117 - Management and Organizations

 

 

 

Fall 1998

 

 

 

COURSE #: D24-1

SECTION: 21

COURSE NAME: Ph.D. SEMINAR

INSTRUCTOR: LEIGH THOMPSON

CASEPACK : YES

FIRST ASSIGNMENT: READ REQUIRED READINGS IN CASE PACKET AND BE PREPARED TO DISCUSS

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D30

SECTION: 61-63

COURSE NAME: Management and Organizations

INSTRUCTOR: ROBERT DUNCAN

CASEPACK : YES

FIRST ASSIGNMENT: READ THESE ARTICLES IN CASE PACKET – "WHY EXECUTIVES DERAIL", "COMPETITIVE ADVANTAGE THROUGH PEOPLE", BE PREPARED TO DISCUSS THE FOLLOWING QUESTIONS. 1. WHY IS IT SO DIFFICULT FOR ORGANIZATIONS TO CHANGE? 2. WHAT IMPLICATIONS DO ALL OF THESE PROBLEMS HAVE FOR THE LEADER OF THE FUTURE? WHAT KINDS OF LEADERSHIP SKILLS WILL YOU NEED WHEN YOU RE-ENTER THE REAL WORLD IN JUNE 2000? 3. WHAT WERE THE BIGGEST PEOPLE PROBLEMS THAT YOU HAVE HAD TO DEAL WITH AS A MANAGER?

1. TEXT -- REQUIRED

AUTHOR: HELLREIGEL, SLOCUM AND WOODMAN

PUBLISHER: SOUTH-WESTERN

TITLE: ORGANIZATIONAL BEHAVIOR

ED./DATE: 8TH EDITION/1998

 

 

COURSE #: D30

SECTION: 62/64

COURSE NAME: Management and Organizations

INSTRUCTOR: DEBORAH GRUENFELD

CASEPACK : YES

FIRST ASSIGNMENT: READ FIRST THREE ARTICLES IN CASE PACKET. "COMPETITIVE ADVANTAGE THROUGH PEOPLE", "SOUTHWEST AIRLINES: A CASE STUDY LINKING EMPLOYEE NEEDS SATISFACTION AND ORGANIZATIONAL CAPABILITIES TO COMPETITIVE ADVANTAGE", "SLOW CLIMB TO NEW HEIGHTS: COMBINE STRICT DISCIPLINE WITH GOOFY ANTICS AN D MAKE BILLIONS". BE PREPARED TO DISCUSS THE FOLLOWING QUESTIONS: 1) HOW CAN COMPANIES GAIN COMPETITIVE ADVANTAGE THROUGH PEOPLE? 2) DID THIS OCCUR AT YOUR MOST RECENT JOB? WHY OR WHY NOT? 3) WOULD THE SOUTHWEST MODEL OF MANAGEMENT BE EFFECTIVE AT YOUR PREVIOUS EMPLOYER? WHY OR WHY NOT?

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D30

SECTION: 65/67

COURSE NAME: STRATEGIES FOR MANAGING ORGANIZATIONS

INSTRUCTOR: VICTORIA HUSTED MEDVEC

CASEPACK : YES

FIRST ASSIGNMENT: READ FIRST THREE ARTICLES IN CASE PACKET. "COMPETITIVE ADVANTAGE THROUGH PEOPLE", "SOUTHWEST AIRLINES: A CASE STUDY LINKING EMPLOYEE NEEDS SATISFACTION AND ORGANIZATIONAL CAPABILITIES TO COMPETITIVE ADVANTAGE", "SLOW CLIMB TO NEW HEIGHTS: COMBINE STRICT DISCIPLINE WITH GOOFY ANTICS AN D MAKE BILLIONS". BE PREPARED TO DISCUSS THE FOLLOWING QUESTIONS: 1) HOW CAN COMPANIES GAIN COMPETITIVE ADVANTAGE THROUGH PEOPLE? 2) DID THIS OCCUR AT YOUR MOST RECENT JOB? WHY OR WHY NOT? 3) WOULD THE SOUTHWEST MODEL OF MANAGEMENT BE EFFECTIVE AT YOUR PREVIOUS EMPLOYER? WHY OR WHY NOT?

