TERM: Winter 2007

COURSE #: 470

SECTION: 91

COURSE NAME: Negotiations

INSTRUCTOR: Christopher W. Bauman

CASEPACK (YES or NO?): YES

FIRST ASSIGNMENT:

Please read Getting to Yes before the first class session.

ATTENDANCE  POLICY:

Please carefully note that there is a strict attendance policy for this course. Attendance is mandatory for the first class session.  If you do not attend the first class you will be dropped from the course and a student from the waiting list will be added in your place. Additionally, attendance is required for all sessions so that all students benefit from the negotiation exercises.  You may miss one negotiation exercise without penalty, but only if you provide advance notice to the instructor.  If you do not notify the instructor in advance of a missed negotiation exercise, you will lose a full letter grade on your overall course grade.  If you miss a second exercise, you will lose a full letter grade on your overall course grade regardless of whether you notify the instructor in advance.  More details of the attendance policy will be discussed on the first night of class.

1.  TEXT  --   REQUIRED 

AUTHOR: Fisher, Ury, & Patton

PUBLISHER: Penguin Books

TITLE: Getting to Yes

ED./DATE: Second Edition, 1991

 

 

 

 

 

 

 

 

 

 

 

 

TERM: Winter 06-07

COURSE #: INTL 474

SECTION: 61

COURSE NAME: Cross-Cultural Negotiation

INSTRUCTOR:  Jeanne Brett

CASEPACK - YES or NO?:  Yes

FIRST ASSIGNMENT:

I am looking forward to the beginning of Winter Quarter and our class on cross-cultural negotiations. I want to call your attention to three things:

  1. There is a class attendance policy.  To hold your place in class you must attend the first class.  However, we are living in rather uncertain times.  In case of emergency, please let me know by email or phone, that you wish me to hold your place in class and an expected arrival time. 
  2. There is a web survey for the class. (You may have to cut and paste into your browser.)

http://www9.kellogg.northwestern.edu/main/brett/brett!INTL474_Winter.poll.html

The survey is not a requirement, but you’ll probably be glad you did it. Please complete the web survey prior to reading Getting to Yes which is the pre-class assignment. The survey only takes a few minutes to complete.  I’ll have the computer generate a personal report for you that allows you to benchmark your values and norms against those of managers from many different cultures. You should be able to access this web survey from any computer, anywhere.  Let me know if you have a problem.

  1. Read Getting to Yes before the first class.  This only seems like a big assignment, it’s an easy afternoon at the beach or by the fire. 

IS ATTENDANCE AT FIRST CLASS MANDATORY – YES OR NO?:

1.  TEXT - REQUIRED or RECOMMENDED?:

AUTHOR: Fisher, R., Ury, W., & Patton, B.

PUBLISHER: New York: Penguin 2001.

TITLE: Getting to Yes

ED./DATE: 2001

 

TERM: Winter 06-07

COURSE #: MORS 451

SECTION: 81

COURSE NAME:  Implementing Strategy: The Role of Organization Design

INSTRUCTOR: Robert D. Dewar

CASEPACK - YES or NO?: YES

FIRST ASSIGNMENT:

Please read pages 1 to 11 in the Galbraith text.

Also read the Goold and Campbell article, “Do you have a well designed organization?” in the case packet.

IS ATTENDANCE AT FIRST CLASS MANDATORY – YES OR NO?

See syllabus for full explanation.  You are allowed to miss one class, after that each absence (defined as missing all or part of a class session) costs 2.5 points.  The way the point system works, an additional absence could easily lower your grade one letter.  Groups will be formed and content and assignments explained during the first class.  The first class would not be a good one to miss. 

1.  TEXT - REQUIRED or RECOMMENDED?: Text Required

AUTHOR: Jay Galbraith

PUBLISHER: Addison Wesley

TITLE: Competing with Flexible Lateral Organizations

ED./DATE: Second Edition, 1994

2.  TEXT - REQUIRED or RECOMMENDED?:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

TERM: Winter 06-07

COURSE #: 914

SECTION: 61, 62

COURSE NAME: Bargaining Games

INSTRUCTOR: Murnighan

CASEPACK - YES or NO?: Yes

FIRST ASSIGNMENT: Read the Preface and Chapter 1 (Introduction) prior to the first class

DO NOT READ ANYTHING ELSE PRIOR TO THE FIRST CLASS.  Thank you.

IS ATTENDANCE AT FIRST CLASS MANDATORY – YES OR NO?: 

Missing the first class is only acceptable with a confirmed, written request.

1.  TEXT - REQUIRED or RECOMMENDED?: No

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

2.  TEXT - REQUIRED or RECOMMENDED?:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

TERM: Winter 2007

COURSE #:  452

 SECTION: 61

 COURSE NAME: Leading the Strategic Change Process  

 INSTRUCTOR:  Ithai Stern

 CASEPACK:  YES

FIRST ASSIGNMENT:

Please read: 

-      “Sense and Reliability,” Harvard Business Review, Karl E. Weick & Diane Coutu, (2003)

In addition, please read the following short case and be prepared to discuss the subsequent questions:

-         “Prepare your Organization to Fight Fires” (Weick – HBS).

