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HRM 595 Negotiation Skills Full Course
DeVry HRM595 week 1 Discussion 1 & 2 latest
DeVry HRM595 week 1 dq 1
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Case
Study: Noisy Neighbors (graded)
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Linda and Larry are
angry because their new neighbors in the apartment complex, Dale and Donna,
seem to hold late-night parties every Thursday. Linda and Larry both have long
work days that require them to rise early and remain alert all day. Linda and
Larry have asked Dale and Donna to keep the noise down on Thursday nights and
conclude their parties by midnight. Dale and Donna have ignored their requests.
Linda and Larry have reached their boiling points and have decided to call the
police this Thursday if the party goes on beyond midnight.
Given this scenario,
how have Linda and Larry handled the conflict thus far? What should they do
now?
Additional questions
to consider:
1. 1. Some negotiating is “interest-based”, and
some is “rights based”. What determines which approach is better and which
approach is least costly?
2. 2. When is “active avoidance” appropriate?
DeVry HRM595 week 1 dq 2
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Sick
Leave (graded)
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Read Case 8, “Sick
Leave”, in the back section of your e-text.
After reading the
case, identify and explain the conflict that occurred, how it occurred, how it
could have been avoided, and what Kelly and the other ALTs should do now.
Consider the Chapter 16 concepts on international and cross-cultural
negotiation in your answer. Also, consider the questions and answers from the
Personal Bargaining Inventory assignment. Given your own scoring on the
Personal Bargaining Inventory, how well would you have likely handled the
situation if you were Kelly?
DeVry HRM595 week 2 Discussion 1 & 2 latest
DeVry HRM595 week 2 dq 1
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What
Is the Relationship Between Goal Setting, Strategy Development, and Planning
in a Nego (graded)
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·
·
To what extent does
goal setting drive strategy development in a negotiation?
·
What is the difference
between strategy and tactics in a negotiation?
·
Why are there ten
steps in the negotiation planning process? Are all ten steps necessary?
DeVry HRM595 week 2 dq 2
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What
Is Framing and Why Should I Do It? (graded)
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·
·
To what extent does
the way you frame a problem influence the outcome of negotiation?
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Can you change your
frame once negotiations begin? Can you have more than one frame?
·
What do you do if the
other side frames the problem differently than you do?
·
Provide examples from
your own experience in answering these questions.
·
DeVry HRM595 week 3 Discussion 1 & 2 latest
dq 1
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Seeing
Things My Way (graded)
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In a distributive
bargaining scenario, how do I get the other party to go along? How do I “win”?
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Does bad faith exist
in a distributive bargaining scenario? For instance, when selective
presentation is used, does it ever become an exercise in bad faith?
·
Provide examples from
your own experience.
dq 2
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Winning
at Win-Lose (graded)
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·
·
·
Should I open “high”,
and should I concede anything? How firm should my final offer be? If I commit
to a position, can I walk away from it? What do I do if the other party plays
hardball?
·
Provides examples from
your own experience.
·
DeVry HRM595 week 4 Discussion 1 & 2 latest 2016 october
dq 1
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Why
Integrative Bargaining? (graded)
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·
What makes integrative
bargaining different from distributive bargaining?
·
What are the different
kinds of interests that need to be identified by each of the negotiators?
·
What are the factors
in integrative negotiation that make it difficult to achieve an agreement?
·
Provide examples from
your own experience.
dq 2
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Finding
Alternative Solutions (graded)
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·
How do I generate
alternative solutions based on the issues being negotiated?
·
How do I evaluate,
select, and prioritize from among them?
·
Provide examples from
your own experience.
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DeVry HRM595 week 5 Discussion 1 & 2 latest 2016
dq 1
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You
Just Don’t Understand (graded)
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·
What are the major
perceptual errors? Why do they occur?
·
What are some
cognitive biases, and what can we do to manage them in the negotiation process?
·
What steps can we take
to improve communication between the parties in negotiation, and what are some
fatal mistakes to avoid?
·
Provide examples from
your own experience.
dq 2
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Impasse—What
Happened? (graded)
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·
We’re at an impasse.
What led us to this point?
·
If I get angry, can I
get even?
·
If I don’t get angry,
how can I just walk away from the negotiation?
·
If I don’t walk away,
how do we break the impasse? Should I issue an ultimatum?
·
Why are some people so
difficult? Should I try to bring a difficult person to his or her senses, or to
his or her knees?
·
Use examples from
personal or business experience or from outside reading.
DeVry HRM595 week 6 Discussion 1 & 2 latest 2016
dq 1
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Negotiating
With Relationships (graded)
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·
What are the major
social factors in negotiation?
·
What is more important
when negotiating within relationships: trust or justice? Are some forms of
trust better? How can one increase trust?
·
Provide examples from
your experiences and incorporate your answers from The Trust Scale
questionnaire whenever applicable.
dq 2
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Forming
and Managing Multiparty Coalitions (graded)
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·
How do coalitions get
started and how do they grow?
·
What tactics can you
implement to strengthen a multiparty coalition?
·
What are the
differences between a bedfellow and a fence sitter in terms of forming and
storming coalitions?
·
Are Internet
coalitions “sticky”?
DeVry HRM595 week 7 Discussion 1 & 2 latest 2016
dq 1
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Power
in Negotiations (graded)
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·
What is power? How
does one acquire power and what is the best kind of power to have?
·
How do I preserve the
power that I have?
·
How do I influence
someone with power and make sure that my message gets through?
·
Use examples from
personal or business experience.
dq 2
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Your
Lying and Cheating Ways (graded)
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·
Isn’t this “ethics”
business all about not lying and cheating?
·
If other people do it,
shouldn’t I be doing it to them?
·
Who is more unethical:
men or women? Younger folks or older folks? Experienced negotiators or
inexperienced ones? The highly educated or the not-so-educated? Sociology
majors or business majors? Are some nationalities/cultural groups/personality
types more likely to lie and cheat in negotiations?
·
After taking an ethics
course, will I be a more ethical negotiator? If not, how can I deal with the
other party’s deceptions?
·
In answering these
questions, incorporate your answers from the SINS II Scale questionnaire and
personal or business experience.
DeVry HRM595 Week 1 Personal Bargaining Inventory Assignment
latest 2016 october
Complete Questionnaire
1: The Personal Bargaining Inventory, which is located in the back section of
your e-text.
Part 1 of the
assignment: Record your responses to questions 1–50 using the Personal Bargai
ning Inventory Answer
Sheet found in Doc Sharing.
Part 2 of the
assignment: After listing your responses to questions 1–50, explain what you
learned about your perceptions of yourself in conjunction with negotiations and
how this questionnaire has helped you in clarifying your perceptions. [Note:
There is no scoring scale for this assignment. Your reflection is based solely
on how you reacted to and interpreted your responses to the survey questions.]
Submit your assignment
(Note: You may add your reflection on the personal bargaining inventory answer
sheet) to the Dropbox, located at the top of this page. For instructions on how
to use the Dropbox, read these step-by-step instructions or watch this Dropbox
Tutorial.
See the Syllabus
section “Due Dates for Assignments & Exams” for due date information.
DeVry HRM595 Week 2 Field Analysis Assignment
FIELD ANALYSIS
UNDERSTANDING THE KEY
PARTIES AND THEIR ROLE IN A NEGOTIATION
General information and instructions:
1. 1. Review text pages 137–139 in Chapter 4.
These pages cover step 9 in the planning process, assessing the social context
of negotiation.
2. 2. The field analysis tool is helpful when
negotiators have to consider multiple parties—on their own side and on the
other side—who can affect a negotiation outcome, and whose needs and interests
must be considered.
3. 3. Take note that the soccer field (see diagram
below) is a metaphor for a two-party multi-stakeholder contract negotiation.
Specific information and instructions:
1. 1. Assume that you are the negotiator who is
tasked with a salary (on call time, step increases, overtime for captains and
majors) and benefits (insurance while employed, insurance after retirement,
accrual of leave time, retirement multipliers) dispute between a large
municipal county with a strong mayor and the sheriff’s department for the
county.
2. 2. You are negotiating the contract on behalf
of the sheriff’s office. The purpose of this activity is to give you an
opportunity to construct a field analysis on your relationship with a specific
other negotiator. This tool should be helpful when negotiators have to consider
multiple parties—on their own side and on the other side—who can affect a
negotiation outcome, and whose needs and interests must be considered.
3. 3. The field has the following stakeholders.
4. a. On the fieldwould be members of your team and members of
the other team (A, B).
5. b. On the sidelinesare backup players, coaches, trainers, and
other team personnel (C).
6. c. In the standsare fans who are watching the negotiation,
members of the media, and other direct observers (D).
7. d. The elements outside the stadium—the location of the stadium, the weather, and
other “context factors” which can shape how the game evolves and is played (E)
8. 4. Questions are presented in identical pairs
(1,2; 3,4; 5,6; and 7,8) but answers will not necessarily be the same.
9. 5. Questions 7 and 8 have four sub-parts,
which require answers in each sub-part.
10. 6. Place your answers in the boxes provided in
this form. Boxes will expand as needed.
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YOU/YOUR TEAM
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OTHER/OTHER’S TEAM
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1. Who is on my team
on the field? (A)
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2. Who is on their
team on the field? (B)
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3. Who is on my
sidelines who can affect the play of the game? (C)
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4. Who is on their
sidelines who can affect the play of the game? (C)
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5. Who is in my
stands that are involved and interested, either directly or indirectly? (D)
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6. Who is in their
stands that are involved and interested, either directly or indirectly? (D)
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7. What elements
outside the stadium have an interest in the game, or can affect our game in
positive or negative ways (E)?
a. Affect the rules?
b. Change the
climate?
c. Other competitors?
d. Industry shifts
and changes?
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8. What elements
outside the stadium have an interest in the game, or can affect their game in
positive or negative ways (E)?
a. Affect the rules?
b. Change the
climate?
c. Other
competitors?
d. Industry shifts and
changes?
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DeVry HRM595 Week 3 Topic Proposal Assignment latest 2016
october
Course Project
By the end of the
week, submit a topic proposal for your Negotiation Analysis Paper. The proposal
(one page) should describe the focus of the paper and your method. The
negotiation can be one in which you were a participant or one in which you have
been an active observer. Some examples of applicable negotiations include
a workplace
negotiation, such as a complex contract, new position or new salary (preferred);
a complex business
transaction, such as a merger or acquisition;
a complex real estate
purchase;
a union-management
contract (including professional sports leagues);
a neighborhood group
negotiating zoning concerns with a city government;
a negotiation between
divorcing spouses who have complex settlement issues; and
a negotiation between
a vendor and business over products and services.
The above are
representative examples of possible topics. The important thing to keep in mind
in your topic selection is that the negotiation should be complex enough that
you can preform a thoughtful and critical analysis in your paper using concepts
learned in this course.
Submit your assignment
to the Dropbox, located at the top of this page. For instructions on how to use
the Dropbox, read these step-by-step instructions.
DeVry HRM595 Week 4 Tutorial Assignment latest
Prepare responses to
the questions below after viewing the Negotiation Strategy and Tactics Tutorial
in this week’s lecture. In drafting your answers to the questions, make sure
that you apply course concepts in your answers.
Part A: What are the
objectives of both parties in the exchanges? How would you describe the general
“tone” of the exchanges?
Part B: Were Marilyn’s
objectives achieved in the first exchange? Were Len’s objectives achieved in
the first exchange? What do you project the outcome of the first exchange to
be?
Part C: Were Marilyn’s
objectives achieved in the second exchange? Were Len’s objectives achieved in
the second exchange? What do you project the outcome of the second exchange to
be?
Part D: Identify two
points of transition in each exchange and analyze the impact of the transitions
on the negotiation.
Grading rubric: Each
part = 15 grade points
Submit your assignment
to the Dropbox, located at the top of this page. For instructions on how to use
the Dropbox, read these step-by-step instructions.
See the Syllabus
section “Due Dates for Assignments & Exams” for due date information.
DeVry HRM595 Week 5 Case Study Assignment latest
Read Case Study 1:
Capital Mortgage Insurance Corporation in your e-text.
Prepare a 3–4 page
paper (include a cover page) identifying the following items as they pertain to
a negotiation in the case study between Randall and Dolan. Be sure to
incorporate course concepts in your answers.
Identify guidelines
that you should follow during the negotiation. Be specific!
Identify and describe
the steps of the negotiation process.
Identify and apply
guidelines that will enable you to facilitate effective communication during
the negotiation.
Identify and justify
the types of questions that you should ask during the negotiation.
Identify the
characteristics of the negotiation styles present.
Identify and apply the
guidelines that you should follow when this negotiation becomes challenging.
Submit your assignment
to the Dropbox, located at the top of this page. For instructions on how to use
the Dropbox, read these step-by-step instructions.
See the Syllabus
section “Due Dates for Assignments & Exams” for due date information.
DeVry HRM595 Week 6 You Decide Assignment latest
Questions
1. 1. What is the appropriate negotiation
strategy that would be most advantageous for Sharon and Jim in this scenario,
distributive or integrative bargaining? List and describe the factors that
should be considered in making this determination?
2. 2. What are HR’s interests in this scenario,
and what would be the potential negotiation strategy between the Accounting
Manager and HR assuming that there is a decision that the published salary
range for attracting Jim will have to be exceeded in order to hire him?
DeVry HRM595 Week 7 Final Paper Assignment latest
Course Project:
Negotiation Analysis Paper
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Objective
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The purpose of the
negotiation analysis paper is to help you transfer the negotiation concepts
from the course to negotiations in your own organization. I would like you to
use concepts learned in the course to analyze a negotiation situation. The
negotiation may be one that has recently concluded or one that you are in the
midst of. It may be a negotiation between organizations or within an
organization. It may be a dyadic negotiation or one with multiple parties. It
may be a situation of chronic conflict. It also may be a negotiation in which
you observed and are familiar with the parties to the negotiations in order to
conduct an analysis.
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Guidelines
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·
Paper (due in Week 7)
must conform to APA format and be 13–15 pages in length, not including the
title page, abstract and references.
·
Spend no more
than three pages describing the situation.
·
Negotiation should be
complex enough to challenge your analytic skills.
·
Topic proposal due in
Week 3 (one page).
Milestones:
·
Week 3 – The proposed topic
for the project paper is due in Week 3 (20 points). The proposal should be an
explanation of the chosen negotiation topic, the parties to the negotiation,
and proposed areas of analysis including negotiation strategies and tactics
used. The proposal should be one page.
·
Week 7 – Final completed
paper is due (130 points)
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Grading
Rubrics
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HR595 NEGOTIATION SKILLS TERM PAPER
Total Points – 130
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Criteria
for Evaluating Written Assignments
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Meets
Expectations
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Partially
Meets Expectations
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Fails
to Meet Expectations
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Points
Earned
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Intellectual
Understanding
(20 Points)
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Addresses all
aspects of assignment in sufficient depth
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Addresses most
aspects of assignment in sufficient depth
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Does not address
most aspects of assignment and/or fails to do so in sufficient depth
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Creativity
(20 Points)
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Analyzes and
discusses many negotiation concepts by extending and elaborating with
realistic examples
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Discusses with some
analysis several negotiation concepts by extending and elaborating with
realistic examples
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Does not discuss
negotiation concepts or apply them to realistic examples
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Insight
(20 Points)
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Exhibits a
substantive and perceptive ability in analyzing and discussion negotiation
topic that is the focus of the paper
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Discusses assignment
topic with some substance and evidence of perceptive ability
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Does not exhibit
perceptive ability in discussing the assignment topic
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|
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Validity
(20 Points)
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The majority of
opinions and analyses are rigorously supported by appropriate research.
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Some opinions are
supported by appropriate research but much is not supported
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The majority of
opinions and analysis is not supported by appropriate research
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Intellectual
Honesty
(20 Points)
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All references are
acknowledged and properly cited in APA format
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Some references are acknowledged
and properly cited in APA format
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References are not
properly acknowledged and cited and/or do not conform to APA format
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Organization
and Style
(30 Points)
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Introduction –
Central theme/purpose is clearly identifiable and well developed; introductory
comments provide sufficient background on the topic and preview major points
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Introduction –
Either the central theme/purpose is clearly identifiable and well developed;
or the introductory comments provide sufficient background on the topic and
preview major points, but not both
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Introduction –
Central theme/purpose is not clearly identifiable nor well developed;
introductory comments do not provide sufficient background on the topic nor
preview major points
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Conclusion and
recommendations follow logically from the body of the paper and bring closure
to the paper
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Conclusion and
recommendations follow logically from the body of the paper but rather than
bringing closure to the paper, it merely summarizes what has been previously
stated
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Conclusion and
recommendations do not follow logically from the body of the paper nor do
they bring closure to the paper
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||
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Subsequent sections
develop/support the central theme of the paper
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The majority of the
subsequent sections develop/support the central theme of the paper
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Subsequent sections
do not develop/support the central theme of the paper
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Structure is clear,
logical, and easy to follow; smooth transition between paragraphs which help
maintain the flow of thought
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Usually the
structure is clear, logical, and easy to follow, with smooth transitions
between paragraphs to help maintain the flow of thought
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Sometimes the
structure is clear, logical, and easy to follow; seldom includes smooth
transitions between paragraphs to help maintain the flow of thought
|
||
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Meets minimum
assigned length
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Does not meet
minimum assigned length
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|||
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No major errors in
spelling, punctuation, and grammar
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Few errors in
spelling, punctuation, and grammar
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Numerous errors in
spelling, punctuation, and grammar
|
||
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Paper is laid out effectively
– uses headings and other reader-friendly tools
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Paper is laid out
effectively, but could make better use of headings and other reader-friendly
tools
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Paper is not laid
out effectively; fails to use headings and other reader–friendly tools
|
||
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Paper is
professional in appearance and demonstrates attention to detail; tone of
voice is appropriate to the audience, content, and assignment
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Paper is
professional in appearance and demonstrates attention to detail; but tone of
voice is inappropriate to the audience, content, and assignment
|
Paper is not
professional in appearance and demonstrates a lack of attention to detail;
tone of voice is inappropriate to the audience, content, and assignment
|
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Best
Practices
|
The following are the
best practices in preparing this paper:
·
Title Page – Include
who you prepared the paper for, who prepared, and date.
·
Table of Contents –
List the main ideas and section of your paper and the pages in which they are
located. The illustrations should be included separately.
·
Introduction – Use a
header on your paper. This will indicate you are introducing your paper.
The purpose of an
introduction or opening:
1. Introduce the subject and why the subject is
important.
2. Preview the main ideas and the order in which they will be covered.
3. Establish a tone of the document.
2. Preview the main ideas and the order in which they will be covered.
3. Establish a tone of the document.
Include in the
introduction a reason for the audience to read the paper. Also, include an
overview of what you are going to cover in your paper and the importance of the
material. (This should include or introduce the questions you are asked to
answer on each assignment.)
·
Body of Your Report – Use a header titled with the name of your project. Example: “The
negotiation between Company X and Company Y; An Analysis”. Then proceed to
break out the main ideas. State the main ideas, state major points in each
idea, and provide evidence. Break out each main idea you will use in the body
of your paper. Show some type of division, such as separate sections that
are labeled, separate groups of paragraphs, or headers. You would include the
information you found during your research and investigation.
·
Summary and Conclusion – Summarizing is similar to paraphrasing but presents the gist of
the material in fewer words than the original. An effective summary identifies
the main ideas and major support points from the body of your report. Minor
details are left out. Summarize the benefits of the ideas and how they affect
the tourism industry.
·
References – Follow APA
Publications Manual, 6th edition in using in-text citations and include a
reference page.
Additional hints on
preparing the best possible project:
4. Apply a three step process of writing (plan,
write, and complete).
5. Prepare an outline of your research paper before you go forward.
6. Complete a first draft and then go back to edit, evaluate, and make any changes required.
7. Use visual communication to further clarify and support the written part of your report. You could use example like graphs, diagrams, photographs, flowcharts, maps, drawings, animation, video clips, pictograms, tables, and Gantt charts if applicable.
5. Prepare an outline of your research paper before you go forward.
6. Complete a first draft and then go back to edit, evaluate, and make any changes required.
7. Use visual communication to further clarify and support the written part of your report. You could use example like graphs, diagrams, photographs, flowcharts, maps, drawings, animation, video clips, pictograms, tables, and Gantt charts if applicable.