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D30

SECTION: 66-68

COURSE NAME: Management and Organizations

INSTRUCTOR: RANJAY GULATI

CASEPACK : YES

FIRST ASSIGNMENT: READ THESE ARTICLES IN CASE PACKET – "DINOSAURS ","WHY EXECUTIVES DERAIL", "COMPETITIVE ADVANTAGE THROUGH PEOPLE", BE PREPARED TO DISCUSS THE FOLLOWING QUESTIONS. 1. WHAT WENT WRONG, WHY SO MANY DINOSAURS? 2. WHY IS IT SO DIFFICULT FOR ORGANIZATIONS TO CHANGE? 3. WHAT IMPLICATIONS DO ALL OF THESE PROBLEMS HAVE FOR THE LEADER OF THE FUTURE? WHAT KINDS OF LEADERSHIP SKILLS WILL YOU NEED WHEN YOU RE-ENTER THE REAL WORLD IN JUNE 2000? 4. WHAT WERE THE BIGGEST PEOPLE PROBLEMS THAT YOU HAVE HAD TO DEAL WITH AS A MANAGER?

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D30

SECTION: 81

COURSE NAME: Management and Organizations (MMM)

INSTRUCTOR: BRIAN UZZI

CASEPACK : YES

FIRST ASSIGNMENT: READ COMPETITIVE ADVANTAGE THROUGH PEOPLE AND SOUTHWEST AIRLINES: A CASE STUDY LINKING EMPLOYEE NEEDS SATISFACTION AND ORGANIZATIONAL CAPABILITIES TO COMPETITIVE ADVANTAGE BOTH IN CASE PACKET. COME TO CLASS PREPARED TO DISCUSS THESE QUESTIONS.

  1. WHAT IS COMPETITIVE ADVANTAGE?
  2. WHAT IS SOUTHWEST AIRLINE’S COMPETITIVE ADVANTAGE?
  3. HOW DOES SOUTHWEST CREATE VALUE FOR EMPLOYEES?
  4. HOW DOES SOUTHWEST CONVERT VALUE TO BENEFIT CUSTOMERS AND SHAREHOLDERS?
  5. HOW DOES SOUTHEST CAPTURE VALUE IN THE MARKETPLACE?

 

NOTE: IN QUESTIONS 3-5, "HOW" MEANS YOU MUST IDENTIFY THE MANAGEMENT PRACTICES AND ORGANIZATIONAL SYSTEMS THAT PRODUCE TARGETED OUTCOMES AND EXPLAIN THE REASON WHY THEY (RATHER THAN OTHER FACTORS) CREATE VALUE.

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D40

SECTION: 61

COURSE NAME: HUMAN RESOURCES MANAGEMENT

INSTRUCTOR: KAREN CATES

CASEPACK : YES

FIRST ASSIGNMENT: PLEASE READ ASSIGNED READINGS ON SYLLABUS IN CASE PACKET

1. TEXT -- REQUIRED

AUTHOR: FERRIS AND BUCKLEY

PUBLISHER: PRENTICE HALL

TITLE: HUMAN RESOURCES MANAGEMENT: PERSPECTIVES, CONTEXT, FUNCTIONS, AND OUTCOMES

ED./DATE: 3RD EDITION/1996

 

 

COURSE #: D50

SECTION: 61/62

COURSE NAME: MANAGEMENT COMMUNICATIONS

INSTRUCTOR: MARTIN STOLLER

CASEPACK : YES

FIRST ASSIGNMENT: ONE OF THOSE ANNOYING CATCH PHRASES IN LAW GOES SOMETHING LIKE, "FAILURE TO READ THE RULES DOES NOT EXEMPT ONE FROM THEIR IMMUTABLE WRATH." SO HERE’S THE RULE: YOU MUST MAKE A GOOD FAITH EFFORT TO ATTEND THE FIRST TWO SESSIONS OF THE COURSE. I REALIZE THAT ACTS OF GOD AND THE IDIOSYNCRASIES OF AIRLINE SCHEDULES MAY OCCASIONALLY INTERFERE, BUT WITH THE KIND OF ADVANCED NOTICE THAT KELLOGG’S SCHEDULE PROVIDES, THERE ARE RARELY LEGITIMATE EXCUSES FOR NOT MAKING IT BACK TO TOWN ON TIME. THE FIRST CLASS DEALS WITH CRUCIAL COURSE INFORMATION; BY THE SECOND CLASS, WE ARE ALREADY INTO OUR FIRST ROUND OF PROJECTS. IF YOU MUST MISS A CLASS, PLEASE MAKE OTHER ARRANGEMENTS TO RECEIVE YOUR ASSIGNMENT. IF YOU MISS BOTH OF THE FIRST TWO CLASSES, YOUR POSITION WILL PROBABLY BE GIVEN TO A PERSON ON THE WAITING LIST. SO STAY IN TOUCH. PLEASE MAKE SURE TO HAVE READ "MOOD SWINGS IN MANAGUA" AND "THE DECLINE OF ORATORY" IN THE CASE PACKET PRIOR TO THE FIRST CLASS. THANK YOU.

1. TEXT -- REQUIRED

AUTHOR: T. A. HOLLIHAN & K. T. BAASKE

PUBLISHER: ST. MARTIN’S PRESS

TITLE: ARGUMENTS AND ARGUING: THE PRODUCTS AND PROCESS OF HUMAN DECISION MAKING

ED./DATE: 1994

 

 

COURSE #: D50

SECTION: 81 & 82

COURSE NAME: MANAGEMENT COMMUNICATIONS

INSTRUCTOR: KAREN VAN CAMP

CASEPACK : YES

FIRST ASSIGNMENT: 1. READ CASE PACKET ARTICLES 1-8. TURN IN PROPERLY COMPLETED BIO AND THESIS PAGE (CASE PACKET #2), ESPECIALLY THE 3 THESIS SENTENCES FOR #9. Please be precise.

NOTE: FIRST CLASS REQUIREMENTS WORTH 10 POINTS: ATTENDANCE AND PROPERLY COMPLETED BIO AND THESIS PAGE.

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D52

SECTION: 61

COURSE NAME: ORGANIZATIONAL CHANGE

INSTRUCTOR: ALVA TAYLOR

CASEPACK : YES

FIRST ASSIGNMENT: READ FROM TUNING TO OVERHAUL: THE DIMENSION OF CHANGE IN CASE PACKET. READ TOWARD A DEFINITION OF CORPORATE TRANSFORMATION IN CASE PACKET. BE PREPARED TO DISCUSS THE FOLLOWING QUESTIONS.

  1. WHY DOES CHARACTERIZING CHANGE AS DISCONTINUOUS OR INCREMENTAL MATTER?
  2. HOW DOES THE ROLE OF MANAGEMENT DIFFER DEPENDING ON THE MAGNITUDE OF CHANGE EXPECTED?
  3. WHAT TYPE OF TRANSFORMATION (AS IN THE BLUMENTHAL AND HASPESLAGH TYPOLOGY) DO CORPORATE TURNAROUNDS USUALLY REPRESENT?
  4. WHAT IS THE BIGGEST CHANGE (PROFESSIONAL OR PERSONAL) OF WHICH YOU HAVE FIRST HAND KNOWLEDGE AND EXPERIENCE? WHAT DID YOU LEARN? WHAT WOULD YOU HAVE DONE DIFFERENTLY?

1. TEXT -- REQUIRED

AUTHOR: J. COLLINS AND J. PORRAS

PUBLISHER: HARPER BUSINESS

TITLE: BUILT TO LAST: SUCCESSFUL HABITS OF VISIONARY COMPANIES

ED./DATE: 1994

2. TEXT -- REQUIRED

 

AUTHOR: W. BRIDGES

PUBLISHER: ADDISON-WESLEY

TITLE: MANAGING TRANSITIONS: MAKING THE MOST OF CHANGE

ED./DATE: 1991

 

 

COURSE #: D53

SECTION: 61

COURSE NAME: POWER AND POLITICS

INSTRUCTOR: WILLIAM OCASIO

CASEPACK : YES

FIRST ASSIGNMENT: READ CHAPTERS 1, 2, AND 10 IN THE PFEFFER BOOK; READ MACHIAVELLI SECTIONS IN CASE PACKET AND THEN ANSWER THE FOLLOWING QUESTIONS.

  1. PFEFFER ARGUES THAT POLITICAL WILL AND SKILLS ARE CENTRAL TO BEING AN EFFECTIVE MANAGER/LEADER. WHY? WHY DOES HE PRIVILEGE POLITICS AS A MEANS OF CONTROL, IN PREFERENCE TO FORMAL AUTHORITY AND CULTURE?
  2. WHAT ABOUT ORGANIZATIONS MAKES THEM PLACES WHERE POWER AND INFLUENCE MATTER FOR BEING EFFECTIVE? IDENTIFY A MANAGER/LEADER IN YOUR WORK EXPERIENCES WHO EXERCISES POWER WELL, OR POORLY; BE PREPARED TO EXPLAIN WHAT MAKES THIS PERSON POWERFUL (OR NOT), AND WHY?
  3. MACHIAVELLI’S NOTORIETY/LONGEVITY STEM FROM A DISTINCTIVE APPROACH TO THE ANALYSIS OF POWER-SOURCES AND MECHANISMS-AND TO THE PRACTICAL ETHICS OF ITS USE. WHAT ETHICAL ASSUMPTIONS SHAPE YOUR CURRENT APPROACH TO POLITICAL ANALYSIS AND ACTION?
  4. WHAT KINDS OF POLITICAL SKILLS AND WILL DO YOU NEED TO DEVELOP TO BE SUCCESSFUL IN YOUR CURRENT JOB? IN YOUR CAREER?

1. TEXT -- REQUIRED

AUTHOR: PFEFFER, JEFFREY

PUBLISHER: HBS PRESS

TITLE: MANAGING WITH POWER

ED./DATE: 1992

2. TEXT -- REQUIRED

 

AUTHOR: ROBERT CIALDINI

PUBLISHER: WILLIAM MORROW

TITLE: INFLUENCE: THE PSYCHOLOGY OF PERSUASION

ED./DATE: 4TH EDITION/1993

 

 

COURSE #: D57

SECTION: 81

COURSE NAME: GENDER IN MANAGEMENT

INSTRUCTOR: MARIKA LINDHOLM

CASEPACK : YES

FIRST ASSIGNMENT: READ FIRST FOUR ARTICLES IN CASE PACKET - 1. WOMEN IN MANAGEMENT – THE SPARE SEX 2. WOMEN OF COLOR IN MANAGEMENT: TOWARD AN INCLUSIVE ANALYSIS 3. THE STATUS OF WOMEN MANAGERS IN THE UNITED STATES 4. IF YOU CAN’T JOIN ‘EM, BEAT ‘EM

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D59

SECTION: 81

COURSE NAME: INTERNATIONAL MANAGEMENT TECH.

INSTRUCTOR: MICHAEL RADNOR

CASEPACK : YES

FIRST ASSIGNMENT: READ FIRST FOUR ARTICLES IN CASE PACKET

1. TEXT -- NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

 

COURSE #: D60

SECTION: 61

COURSE NAME: MANAGING GROUPS

INSTRUCTOR: LEIGH THOMPSON

CASEPACK : YES

FIRST ASSIGNMENT: PLEASE CAREFULLY NOTE THAT THERE IS AN ATTENDANCE POLICY FOR THIS COURSE. PREPARED ATTENDANCE IS REQUIRED FOR ALL SESSIONS IN WHICH THERE IS A TEAM EXERCISE. IF A STUDENT MISSES AN EXERCISE HE OR SHE WILL BE PENALIZED ONE LETTER GRADE. IF THE STUDENT FAILS TO INFORM THE INSTRUCTOR OF HIS OR HER ABSENCE IN ADVANCE, THE STUDENT WILL LOSE AN ADDITIONAL LETTER GRADE. EACH STUDENT IS ALLOWED ONE MISS WITHOUT PENALTY, ASSUMING THAT THE INSTRUCTOR HAS BEEN NOTIFIED IN ADVANCE AND THE STUDENT HAS FOUND A REPLACEMENT.

THE ATTENDANCE POLICY WILL BE IN FORCE FROM THE FIRST CLASS SESSION ON. THERE WILL BE AN EXERCISE DURING THE FIRST CLASS SESSION. THOSE NOT IN ATTENDANCE ON THE FIRST DAY WILL LOSE THEIR "FREE MISS" IF THE INSTRUCTOR IS INFORMED THAT THEY WILL NOT BE IN ATTENDANCE. IF THE INSTRUCTOR IS NOT INFORMED, STUDENTS WHO ARE NOT IN ATTENDANCE THE FIRST CLASS SESSION WILL LOSE ONE LETTER GRADE AND THEIR OPTION OF A "FREE MISS". ADDITIONAL TIME WILL BE SPENT DURING THE FIRST CLASS SESSION EXPLAINING THE ATTENDANCE POLICY IF THERE ARE ANY QUESTIONS. EXERCISE ROLE PLAY MATERIALS WILL BE DISTRIBUTED FOR THE FIRST EXERCISE DURING THE ACTUAL CLASS SESSION

1. TEXT -- REQUIRED

AUTHOR: LARSON, CARL E. AND LaFASTO, FRANK M.

PUBLISHER: SAGE

TITLE: TEAMWORK

ED./DATE: 1989

 

 

COURSE #: D70

SECTION: 61

COURSE NAME: NEGOTIATIONS

INSTRUCTOR: KAREN CATES

CASEPACK : YES

FIRST ASSIGNMENT: PLEASE READ FIRST ASSIGNMENT ON SYLLABUS IN CASE PACKET.

PLEASE CAREFULLY NOTE THAT THERE IS AN ATTENDANCE POLICY FOR THIS COURSE. PREPARED ATTENDANCE IS REQUIRED FOR ALL SESSIONS IN WHICH THERE IS A NEGOTIATION. IF A STUDENT MISSES A NEGOTIATION HE OR SHE WILL BE PENALIZED ONE LETTER GRADE. IF A STUDENT FAILS TO INFORM THE INSTRUCTOR OF HIS OR HER ABSENCE IN ADVANCE, THE STUDENT WILL LOSE AN ADDITIONAL LETTER GRADE. EACH STUDENT IS ALLOWED ONE MISS WITHOUT PENALTY, ASSUMING THAT THE INSTRUCTOR HAS BEEN NOTIFIED IN ADVANCE AND THE STUDENT HAS FOUND A REPLACEMENT.

THE ATTENDANCE POLICY WILL BE IN FORCE FROM THE FIRST CLASS SESSION ON. THERE WILL BE A NEGOTIATION DURING THE FIRST CLASS SESSION. THOSE NOT IN ATTENDANCE ON THE FIRST NIGHT WILL LOSE THEIR "FREE MISS" IF THE INSTRUCTOR IS INFORMED THAT THEY WILL NOT BE IN ATTENDANCE. IF THE INSTRUCTOR IS NOT INFORMED, STUDENTS WHO ARE NOT IN ATTENDANCE THE FIRST CLASS SESSION WILL LOSE ONE LETTER GRADE AND THEIR OPTION OF A "FREE MISS". ADDITIONAL TIME WILL BE SPENT DURING THE FIRST CLASS SESSION EXPLAINING THE ATTENDANCE POLICY IF THERE ARE ANY QUESTIONS. NEGOTIATION ROLE PLAY MATERIALS WILL BE DISTRIBUTED FOR THE FIRST NEGOTIATION DURING THE ACTUAL CLASS SESSION.

1. TEXT -- REQUIRED

AUTHOR: FISHER, URY & PATTON

PUBLISHER: PENGUIN BOOKS – NEW YORK

TITLE: GETTING TO YES

ED./DATE: 2ND EDITION/1991

2. TEXT -- REQUIRED

 

AUTHOR: LEWICKI, SAUNDERS & MINTON

PUBLISHER: IRWIN

TITLE: ESSENTIALS OF NEGOTIATION

ED./DATE: 1ST EDITION/1997

3. TEXT -- RECOMMENDED

 

AUTHOR: CIALDINI, ROBERT

PUBLISHER: WILLIAM MORROW

TITLE: INFLUENCE: THE PSYCHOLOGY OF PERSUASION

ED./DATE: 4TH EDITION/1993

 

 

COURSE #: D70

SECTION: 81

COURSE NAME: NEGOTIATIONS

INSTRUCTOR: CHARLES NAQUIN

CASEPACK : YES

FIRST ASSIGNMENT: PLEASE CAREFULLY NOTE THAT THERE IS AN ATTENDANCE POLICY FOR THIS COURSE. PREPARED ATTENDANCE IS REQUIRED FOR ALL SESSIONS IN WHICH THERE IS A NEGOTIATION. IF A STUDENT MISSES A NEGOTIATION HE OR SHE WILL BE PENALIZED ONE LETTER GRADE. IF A STUDENT FAILS TO INFORM THE INSTRUCTOR OF HIS OR HER ABSENCE IN ADVANCE, THE STUDENT WILL LOSE AN ADDITIONAL LETTER GRADE. EACH STUDENT IS ALLOWED ONE MISS WITHOUT PENALTY, ASSUMING THAT THE INSTRUCTOR HAS BEEN NOTIFIED IN ADVANCE AND THE STUDENT HAS FOUND A REPLACEMENT.

THE ATTENDANCE POLICY WILL BE IN FORCE FROM THE FIRST CLASS SESSION ON. THERE WILL BE A NEGOTIATION DURING THE FIRST CLASS SESSION. THOSE NOT IN ATTENDANCE ON THE FIRST NIGHT WILL LOSE THEIR "FREE MISS" IF THE INSTRUCTOR IS INFORMED THAT THEY WILL NOT BE IN ATTENDANCE. IF THE INSTRUCTOR IS NOT INFORMED, STUDENTS WHO ARE NOT IN ATTENDANCE THE FIRST CLASS SESSION WILL LOSE ONE LETTER GRADE AND THEIR OPTION OF A "FREE MISS". ADDITIONAL TIME WILL BE SPENT DURING THE FIRST CLASS SESSION EXPLAINING THE ATTENDANCE POLICY IF THERE ARE ANY QUESTIONS. NEGOTIATION ROLE PLAY MATERIALS WILL BE DISTRIBUTED FOR THE FIRST NEGOTIATION DURING THE ACTUAL CLASS SESSION.

1. TEXT -- REQUIRED

AUTHOR: THOMPSON, LEIGH

PUBLISHER: PRENTICE-HALL

TITLE: THE MIND AND HEART OF THE NEGOTIATOR

ED./DATE: 1ST EDITION/1998

 

 

COURSE #: D70

SECTION: 82

COURSE NAME: NEGOTIATIONS

INSTRUCTOR: JOHN OESCH

CASEPACK : YES

FIRST ASSIGNMENT: PLEASE CAREFULLY NOTE THAT THERE IS AN ATTENDANCE POLICY FOR THIS COURSE. PREPARED ATTENDANCE IS REQUIRED FOR ALL SESSIONS IN WHICH THERE IS A NEGOTIATION. IF A STUDENT MISSES A NEGOTIATION HE OR SHE WILL BE PENALIZED ONE LETTER GRADE. IF A STUDENT FAILS TO INFORM THE INSTRUCTOR OF HIS OR HER ABSENCE IN ADVANCE, THE STUDENT WILL LOSE AN ADDITIONAL LETTER GRADE. EACH STUDENT IS ALLOWED ONE MISS WITHOUT PENALTY, ASSUMING THAT THE INSTRUCTOR HAS BEEN NOTIFIED IN ADVANCE AND THE STUDENT HAS FOUND A REPLACEMENT.

THE ATTENDANCE POLICY WILL BE IN FORCE FROM THE FIRST CLASS SESSION ON. THERE WILL BE A NEGOTIATION DURING THE FIRST CLASS SESSION. THOSE NOT IN ATTENDANCE ON THE FIRST NIGHT WILL LOSE THEIR "FREE MISS" IF THE INSTRUCTOR IS INFORMED THAT THEY WILL NOT BE IN ATTENDANCE. IF THE INSTRUCTOR IS NOT INFORMED, STUDENTS WHO ARE NOT IN ATTENDANCE THE FIRST CLASS SESSION WILL LOSE ONE LETTER GRADE AND THEIR OPTION OF A "FREE MISS". ADDITIONAL TIME WILL BE SPENT DURING THE FIRST CLASS SESSION EXPLAINING THE ATTENDANCE POLICY IF THERE ARE ANY QUESTIONS. NEGOTIATION ROLE PLAY MATERIALS WILL BE DISTRIBUTED FOR THE FIRST NEGOTIATION DURING THE ACTUAL CLASS SESSION.