       As you prepare this case, please consider the following questions:

1.                    1. Would you have dropped your tools? Why or Why not?

2.                    2. Would you have jumped inside of Dodge’s backfire? Why or Why not?

3.                    3. What was needed here to save the smokejumpers’ lives?

I look forward to meeting you!

Attendance Policy:  If you are not able to attend any class, I expect that you email me prior to the beginning of class at i-stern@kellogg.northwestern.edu and let me know why you are not able to attend.  Frequent or unexcused absences that reflect lack of commitment to the course will seriously affect the course grade.

 

TERM: Winter 2007

COURSE #:  452

 SECTION: 62

 COURSE NAME: Leading the Strategic Change Process  

 INSTRUCTOR:  Ithai Stern

 CASEPACK:  YES

FIRST ASSIGNMENT:

Please read: 

-      “Sense and Reliability,” Harvard Business Review, Karl E. Weick & Diane Coutu, (2003)

In addition, please read the following short case and be prepared to discuss the subsequent questions:

-         “Prepare your Organization to Fight Fires” (Weick – HBS).

       As you prepare this case, please consider the following questions:

3.                    1. Would you have dropped your tools? Why or Why not?

4.                    2. Would you have jumped inside of Dodge’s backfire? Why or Why not?

4.                    3. What was needed here to save the smokejumpers’ lives?

I look forward to meeting you!

Attendance Policy:  If you are not able to attend any class, I expect that you email me prior to the beginning of class at i-stern@kellogg.northwestern.edu and let me know why you are not able to attend.  Frequent or unexcused absences that reflect lack of commitment to the course will seriously affect the course grade.

 

TERM: Winter 06-07

COURSE #: 470

SECTION: 92,94

COURSE NAME: Negotiations

INSTRUCTOR: Roderick I. Swaab

CASEPACK (YES or NO?): YES

FIRST ASSIGNMENT:

Please read Getting to Yes before getting to class. 

You don't have any reading from the case packet before the class, and in fact, you should not do any readings from it in advance.  However, I would like you to think about the following questions before coming to class.

(1) Up to this point, what has been your most challenging/rewarding/worst negotiation experience?

(2) What are the types of negotiations you have encountered in your work experience? What is the biggest personal or work related negotiation you will conduct in the next 6 months?

ATTENDANCE  POLICY:

Please carefully note that there is a strict attendance policy for this course. Attendance is mandatory for the first class session.  If you do not attend the first class you will be dropped from the course and a student from the waiting list will be added in your place. Additionally, attendance is required for all sessions so that all students benefit from the negotiation exercises.  You may miss one negotiation exercise without penalty, but only if you provide advance notice to the instructor.  If you do not notify the instructor in advance of a missed negotiation exercise, you will lose a full letter grade on your overall course grade.  If you miss a second exercise, you will lose a full letter grade on your overall course grade regardless of whether you notify the instructor in advance.  More details of the attendance policy will be discussed on the first night of class.

1.  TEXT  --   REQUIRED 

AUTHOR: Fisher, Ury, & Patton

PUBLISHER: Penguin Books

TITLE: Getting to Yes

ED./DATE: Second Edition, 1991

 

TERM: WINTER 06-07

COURSE #: 450

SECTION: 91

COURSE NAME:  MANAGEMENT COMMUNICATION

INSTRUCTOR: Karen Van Camp

CASEPACK: Purchased in class, not in bookstore.

FIRST ASSIGNMENT:

1st class is mandatory.

Any questions, please call  847-256-5332

1.  TEXT  --   REQUIRED:

AUTHOR: James Humes

PUBLISHER: Prima Publishing (Crown)

TITLE: Speak Like Churchill, Stand Like Lincoln

ED./DATE: 2002

2.  TEXT  --   RECOMMENDED:

AUTHOR:

PUBLISHER

TITLE:

ED./DATE:

   

 

TERM: Winter 06-07

COURSE #: MORS 470

SECTION: 61, 62

COURSE NAME: Negotiations

INSTRUCTOR: Victoria Husted Medvec

CASEPACK (YES or NO?): 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 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.

ATTENDANCE  POLICY:

The attendance policy will be in force from the first class session on.

1.  TEXT  --   REQUIRED:

AUTHOR: Howard Raiffa

PUBLISHER: Harvard University Press

TITLE: The Art and Science of Negotiation

ED./DATE: 1982

 

TERM: Winter 07

COURSE #: MORS 470

SECTION: 93

COURSE NAME: Negotiations

INSTRUCTOR: Gail Berger

CASEPACK (YES or NO?): 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 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.

On the first night of class please be prepared to turn in a copy of your resume, and brief answers to the following questions:

1. Currently, how would you assess your negotiation skills?  Do you believe that you have any particular strengths or weaknesses? 

2. Given your current skill-set and your personal objectives, you should set a couple of specific goals for yourself.

(Note:  This “mini-assignment” will be factored into the participation and professionalism component of your grade.)

ATTENDANCE  POLICY:

The attendance policy will be in force from the first class session on.

1.  TEXT  --   REQUIRED: NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE: