PARTICIPATION,PREPARATIONANDFEEDBACK(130points)
PARTICIPATION:Youareexpectedtoparticipateinallclassdiscussionsandnegotiationexercisesasthey
arethecentralcomponentofthecourse.Learninginthisclassreliesasmuchonyourparticipationas
itdoesontextbookknowledgeandontheprofessor'sknowledge.
Much of what you will learn results from your own attempts to negotiate in class and from other
studentsanalysisofyourandothers'negotiationapproaches.Thisclasswillbemosteffectivewith
vigorousparticipationfromeachclassmember.Participationmeansthefollowing:
You are expected to participate in every class negotiation and discussion. Your absence
from class disrupts the learning experience for yourself and for your classmates. Your
partner(s)cannotparticipatefullyinthelessonifyouareabsentorcometoclassunprepared.
YouarepermittedtomissTWOclasseswithoutpenalty.Ifyoumissaclasswhereanexercise
isassigned,youaretocontactasubstituteinadvanceofclasswheresubstitutesareavailable
(see below for more information). If you miss class discussion, it is helpful to send the
professorandyourpartner(s)abriefanalysisofthenegotiationthatcanbereferencedduring
discussion.Anunexcusedabsencewillresultinalossof20pts.Absencesareunexcusedifthe
professor is not notified of your absence two hours prior to class. You must notify the
professorbyemail.
Preparing thoroughly for the exercise is important for everyones learning. Not being
prepared is the same as an unexcused absence. See preparation below for more details.
Arrivingaftertheexercisehasstartedisalsoconsideredanunexcusedabsencebecauseyour
partner will not have enough time to complete the exercise or has been reassigned to
observeanotherteam.Itisimportanttoarriveontimefortheexerciseinorderforallparties
tofullyparticipate.Youshouldtryyourhardesttodowellforyourselfineverynegotiation.
NoElectronicDevicePolicy:
Amutuallysupportivelearningenvironmentdependsonactiveattentionandengagement.Forthis
reason, no laptops, phones, or any electronic devices are allowed during classroom sessions. The
valueoflegitimateuseoflaptopsorotherelectronicdevicesisfaroutweighedbythedistractionthat
theycreateforyourclassmatesandtheoveralllearningenvironment.
NegotiationRoles
Therewillbeanegotiationexerciseconductedeveryweek.RolesdistributedbytheDRRC(Dispute
Resolution Research Center) will need to be purchased by you from DRRC. Once enrolled in the
[2]
course, you will be sent an email from the DRRC with payment information. Note: You willnot be
abletoparticipateinthecourseuntilyouhavepaidtheDRRCforyourroles.Rolesdistributedin
class (HBS exercises) are noted in the syllabus and paid for by the university. Due to copyright
expenses, no duplicate roles can be given by the professor. You are responsible for downloading
andprintingyourDRRCrole.Itisconsideredunpreparedifyoudonothaveacopyofyourroleor
planningdocumentinclassthedayofthenegotiation.
MissingaClass
Ifyouplantomissaclassyoushouldcontacttheprofessorviaemailpriortoclass,andifthereisan
exercise, let the professor and your partner(s) know who will be substituting for you (when
substitutes are available). If you miss a class where I assign role information in class, it is your
responsibility to get the assignment from a classmate in time to prepare. Unfortunately, no role
informationcanbeleftoutsideofmyofficedoororsentoveremailduetocopyrightrestrictions.
BeinganObserver/Substitute
Ifyouareassignedasanobserver/substituteforanexercise,youaretowaittobegivenrolespecific
information from the person for whom you are a substitute. If you do not receive a call/email to
substitutepriortoclass,youareexpectedtoattendthenegotiationsessionandobserveanassigned
groupinordertogivethemfeedback.
Youareexpectedtobepreparedforeveryclassnegotiation.Youshouldreadtheassigned
readingsandroleinformationprovidedPRIORtotheexercise.Inaddition,youshouldbeable
toanswerquestionsabouttheroleandpreparationifaskedpriortostartingthenegotiation.
Youwillneedtobringaprintoutofyourroletoclasseachweek.Youarealsoexpectedon
occasion(seenegotiationscheduleforspecificdates)tosubmitaplanningdocument.Nolate
documentswillbeaccepted.