1. TEXT -- REQUIRED

AUTHOR: LEWICKI, SAUNDERS AND MINTON

PUBLISHER: RICHARD D. IRWIN

TITLE: ESSENTIALS OF NEGOTIATION

ED./DATE: 2ND EDITION/1997

 

 

COURSE #: D70

SECTION: 83

COURSE NAME: NEGOTIATIONS

INSTRUCTOR: JARED PRESTON

CASEPACK : YES

FIRST ASSIGNMENT: READ SOME ORGANIZING QUESTIONS IN THE CASE PACKET; READ NEGOTIATION TECHNIQUES IN CASE PACKET; READ WINNING AT THE SPORT OF NEGOTIATION IN CASE PACKET.

 

PLEASE CAREFULLY NOTE THAT THERE IS AN ATTENDANCE POLICY FOR THIS COURSE. PREPARED ATTENDANCE IS REQUIRED FOR ALL SESSIONS IN WHICH THERE IS A NEGOTIATION. IF A STUDENT MISSES A NEGOTIATION HE OR SHE WILL BE PENALIZED ONE LETTER GRADE. IF A STUDENT FAILS TO INFORM THE INSTRUCTOR OF HIS OR HER ABSENCE IN ADVANCE, THE STUDENT WILL LOSE AN ADDITIONAL LETTER GRADE. EACH STUDENT IS ALLOWED ONE MISS WITHOUT PENALTY, ASSUMING THAT THE INSTRUCTOR HAS BEEN NOTIFIED IN ADVANCE AND THE STUDENT HAS FOUND A REPLACEMENT.

THE ATTENDANCE POLICY WILL BE IN FORCE FROM THE FIRST CLASS SESSION ON. THERE WILL BE A NEGOTIATION DURING THE FIRST CLASS SESSION. THOSE NOT IN ATTENDANCE ON THE FIRST NIGHT WILL LOSE THEIR "FREE MISS" IF THE INSTRUCTOR IS INFORMED THAT THEY WILL NOT BE IN ATTENDANCE. IF THE INSTRUCTOR IS NOT INFORMED, STUDENTS WHO ARE NOT IN ATTENDANCE THE FIRST CLASS SESSION WILL LOSE ONE LETTER GRADE AND THEIR OPTION OF A "FREE MISS". ADDITIONAL TIME WILL BE SPENT DURING THE FIRST CLASS SESSION EXPLAINING THE ATTENDANCE POLICY IF THERE ARE ANY QUESTIONS. NEGOTIATION ROLE PLAY MATERIALS WILL BE DISTRIBUTED FOR THE FIRST NEGOTIATION DURING THE ACTUAL CLASS SESSION.

1. TEXT -- REQUIRED

AUTHOR: MAX BAZERMAN AND MARGARET NEALE

PUBLISHER: THE FREE PRESS

TITLE: NEGOTIATING RATIONALLY

ED./DATE: 1992

 

COURSE #: G12

SECTION: 61

COURSE NAME: CROSS CULTURAL NEGOTIATION

INSTRUCTOR: JEANNE BRETT

CASEPACK : YES

FIRST ASSIGNMENT: READ GETTING TO YES (ALL OF IT) AND THE PROS AND CONS OF GETTING TO YES. STUDENTS ARE EXPECTED TO PARTICIPATE IN ALL NEGOTIATION EXERCISES. ONE-ON-ONE EXERCISES ARE FREQUENTLY SCHEDULED OUTSIDE OF CLASS, AND CAN BE ARRANGED TO BE NEGOTIATED AT STUDENTS’ CONVENIENCE. GROUP EXERCISES INVOLVE A LARGE NUMBER OF PEOPLE AND CANNOT BE RESCHEDULED. NEGOTIATION EXERCISE DAYS ARE INDICATED IN THE SYLLABUS WITH AN *. THE SYLLABUS IS AVAILABLE FROM THE OB DEPARTMENT SECRETARY AT 491-3470 AND IN THE CASE PACKET. DATES OF IN-CLASS NEGOTIATIONS WILL NOT BE CHANGED.

1. TEXT -- REQUIRED

AUTHOR: FISHER, R., URY, W., PATTON, B.,

PUBLISHER: PENGUIN BOOKS– NEW YORK

TITLE: GETTING TO YES

ED./DATE: 2ND EDITION/1991