1BPY7A2 Conflict Resolution Module Outline BB 2010-2011

8/3/2019 1BPY7A2 Conflict Resolution Module Outline BB 2010-2011

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M.Sc. Business Psychology

Conflict Resolution: Negotiation

1BPY7A2

Teaching Team Stephen Benton (Module Leader)

Julian Mitchell

Rachel Wingert

Friday Regent Street

Room 401

14.00-17.00

First class: Friday 1st October

Assessment November 12th

1 Case Analysis: report (20%) and presentation

(5%): combined value 25%

1 In class written analysis (1hr.) 25%

December 3rd

December 17th

End of Module: Written In class assessment 50%

In class written exam, Duration 2 hours 15 minutes.

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SB

Week 1 Aims and Objectives of the module. General introduction to what is negotiation.Consideration of behaviours and stages that characterise negotiation andconflict. The impact of Human Information processing biases and limits on thenegotiation-conflict continuum.

Exercise Working in groups: Identify 5 interpersonal mistakes that can intensify conflict(15-20) minutes. Write on Flip chart provided. Present 5 minute

summary of your teams thinking. Group member to act as observer: note

behaviours, which fit into categories from the 5-segment model. Feedback

2mins.

Reading: Negotiating, Persuading and Influencing. (1997) Alan Fowler. IPD.

The Essence of Negotiation. (1995) Hiltrop and Udall. Prentice Hall.

ISBN 0-13-349895-6

Module Text Book: Chapters from: Negotiation. Readings, exercises and Cases. 3rd edition.

(2000) Lewicki et al. McGraw-Hill. ISBN 0-07-118307-8

Section ONE (pp 1-7) and Chapter1 Managing Conflict. L. Greenhalgh

Psychology in Organizations. The Social Identity approach. (2001) Haslam, S.

Chapter 7. Intergroup Negotiation and Conflict Management.

Sage. ISBN 0-7619-6158-5.

On line resource:

How is it that negotiation brings two parties together who

have different, even completely opposite, interests andenables them to reach an agreement that is acceptable andaccepted by both of them?

SB

Week 2 What do we know about the underlying dynamics of conflict? The impact of styleand strategy over substance.

Exercise Working in groups, profile the attributes of a successful negotiator.Application of weights (relative importance). Groups to record the

profiles and present them to the class. Group member to act as observer:(target observations will be assigned to observer. Feedback 2mins.

Followed by class discussion of attributes.

The groups must keep a group record of all seminar materials theyproduce.

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Essential Negotiation [1-86197-570-8]

Kennedy, Gavin.

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Reading: Chapters from: Negotiation. Readings, exercises and Cases. (2000) Lewicki et al.1.2 Strategic choice. Pruitt and Rubin.

1.3 Consider Both the Relationships and Substance when

Negotiating Strategically. Savage et al.

(1) Fisher R, Ury W & Patton B Getting to Yes: Negotiating Agreementwithout Giving In: The Secret to Successful Negotiation. Random House

Business Books(2003), ISBN-13: 978-1844131464

Section: The Method Chapters 2-5.

(5) Essentials of Negotiation 4th edition, Roy Lewicki, Bruce Barry, David M.Saunders. Boston, Mass. : London : McGraw-Hill, 2007, ISBN-13:

978- 0071254274

Strategies: Section TWO in: Negotiation. Readings, exercises and CasesLewicki (2000) et al.

Chapters 2.1, How to plan for Negotiations

2.2 Preparing for Negotiations

2.3 Framing and reframing.

On line resource:

International Negotiation Hague, The Netherlands Kluwer Law International infoLinX

Introduction Bias, Penegotiations and Leverage in Mediationpp. 305-310(6)

Author:Zartman, William I.

Week 3 Approaches to Negotiation. Interests, Rights and Power.Positioning and Principled breakthrough strategies.

Exercise Groups to script a position-taking and counter position barrier within aworkplace environment. Group member to act as observer: (target

observations will be assigned to observer. Feedback 2mins.

Reading: Getting Disputes Resolved. Designing Systems to Cut the Costs ofConflict. Ury, Brett and Goldberg. PON Books. 1993.

Chapter 1 Three Approaches to Resolving Disputes: Interests, Rights

and Power.

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Getting Past No. Negotiating Your Way From Confrontation to

Cooperation. W. Ury. Bantam Books. 1993.

Chapter 1 Breaking through Barriers to Cooperation.

Negotiation. 2nd edition. Lewicki et al. IRWIN 1993

The Skills of Negotiating. B. Scott. Gower. 1989.Chapter 1 Creating the climate.

Chapter 2 The Opening Process

Conflict Management : a practical guide to developing negotiationstrategies( 2007)

Barbara A. Budjac. Pearson Prentice Hall

Week 4 Guest Lecturer: Rachel Wingert An examination of behavioural skills associated with best practice in negotiating.

How to translate week 3 strategies into behavioural practice?

Reading:Never Take NO for an Answer: A Guide to Successful Negotiating. 2nd

Edition. Samfrits le Poole. Kogan Page. 1995.

Chapter 5. On Preparation

Getting Past NO. W. Ury. 1993

Section 2. Using the breakthrough strategy.

(4) Negotiation.. Lewicki et al.Chapter 10.1 The Behaviour of Successful Negotiators. N. Rackman.

Chapter 10.2 Six Basic Interpersonal Skills for a Negotiators Repertoire.

Fisher and Davis.

Chapter 10.3 Our Game, Your Riules: Developing Effective Negotiating Approaches.Greenhalgh and Gilkey.

(5) Essentials of Negotiation 4th edition, (2007), Roy Lewicki, Bruce Barry, David M.Saunders.Boston, Mass.: London: McGraw-Hill, ISBN-13: 978-0071254274

Exercise Groups to produce a profile of key attributes associated witheffective negotiating strategies. Flip chart and observationreporting process by team member.

Week 5 WORKSHP : Negotiation (RW, SB, JG)

READING Getting to YES. Fisher and Ury. (2000).Part 3. YES...but. Chapters 6-8

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Negotiation. 2nd edition. Lewicki et al. IRWIN 1993

Chapter 3.1 Winning at the Sport of Negotiation. B. Gray.

Chapter 3.2 Negotiation techniques. C. Craver.

Chapter 3.3 How to Negotiate Practically Anything. Woolf.

ACAS reading materials to be provided.

Week 6 Personality and Conflict Styles

How much use are models of personality in diagnosing sources of

interpersonal conflict? This session will examine some of the recognised

behavioural barriers to resolution from perspectives provided by models

of personality.

Exercise: Teams to identify the key behaviours associated with

miscommunication between individuals and mis matched transactions

during the resolution of differences. From this the teams will create a

profile identifying those behaviours that act as sources of information de

gradation and likely sources of defensive responses.

READING

Berens, L V (2000) Understanding Yourself and Others: An Introduction to

Temperament. Telos Publications.

Florence Littauer (1992).Personality Plus: How to Understand Others by

Understanding Yourself. Fleming H Revell Co.

Robertson, R (1992)Introducing Jungian Psychology, Colour Books Ltd.

Week 7

ASESSMENT Individual Case Report PresentationsTopic: Examine what is meant by the term Negotiation Style andconsider how styles can shape the quality of information exchanged.

Week 8 SB Organisations and Negotiation. Negotiation Breakdowns: Causes andCures. Diagnosis and design of dispute resolution systems. Consideration

of how dispute resolution systems vary across cultures and why

they should. Consideration of tables based upon Hofstedes findings

Exercise: Negotiation within the Joint venture environment.Problems what problems? Design a system of safe guards able to resolve

disputes that are characterised by joint mis-perception of cause and cure.

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Using Hofstedes findings select opposite cultures, using the four factors.

Taking the American behaviour data as illustrative of one end point

develop, from the perspective of the opposite culture, effective negotiating

practices which preserve the cultural values. E.G. WEST EAST.

Reading: Never Take NO For an Answer. A Guide to Successful Negotiation. 2ndEdition. Samfrits le Poole. Kogan Page.1995.

Chapter 12. International Negotiations.

(4) Negotiation. Lewicki et al. (fifth edition)Chapter 14.1 Making Deals in Strange Places...... J. Salacuse

Chapter 14.2 Rethinking the Culture-Negotiation Link. R. Janosik.

Chapter 14.3 The Japanese Negotiation Style. J.Graham and Yoshihiro

Sano

Guest Lecturer: Julian GibsonWeek 9 Skills and Strategies for managing the mediation process.

Exercises: Identification of Anxiety cues, the role of questioning and feedback inManaging anxiety in others.

Reading: Facilitation . Providing Opportunities for Learning. T. Bentley. McGraw- Hill. 1994or 1998 Part Two: Facilitation Skills. Chapters 6-11.

(4) Negotiation. Lewicki et al. Section 6

Chapter12.1 Psychological Traps. J.Rubin.

(2) Facilitation . Providing Opportunities for Learning. T. Bentley. McGraw-

Hill. (2000). Part 3. Chapters 12-17.

Week 10 ASSESSMENT: TOPIC Breakthrough Strategies. 1 hour written

assessment:

Class continues after break: SB and the Cognitive and Emotional impact

of the: BATNA

Week 11 Independent Study

10th December

Week 12

Assessment: In Class Written Analysis of Case Study

17th December

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2hr 15 minute written exam

Christmas Vacation

Module Guest lecturers:

Julian Mitchell (Senior ACAS mediator)

Rachel Wingert (Barrister at law)

Recommended Books:(1) Fisher R, Ury W & Patton B Getting to Yes: Negotiating Agreement without

Giving In: The Secret to Successful Negotiation. Random House Business Books (2003),

ISBN-13: 978-1844131464

(2) Bentley T (2000) Facilitation: Providing Opportunities for Learning, 2nd edition.

Stroud : Space Between.

(3) The Art and Science of Negotiation by Howard Raiffa , Harvard University Press;

New Ed edition (1990) , ISBN-13: 978-0674048133

(4) Negotiation: Readings, Exercises, and Cases 3rd edition (or 4th,5th editions, but

chapter ordering will vary) ISBN 0-07-118307-8

Roy J. Lewicki, Bruce Barry & David M. Saunders, Boston, Mass. : London : McGraw-

Hill, ( 2007). ISBN-13: 978-0072973105

(5) Essentials of Negotiation 4 th edition, Roy Lewicki, Bruce Barry, David M.

Saunders. Boston, Mass. : London : McGraw-Hill, 2007, ISBN-13: 978-0071254274

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1BPY7A2 Conflict Resolution Module Outline BB 2010-2011

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