FEEDBACK:
Youareexpectedtocontributetoclassdiscussions.Youwillbeevaluateduponthequality
of your contributions and insights. Expect to be called upon in class. Quality comments
possessoneormoreofthefollowingproperties:
o Identifywhatstrategieswereeffectiveorineffectiveandwhythiswasthecase
o Offeradifferent/unique,butrelevantperspectivebaseduponanalysisandtheory
o Contributetomovingthediscussionandanalysisforward
o Buildonotherscomments
o Linkrelevantconceptstocurrentevents
Youareexpectedtogiveverbalfeedbacktoyournegotiationpartner(s)immediatelyafter
completingthenegotiationexercise.Youshouldgiveatleasttwopiecesofpositivefeedback
andtwopiecesofimprovement/constructivefeedback.
You will also be required fill out a brief online feedback form after every negotiation. An
Internet link will be posted to bCourses. The feedback will help you to identify what
[3]
strategies/tacticswereeffective,ineffectiveandwhy,whatbehaviorswerehelpfuloractedas
animpedimenttotheprocess,etc.Acompilationofthefeedbackwillbedistributedmidway
throughandattheendofthecourse.Pleasenotethatprovidingfeedbackismandatoryand
failuretodosobeforethenextclasssessionwillaffectyourparticipationgrade.SeebCourses
Xtrasforasampleofareportandthewrittenfeedbackexpected.
2.ANALYSISPAPERS(150points)
Youwillhavetwoindividualessaysoverthesemester.Thefirstwillbeafeedbackanalysispaper,and
thesecondwillbearealworldnegotiationanalysis.
FEEDBACKANALYSISPAPER(100points)
This paper should be three (3) pages, and will analyze the feedback that you are given midway
through the semester. The purpose of this paper is to encourage you to reflect on your behavior,
strategiesandtacticsduringyournegotiations.Youshouldactivelyengagewiththefeedbackyou
receiveinyourmidsemesterreport:forexample,doyouagreewithyourclassmatescomments?
Were you surprised by their feedback? The paper should help you to gain insight about what
behaviorsareeffective/ineffectiveforyouinanegotiation,andallowyoutogiveyourselfprescriptive
advice of what you should continue to do and what you should improve upon for your future
negotiations.
Theanalysisallowsmetomonitoryourunderstandingofconceptsintroduced,yourunderstandingof
thereadings,aswellasyourskillacquisition.Moreimportantly,however,itprovidesameansforyou
toanalyzeyourownabilitiesandtoworkonimprovingyourskills.
REALWORLDNEGOTIATIONANALYSISPAPER(50points)
Thispapershouldbetwo(2)pages,andwillanalyzeareallifenegotiation.Youcanchooseoneof
thefollowingtopics:
1. Prepare a strategy for your upcoming real life salary/compensation, workplace negotiation, or
anyothermeaningfullifenegotiation
2. Renegotiateyourrentalagreement,workresponsibilitiesoranyothermeaningfulissues
3. Analyzeapastnegotiationwhereyoumademanystrategicmistakesorwereverysuccessful
4. Negotiateinanontraditionalsettingforsomethingmeaningfulandchallenging
Yourpaperwillbegradedonthedepthofanalysis,selfinsightsandapplicationofconceptslearned
inclass.Besuretoselectanegotiationexperiencecomplexenoughtoallowfordepthofanalysis
andpersonalinsights.Thepapershouldincludenoplaybyplayoftheactualnegotiationandinstead
onlyonesentencedescribingwhatwasnegotiated.
[4]
QuestionsforAnalysisthisisnotatemplatebutquestionstohelpstimulatedepthofanalysis
1. Selfanalysis: What tactics and strategies in your negotiations (be specific) were
effective/ineffective?WHY?(ANSWERINGWHYISTHEMOSTIMPORTANTPARTOFYOURANALYSIS).Didyour
approach help you, how so? Did it hurt you, how so? How did your process compare withthe
predictionsofvariouswritingsonnegotiation?Howcomeyouroutcomedifferedfromthoseof
theotherclassmembers?
2. Addresspersonalinsightsabouthowyourpersonalityorpastexperiencesmayaffectyourchoice
ofstrategiesorimplementationoftactics.Giveyourselfprescriptiveadvice.Whatdidyoulearn
fromtheexerciseandwhatwillyoudodifferentlynexttime?
Your grade for the analysis paper is not a function of your performance on the exercises as a
negotiator.Rather,itisafunctionofhowwellyoureflecteduponyourperformancesandshowed
selfinsight.
CriteriaforGradingAnalysisPapers
o CriticalThinking.Thismeansnotonlydetermininghowabehaviorwaseffectiveorineffective
andwhy,butalsorealizingtheinherenttradeoffsofallactionstaken.Everychoicehas
assumptionsandfutureimplications.Whatarethey?
o Depth.Compare,contrastandintegratedifferenttheories/conceptstogetherinyouranalysis
toexplainbehavior.Oftenwhenanalyzingcomplexinteractions,severalbehaviorscanbe
identifiedandevaluatedfortheirimpactonthenegotiation.Donotjustdropbuzzwords.
o Perceptiveness.Evidenceofinsight,analysis,andreflectivethinkingaboutthenegotiation,
yourself,andothers.
o Learning.Explicitlyaddresswhatyouwoulddodifferentlyandwhy.
o Organization.Yourpapersshouldbewellwritten.Awellwrittenpapermakesclearpoints,
flowslogicallyandsmoothly,andcontainsnotyposorgrammaticalerrors.Verbosity,
redundancyandabrupttransitionswillonlyobscureyourpoints.
PAPERFORMAT
ForfairnesstoALL,pleaseformatyourpaperasfollows.Yourgrademaybeaffectedifyoudonot
conformtotheseformattingguidelines.
o Doublespacewith12pointTimesNewRomanfontand1inchmargins.
o AllpaperswillbesubmittedviaapdfdocumenttobCourses.Pleaseseethegraderinoffice
hours or make an appointment if you have any questions or concerns about the comments
andgrade.
Late Paper Policy: Any late assignment will have a point deduction equal to 10% of the total
possible points for that assignment for each day that it is late. Assignments are due at the
beginningofclass.Assignmentswillnotbeaccepted5dayspasttheduedateresultinginazero
forthatassignment.AnyexceptionsmustbediscussedPRIORtotheduedate.Planningdocuments
willnotbeacceptedlate.
[5]
3.ONGOINGNEGOTIATION(130points)
You will be working in a group with three other classmates on a multiround negotiation that will
require both in class and out of class coordination. Your group will be assigned either the role of
unionnegotiatorsorcompanyrepresentatives,andyouwillbepairedwithanothergroupforthree
rounds of negotiations. Your group will work together to develop negotiating strategies and will
completethenegotiations.
Thegroupswillbeselfselected.Bythefourthweeksclasssession,aGoogleDocwillbesentwhere
youwillpostthegroupmembers.Bythenextclasssession,youwillbetoldwhichgroupyouwillbe
negotiatingwithandreceivetheinformationforyourfirstgroupnegotiationexercise.
Beforeeachofthethreenegotiations,youwillreceivedetailedinformationregardingthenegotiation
and the grading criteria. After each negotiation, your group must turn in the outcomes of the
negotiationinordertoreceivecredit.Also,afterthefirstroundyourgroupwillbeaskedtoturnin
the scoring system you developed for the negotiation (15 points). For round two, each groups
outcome will be transformed to a Zscore (a standard normal distribution) and then assigned the
appropriategrade(15points).
Afterroundthree,youwillviewavideooftherealworldversionofthisnegotiation.Thelinkforthis
videowillalsobepostedonbCoursesimmediatelyaftercompletingtheexercise.Youwillbeaskedto
compareandcontrastyourgroupsnegotiationwiththerealworldversion.Thisanalysiswillinvolve
addressingquestions(alsopostedonbCourses)within5pages(100points).Youwillworkwithyour
negotiation group to complete the assignment collectively. The paper will be submitted over
bCoursesonthelastdayofclass.Pleaseadheretoformattingguidelinesabove.
GroupEffortGradingPolicy
Sincenotallmembersmaycontributeequallyandbecausetoomanystudentsdonothavetheheart
orgutstoexpelanoncontributinggroupmember,thereisagradingpolicytodiscourageslackersor
freeriders. If the group so chooses, the group members will receive different grades. This is a
simpleprocess,inwhichthegrouprecommendsgivingextraorfewerpointstoindividualmembers.
Note that the total point changes must sum to zero. If the group decides to alter the grade
distribution, they must submit a document which reflects that change: for example, Alice gets an
extra15points,Billgetsanextra10points,andCathyhas25fewerpoints.Allteammembersmust
sign the document. If a group decides everyone will receive the same grade, then no document is
needed.
4.FINALEXAMINATION(100pts)
Thefinalexamwillconsistofshortanswerquestionsthatwilltestyourdepthofunderstandingofthe
concepts.Answerswillbeevaluatedbasedonthedepthoftheanswer,accuracyofwhatiswritten,
aswellastheclarityandconcisenessofthewriting.
[6]
SIMULATIONEXERCISERULES
Thefollowingrulesarenecessarytoensureapositivelearningexperienceforallstudents:
1. Youareexpectedtobepreparedandontimeforallnegotiationexercises.
2. Youmaynotshowyourconfidentialroleinstructionstotheothersideuntilthenegotiationis
finished, although you are free to tell the other side whatever you would like about your
confidentialinformation.
3. Dotakeontheinterestsstatedinyourrolesheet.Youcanbecreativeinfindingsolutionsas
longastheyarealignedwithyourinterestsandareplausible.
4. Youalwayshavetheauthoritytomakeadealsodontdelaymakinganagreementbysaying
youwillhavetocheckwithyourboss.
5. Youarealwaysfreetonotmakeadealifyouthinkitwouldbeabadagreement.
6. You may use any strategy to reach an agreement, except sexual harassment and physical
violence.Experimentationoftacticsisencouraged.
CHEATINGPOLICY:Thefollowingbehaviorsconstitutecheatinginthisclass:
1. Reading anyone else's confidential role information for an exercise before or during the
negotiationofthatexerciseitisfinetoreadtheotherroleaftertheexercise
2. Consulting current and former students about the exercise, exam, or any other class
assignmentsorlookingupinformationontheInternet
3. Plagiarism.Cheatingonanassignmentwillminimallyresultin0pointsonthatassignmentand
anincidentreportfiledwiththeOfficeofStudentConduct.
RequiredReadings:
Thompson,Leigh(2007).TheMindandHeartoftheNegotiator.5thedition.PrenticeHall
Ury,W.(1991).GettingPastNo.NewYork:Penguin.
CourseReaderavailableatStudy.Net(seeAppendixB).
RecommendedReading:
Shell,G.RichardandMoussa,Mario(2009).TheArtofWoo.Penguin.
Malhotra,D.andBazerman,M.(2008).NegotiationGenius.Bantam.
**Youshouldreadtheassignmentspriortotheexercisescheduledforthesamedate**
[7]
EXERCISESCHEDULE
Date
WEEK1
Thurs,Aug28
WEEK2
Tues,Sept2
WEEK2
Thurs,Sept4
WEEK3
Tues,Sept9th
Topic
INTRODUCTIONTONEGOTIATIONS
Exercisetodownload:YerbaMate
FUNDAMENTALNEGOTIATIONSKILLS
Exercisetoday:YerbaMate
Discussion:
OverviewofCourse
IntroductiontoNegotiations
Discussion:
DebriefYerbaMate
AnalyzeDistributiveNegotiations
IntroductiontoGambits
Exercisetodownload:TheGrandStrand
COOPERATIONANDCOMPETITION
Exercisetoday:TheGrandStrand
Discussion:
PlanningandPreparation
Expectations,Goals,Cooperationand
Competition
Readingsduetoday
(onStudy.netunlessotherwisenoted)
Duetoday
Ch.1Negotiation:TheMindandThe
Heart
Ch.3DistributiveNegotiation:Slicing
ThePie
SubmitFeedbackSurveyforYerba
Mate
Ch.2Preparation
Ch.4WinWinNegotiations:Expanding
thePie
[8]
WEEK3
Thurs,Sept11
Discussion:
DebriefTheGrandStrand
IntegrativeNegotiations
Exercisetodownload:ThePlayer
DealingwiththeIrrationalNegotiator SubmitFeedbackSurveyforthe
GrandStand
NegotiatingfromaPositionof
Weakness
WEEK4
Tues,Sept16
INTEGRATIVEMULTIISSUENEGOTIATION
Exercisetoday:ThePlayer
Discussion:
DebriefThePlayer
AnalyzeintegrativeNegotiations
IndividualDifferences
Exercisetodownload:MytiPetFood
InvestigativeNegotiation
TheBehaviorofSuccessfulNegotiators
Pgs186188IssueAlignmentand
Realignment(Thompson)
Pgs.92102UnderstandingYour
MotivationalStyle(Thompson)
FilloutThomasKilmannConflict
Instrumentusinglinksbelow:
Desktopandlaptopusers:
https://d2egua14l5soou.cloudfront.