Devry HRM 595 Final Exam
1. 1) Joe McDonald is the HR manager of ACME
chemicals. His boss, Bill Jacobs, is concerned that the interactions
between the various departments of the company are inconsistent and that there
is too much competition between departments rather than cooperation. Bill
has asked you about ways to improve the negotiations between business
units. In your explanation to Bill, you need to explain the following:
What are the three primary reasons that negotiations occur? What is the
difference between bargaining and negotiation? Why must successful
negotiations involve both tangible and intangible components? Do you
think that ACME needs to pursue an integrative or a distributive approach to
their future interdepartmental negotiations? (Points : 20)
1. (2) Define the term “conflict” and describe how it
impacts the negotiation process. Your explanation should include the 4
levels of conflict and the dysfunctions that conflict can create. In your
response, you need to also provide your opinion as to whether conflict is always
a negative component in negotiations. If not, why? (Points : 15)
1. (3) Jack Johnson owns a 1998 Ford Mustang that he
is looking to sell. He advertises in the Auto Trader. Mary Smith
responds to his ad and expresses interest in purchasing the vehicle. Jack
is asking $3500 for the car. Mary is looking to pay no more than $2500
for the vehicle. Would you describe this negotiation as a distributive or
an integrative negotiation? Why? Jack has set $3500 as the price of his car but
is willing to take $3000 for the vehicle. Anything under $3000 will not be
accepted. Mary wants to pay $2500 for the car, but is willing to go up to
$3000. Anything over $3000 will cause the deal to fail. Define and
contrast the Walkaway Points, Target Points and Asking Price/Initial Offer of
the parties. What are some of the strategies that could be used by each party
to achieve the outcome they desire? (Points : 30)
1. (4) What makes an integrative negotiation
different from a distributive negotiation? Define the key steps in the
integrative negotiation process. How does establishment of a BATNA aid
the parties in realizing their integrative outcome? (Define the term BATNA in
your response). If a win-win outcome is beneficial to both parties, then why is
it so difficult to achieve? (Points : 30)
1. (5) Often there are other parties to a negotiation
that can add great complexity to the process. Define the following terms:
Negotiating Dyad; Agent; Constituency; Bystander; Audience. What are some of
the reasons that an individual might engage the services of an agent to
represent him/her in a negotiation? (Discuss at least three) What are the
three distinct relationships that an Agent has to maintain in the negotiation
process? (Points : 30)
1. (6) Marie Smith is the head of Marketing for Jones
Construction. Harry Brown is the on-site project manager for all major
construction projects. Marie is interested in expanding the budget for
general marketing activities. Harry wants these resources reserved for
existing projects. Marie comes to you for advice on the key steps she
should use in preparing for her negotiation with Harry. Discuss the 7
steps to an ideal negotiation process. (Points : 15)
1. (7) As Marie and Harry enter into their
negotiations, their perceptions of each other will be an important component to
the negotiation process. Define perception and the role it plays in the
negotiation process. What are the four major perceptual errors that tend to
occur? What does the term “framing” mean and how does it relate to the
issue of perceptions? How can we counter these perceptual errors? (Points : 30)
1. (8) We have discussed the importance of
communication in the negotiation process. We reviewed the concept of
communication as a sender encoding a message to a receiver who decodes the
message and then responds back to the sender – thus creating the feedback
process important to every negotiation. What are the major sources of
distortion that can interfere with communication? (Name and define at least 3)
What are the three key questions we need to ask regarding communication in
negotiations? What role does listening play in the communications process
(Describe the 3 types of listening). What are some of the ways that a
negotiator can improve his/her communication skills? (Points : 30)
1. (9) When we look at the complexities of the
negotiation process, there are many situations where a negotiator might
consider the use of questionable tactics to accomplish his/her goals. This
brings up the important question of ethics in negotiation. Define the 4
types of ethical reasoning. Why do people use deceptive/ambiguous tactics in
negotiation? What are some of the factors that shape a predisposition to the
use of unethical tactics? How can we effectively respond to the use of unethical
practices? (Points : 20)
1. (10) Barney and Marilyn have been married for six
months. They engage in negotiations consistently as a way to improve
their understanding of each other and to build a loving relationship. How
does this “relationship” negotiation differ from the negotiation practices that
we have discussed involving business relationships? Research has uncovered 4
fundamental types of relationship forms. Define and contrast them. Which
of the four types represent the relationship between Barney and Marilyn? What
are the three key elements necessary for managing negotiations within
relationships? Which do you think is the most important? Why? (Points : 30)
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