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JOHN CABOT UNIVERSITY

COURSE CODE: "BUS 340"
COURSE NAME: "Leading Multicultural Negotiations"
SEMESTER & YEAR: Fall Semester 2012
SYLLABUS

INSTRUCTOR: Ziff Anat
EMAIL: [email protected]
HOURS: TTH 10:00-11:15
TOTAL NO. OF CONTACT HOURS: 45
CREDITS: 3
PREREQUISITES: Prerequisite: Junior Standing
OFFICE HOURS: Tuesday and Thursday, 11:30-12:30

COURSE DESCRIPTION:

Course Aims:

This course aims to provide students a theoretical and practical background to develop their personal skills to manage negotiations in multicultural environment.  The course will explore leadership and communication approaches to effective negotiation management, and will highlight the role of innovation in achieving integrative, successful results. 

SUMMARY OF COURSE CONTENT:

Summary of course content:

Students will have an opportunity to explore the meaning and practice of managing negotiations.  During the course they will review theory, analyze strategies, engage in practical exercises and acquaint themselves with the language, thought and praxis of negotiations in the multicultural setting in which we live, learn and work.  By studying the impact of the relations between their and others’ cultural narratives, the student will discover innovative paths, techniques, and strategies to lead negotiation processes in multicultural environments.  

LEARNING OUTCOMES:

Learning outcomes:

Primary Objectives: To gain a deep understanding of the theory and practice leadership in multicultural negotiations.

Secondary Objectives: Develop a more nuanced view of relationships and transactions in one’s own personal and professional environment. 

TEXTBOOK:
Book TitleAuthorPublisherISBN numberLibrary Call NumberCommentsFormatLocal BookstoreOnline Purchase
Getting to Yes: Negotiating Agreement Without Giving InRoger Fisher and William UryPenguin Books978-0143118756     
Bargaining for Advantage: Negotiation Strategies for Reasonable PeopleG. Richard ShellPenguin Books978-0143036975     
The PrinceNiccolo MachiavelliAny978-1613821718     
REQUIRED RESERVED READING:
Book TitleAuthorPublisherISBN numberLibrary Call NumberComments
The Handbook of Negotiation and CultureEdited by Michele J. Gelfand and Jeanne BrettStandford Business Books978-0804745864  
Cultures and Organizations, Software of the Mind: Intercultural Cooperation and Its Importance for SurvivalGeert HofstedeMcGraw-Hill978-0071664189  
The Psychoanalysis of Organizations: A Psychoanalytic Approach to Behavior in Groups and OrganizationsRobert de BoardRoutledge 978-0415051750  

RECOMMENDED RESERVED READING:
NONE
GRADING POLICY
-ASSESSMENT METHODS:
AssignmentGuidelinesWeight
Class Participation an AttendanceThe methodology of the course requires students’ attendance and participation in class discussions and exercises. Completing the assigned reading is important to contribute to class discussions, exercises and group work.10%
Critical Analysis PaperBefore the midterm exam, students will submit a two or three double-spaced typed pages applying and analyzing a negotiations dilemma, using theoretical and critical analysis.15%
Application PaperBefore the Final Exam, students will submit a four to five double-spaced page essay discussing their experience leading a negotiation process. This paper will use theory presented in the course, reflection and analysis of their learning to add an innovative contribution generated from the course.25%
Midterm and Final ExamsTwo exams consisting of 4-5 short essays based on course assigned reading and discussions, to be written in class25% + 25%

-ASSESSMENT CRITERIA:
Please refer to the John Cabot University web site http://www.johncabot.edu/Academics/Academics_Policies.aspx for the assessment criteria for this class.
-ATTENDANCE REQUIREMENTS:
Please refer to the John Cabot University web site http://www.johncabot.edu/Academics/Academics_Policies.aspx for the attendance requirements for this class.
ACADEMIC HONESTY
As stated in the university catalog, any student who commits an act of academic dishonesty will receive a failing grade on the work in which the dishonesty occurred. In addition, acts of academic dishonesty, irrespective of the weight of the assignment, may result in the student receiving a failing grade in the course. Instances of academic dishonesty will be reported to the Dean of Academic Affairs. A student who is reported twice for academic dishonesty is subject to summary dismissal from the University. In such a case, the Academic Council will then make a recommendation to the President, who will make the final decision.
STUDENTS WITH LEARNING OR OTHER DISABILITIES
John Cabot University does not discriminate on the basis of disability or handicap. Students with approved accommodations must inform their professors at the beginning of the term. Please see the website for the complete policy.

SCHEDULE

Schedule

Week 1: Introduction to Leading Multicultural Negotiation, setting the frame of the course, emphasizing group learning.

Week 2: What is a Negotiation process?  The conceptual framework of negotiations leadership in systemic theory of our social life.

Week 3: Preparations for Negotiations – Primary Strategies.

Week 4:  -- Developing Personal styles in leading negotiations.

Week 5: The Cultural Impact: Multicultural dynamics in negotiations.

Week 6: From theory to practice, Me, You, the Other and Us/We: our relations and the related impact of our cultural narratives in negotiations.

Week 7: Review for Midterm Exam.

Week 8:  Power resources and relations in negotiations.

Week 9: Choosing the right strategy, the rational and the behavioral approaches (Prisoner Dilemma exercise).

Week 10: The illusion of seeing it all – the things we can’t see.. The invisible yet motivating processes in our social transactions.

Week 11: The method of Principled Negotiation, the third way.

Week 12: Innovative ways in Leading Multicultural negotiations: students’ learned skills and applications.

Week 13: Students’ presentations of Application Papers.

Week 14: Review for Final Exam.