net/MPHW289_v14/Captivates/Con
flictManagementStyleQuestionnair
e/ConflictManagementStyleQuestio
nnaire.htm
Mobiledeviceusers:
https://d2egua14l5soou.cloudfront.
net/MPHW289_v14/Captivates/Con
flictManagementStyleQuestionnair
e/index.html
SubmitFeedbackSurveyforThe
Player
WEEK4
Thurs,Sept18
[9]
WEEK5
Tues,Sept23
POWERINNEGOTIATION
Exercisetoday:MytiPetFood
Pgs.240250TeamNegotiation
(Thompson)
Pgs.102124Interests,Rights,
Power/Emotions(Thompson)
WEEK5
Thurs,Sept25
Discussion:
DebriefMytiPetFood
AnalyzeInterests,Rights,andPower
FaceSavingTactics
GettingPastYes:Negotiatingasif
ImplementationMattered
WEEK6
Tues,Sept30
AGENCY,CONTRACTSANDTRUST
Discussion:
DevelopingTrustinRelationships
NonverbalCommunication
Ch.6EstablishingTrustandBuildinga
Relationship
Pgs.351360Nonverbal
CommunicationandLieDetection
(Thompson)
WEEK6
Thurs,Oct.2
Exercisetoday:BullardHouses
Discussion:
DebriefBullardHouses
EthicalIssuesinNegotiations
DevelopingPersonalEthicalGuidelines
DiscussBuildingTrust
NonverbalBehavior
WhenisitLegaltoLie
ConfrontingLiesandDeception
[10]
MytiPet*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).
*Thisisanindividualassignment
andinformationshouldnotbe
sharedwithothersinsideoroutside
ofyourteam
Filloutgoogledocwithongoing
negotiationgroupmembernames:
http://tinyurl.com/OngoingNegotiat
ionTeamsBA152
Exercisetopickupinclass:Bullard
Houses
SubmitFeedbackSurveyforthe
MytiPet
Exercisetopickupinclass:
OngoingNegotiationExercise
Round1.
SubmitFeedbackSurveyforthe
BullardHouses
WEEK7
Tues,Oct7
WEEK7
Thurs,Oct9
WEEK8
Tues,Oct14
WEEK8
Thurs,Oct16
ONGOINGNEGOTIATIONROUND1
Exercisetoday:OngoingNegotiationRound1
Debrief:Selfdebriefing
Exercisetodownload:Fastskin
INTRODUCTIONTOSHADOWNEGOTIATIONS,
INFLUENCEANDCOALITIONFORMATION
DiscussscoringsystemsfromRound1
Discussinfluencetactics,shadownegotiations
andcoalitionformation
Inclassexercisedemonstration
SHADOWNEGOTIATIONS,SOCIALINFLUENCE,&
COALITIONFORMATION
Exercisetoday:Fastskin
Discussion:
SelfDebriefFastskin
ClassdebriefingFastskin
DiscussSocialInfluence
Agendas,VotingandPower
DiscussDevelopingStrongCoalitions
(when/how)
TelephoneNegotiations
IntroductiontoCrossFunctionalTeams
Exercisetodownload:TheBestStuffonEarth
Pgs.215231AnalyzingMultiparty
Negotiations(Thompson)
Ongoing**ScoringSystem**.
Submittypedscoringsystemon
bCoursesby9:30am
BreakthroughBargaining
Engageinshadownegotiations:
Contacteachotheroutsideofclass
overthephone.
SubmitFeedbackSurveyfor
OngoingNegotiationRound1
SixChannelsofPersuasionand
Assessment
Ch.7PowerandPersuasion,andEthics
Fastskin*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).
*Thisisanindividualassignment
andshouldnotbesharedwith
othersinsideoroutsideofyour
team.
InfluenceWithoutAuthority
Ch.12NegotiatingviaInformation
Technology
SubmitFeedbackSurveyfor
Fastskin
[11]
NEGOTIATINGINCROSSFUNCTIONALTEAMS
Exercisetoday:BestStuffonEarth
Discussion:
ClassandSelfDebriefBestStuffonEarth
Negotiatingincrossfunctionalteams
Exercisetopickup:OngoingRound2
CrossFunctionalTeamNegotiations
*FEEDBACKANALYSISPAPER*
submittypedpaperinclass.
WEEK10
Tues,Oct28
ONGOINGNEGOTIATIONROUND2
Exercisetoday:OngoingNegotiationRound2
WEEK10
Thurs,Oct30
Discussion:
DiscussRound#2outcomes
Selfdebriefingteam+roundrobinfeedback
Exercisetodownload:TheMexicoVenture
Exercisetopickup:OngoingRound3
CROSSCULTURALNEGOTIATIONS
Exercisetoday:TheMexicoVenture
Discussion:
DiscussCrossCulturalNegotiations
DebriefTheMexicoVenture
Exercisetopickupinclass:
OngoingNegotiation#2
SubmitFeedbackSurveyforBest
StuffonEarth
Ongoing*outcome*sendvia
emailtoprofessorattheendofthe
exercise.
SubmitFeedbackSurveyOngoing
NegotiationRound2
WEEK9
Tues,Oct21
WEEK9
Thurs,Oct23
WEEK11
Tues,Nov4
WEEK11
Thurs,Nov6
Ch.10CrossCulturalNegotiation
JohnWayneGoestoBrussels
Exercisetopickupinclass:
OngoingNegotiation#3
SubmitFeedbackSurveyforThe
MexicoVenture
[12]
WEEK12
Tues,Nov11
WEEK12
Thurs,Nov.13
WEEK13
Tues,Nov18
WEEK13
Thurs,Nov20
WEEK14
Tues,Nov25
WEEK14
Thurs,Nov27
HolidayVeteransDay
Exercisetodownload:TBA
CROSSCLASSNEGOTIATION
ExerciseTBA
ONGOINGNEGOTIATIONROUND3
Exercisetoday:OngoingNegotiationRound3
WatchRealLifeOngoingNegotiationVideo
Exercisetodownload:SalaryNegotiation
SALARYNEGOTIATION
Exercisetoday:SalaryNegotiation
Exercisetodownload:Goliath
ThanksgivingHoliday
SubmitFeedbackSurveyOngoing
NegotiationRound3
Pgs.370378NegotiatingaJobOffer
(Thompson)
NegotiatingaSalaryorRaiseinaTough
EconomicCrisis
SevenStrategies
SalaryNegotiationGuide
*REALWORLDNEGOTIATION*
submitpaperonbCoursesby9:30
am
SubmitFeedbackSurveyforSalary
Negotiation
[13]
WEEK15
Tues,Dec2nd
USINGORBEINGANAGENT
Exercisetoday:Goliath
Pgs.231239PrincipalAgents
Negotiation(Thompson)
WEEK15
Thurs,Dec4th
AGENTS/CLASSWRAPUP
HowtoBeSureYourAgentGetsYou
theBestDeal
Theroleofagentsinnegotiations
Discussion:
ClassdebriefingGoliath
Classwrapup
[14]
Goliath*Planning*document
submittypedplanningdocument
onbCoursesby9:30am(see
templateonbCourses).
*Thisisanindividualassignment
andshouldnotbesharedwith
othersinsideoroutsideofyour
team.
ONGOINGNEGOTIATIONgroup
paperandgradeallocationsubmit
paperonbCoursesby12:30pm
SubmitFeedbackSurveyGoliath
APPENDIXA
OpeningthePDFFilesfromtheDRRC
Important:TheroleisprotectedbyFileOpenencryptionsoftware.Youareallowedtoaccess
thisPDFfromasinglecomputer.BeforesavingoropeningthisPDF,besureyouareonthe
computerthatyouwillwanttousetoprintthisrole.
Aftersavingtheroletoyoudesktopyoushouldbeabletoopentherolebyclickingonitfrom
yourdesktop.
Uponopeningthisfile,youshouldbepromptedtoinstalltheFileOpenpluginforAdobe.If
not,youcandownloadtheplugindirectlyathttp://plugin.fileopen.com/all.aspx.Savethe
plugintoyourdesktopthenruntheplugininstaller.Thiswillallowyoutoviewandprintthe
file.
ItisimportanttonotethattheDRRCteachingmaterialsareprotectedbycopyrightlaw.Each
purchaseofanexerciseauthorizescopyingandelectronicdistributionofthatexerciseequal
tothequantitypurchasedifyoudownloadtheroletwice,youaretakinganotherpersons
role.
Ifyoumistakenlydownloadthewrongrole,itisuptoyoutofindapersontoswitchroleswith
(donotdownloadtheotherrolebecauseyouwillbetakinganotherpersonsrole).
IfthePDFswontopen:
First,besureyouareusingAdobeReadertoviewthePDFs.Youcannotviewthemusing
otherprogramssuchasApplesPreview.Second,besureyourversionofAdobeReaderisup
todate.Third,besureyouhavetheFileOpenSecurityPlugininstalled.Mostusersare
promptedtodownloadthepluginautomaticallyuponopeningoneofthePDFsforthefirst
time.Ifyouhavenotbeenprompted,youmaydownloadtheplugindirectlyfromFileOpen.
Onceinstalled,tryopeningthePDFfromAdobeReaders,insteadofdoubleclickingonthe
PDF.
Ifyouarestillhavingproblems:
Downloadpluginhttp://plugin.fileopen.com/default.aspx?bhcp=1
LocateAdobeReaderinapplicationsfinderwindow.
RightclickonAdobeReaderandselectShowPackageContents.
DrilldowntoContents>Plugins.
DragfilesfromtheFileOPendownloadintothePluginsfolder(theFileOpenInstallerwith
theboxiconistheimportantonetohaveinhere).
RestartAdobeReaderandtheAdobeReaderheaderandmakesurethatthereisanAbout
ThirdPartyPluginsdropdownoption(indicatesthatthepluginworked).
iPadUsers:
DownloadthefreeFileOpenpluginfortheiPadfromtheAppstore
https://itunes.apple.com/us/app/fileopenviewer/id520287055?ls=1&mt=8
UnzipfileandopenonlyyourpdfwithFileOpen
APPENDIXB
2014HollyA.Schroth
HaasSchoolofBusiness
UniversityofCalifornia,Berkeley
StudentInstructions
Welcome.IfyouhaveanyquestionsregardingtheuseofStudy.Net,pleasesendanemailto
customerservice@study.netorcallStudy.Netat:(888)4620660or(954)2940412.
TouseStudy.Net,youmustfirstregisterasastudent.Ifyouhavealreadyregistered,simplyloginwith
youremailloginandpassword.Ifnot,thereisalinkontheStudy.Nethomepagethattakesyoutothe
registrationpage.Yourregistrationwillprovideyouwithaloginandpassword.
IfyourinstructorisusingStudy.Netforthedeliveryofelectroniccoursematerials,youmayloginatany
timetoview,print,and/orsavethesematerials.Pleasemakesuretodownloadanyreadersorsoftware
applicationsthatareneededtoviewyouronlinecoursematerials.
1. Goto:http://www.study.net.IfyouhavealreadyregisteredasaStudy.Netuser,loginandclickon
theNewCourseEnrollmentbutton.Selectyourschoolandcourse;thenclickontheContinue
buttontostarttheorderprocess.
2. IfthisisyourfirsttimeusingStudy.Net,registerasastudenttoobtainaloginandpassword.After
registration,selectyourschoolandtheappropriatecourselistingtostarttheorderprocess.The
temporarypasswordisbears.
3. Topurchasecoursematerials,completethebillingandshippinginformationandprintareceipt
afteryourtransactionhasbeenprocessed.
4. Toaccessanyprepaidcoursematerials,enterthecoursepasswordwhenrequestedand
completethematerialpurchaseprocess.
5. Toorderaprintedversionofyouronlinecoursematerials,selectthisoptionduringtheorder
process.Makesurethatyourshippingaddressiscorrect.AllprintedTEXTPAKordersare
processedin24hoursandshippedbyUSPSPriorityMailfordeliverywithin23days.
6. TouseStudy.Net,pleasedisableanypopuporadblockersandallowfortheuseofcookies.
7. Toviewonlinecoursematerialsatanytime,loginwithyouremailloginandpassword;clickonthe
MyCoursesbutton;highlightyourselectedcoursename;andthenclickontheViewbuttonto
viewthatparticularcourse.Toviewindividualcoursematerials,clickontheMaterialslinkonthe
lefthandsideofthecoursepageandthenthenameofthematerialthatyouwanttoview.
8. Afterselectingamaterialtoview,atimerboxwillappearwiththeapproximatedownloadtime.
Forlargefiles,orslowInternetconnectionspeeds,downloadsmaytakelongerthanindicatedby
thetimerbox.
9. Linkstoupgradeyourbrowseranddownloadanyrequiredsoftwareapplicationsareavailableon
theStudy.Nethomepage.Study.Netisbestviewedwithversion6.0orhigherofInternetExplorer
orNetscapeCommunicator.
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