Lovely Professional University,Punjab

Format For Instruction Plan [for Courses with Lectures and Tutorials

Course No MGT549

Cours Title CONFLICT MANAGEMENT AND NEGOTIATION SKILLS

Course Planner 15016 :: Jaschetan Deep Kaur

Lectures Tutorial Practical Credits 3 1 0 4

Text Book:

1 Barbara A. Conflict Management. Pearson Education, New Delhi, 1st ed. 2007.

2 Carrell Michael R. & Heavrin Christina, J. D. Negotiating Essentials. Theory, Skills and Practices. Pearson Education, New Delhi 1st ed. 2008.

Other Specific Book:

3 Luecke and Patterson, How to become a better negotiator, American Marketing Association, 2nd 2008.

Other Reading Sr No Jouranls atricles as compulsary readings (specific articles, Complete reference) 4 conflict resolution: http://www.mindtools.com/pages/article/newLDR_81.htm 5 Finding the Right Negotiation Style- http://www.mindtools.com/pages/article/newCS_80.htm 6 video case- culture and personality- http://www.cengage.co.uk/colekelly7/students/Video%20Cases/Chapter%2015%20-%20Video%20Case%20Study %20103.pdf 7 Mental Mechanisms- http://allpsych.com/psychology101/defenses.html 8 Mental Mechanisms- http://nclex.ucoz.net/_ld/0/29_Defencemechanis.pdf 9 Mental Mechanisms- http://psychcentral.com/lib/2007/15-common-defense-mechanisms/ 10 Mental Mechanisms- http://homepage.ntlworld.com/kate.broom/newate/at_the_end/mentalmechanisms.htm 11 Van Bolton Resolving a Labour Management Dispute- HBR case( available in Resource file) 12 Trouble in Paradise- HBR case(educator copy-available in resource file) 13 breakthrough bargainning - HBR article(available in resource file) 14 collaborative vs competitive approach- Article available in resource file 1 Approved for Autumn Session 2011-12

15 negotiation analysis- Article available in resource file 16 conflict resolution- article available in resource file 17 Conflict Resolution -HBR Article available in resource file 18 Intra-functional conflict: http://proquest.umi.com/pqdweb? index=11&did=1462843161&SrchMode=1&sid=4&Fmt=6&VInst=PROD&VType=PQD&RQT=309&VName=PQD&TS=1263201464&clientId=129893 19 Leadership today: less charisma, more consensus,MIT SLOAN MANAGEMENT REVIEW,by Shellie Karabell,http://knowledge.insead.edu/leadershipinseadinitiative. cfm?vid=362 20 Conflict and Culture- http://www.epjournal.net/filestore/ep07208233.pdf 21 http://www.people.hbs.edu/kmcginn/PDFs/Publishedarticles/2000-ARP-Negotiations.pdf 22 Negotiating a Salary raise in a tough Climate- HBR Case( Available in resource file) 23 Ethics in Negotiation- HBR Article(available in resource file) 24 Can you break the cycle of bad communication?- article HBR-available in resource file 25 Trust in Negotiation. -HBR Article-available in resource file Relevant Websites Sr. No. (Web adress) (only if relevant to the courses) 26 http://www.managementhelp.org/intrpsnl/basics.htm 27 http://papers.ssrn.com/sol3/papers.cfm?abstract_id=735063 28 http://papers.ssrn.com/sol3/papers.cfm? abstract_id=305068&rec=1&srcabs=735063 Salient Features Basics of Conflict Management Exploring the Relationships between the Big Five Personality Factors, Conflict Styles, and Bargaining Behaviors Types of Conflict and Personal and Organizational Consequences

29 http://student.mybskool.com/studyroom.php? Conflict and negotiation videos action=studyroom&cboSubject=20&chapter=477&course=6&I D=1716 30 http://student.mybskool.com/studyroom.php? Videos on personality action=studyroom&cboSubject=20&chapter=149&course=6&I D=845 31 http://www.davidhowardtraining.com/pdfs/JM %20Cars_neg_ex.pdf Negotiation exercise

Detailed Plan For Lectures

Week Number Lecture Number Lecture Topic Chapters/Sections of Pedagogical tool Textbook/other Demonstration/case reference study/images/anmatio n ctc. planned

Approved for Autumn Session 2011-12

Part 1
Week 1 Lecture 1 Conflict: Different thoughts on conflict. Constructive ->Reference and Destructive Conflict.Conflict, Chaos and :1,Chapter 3 complexity theories Systems approach to conflict Diagnosis. Managing, ->Reference Conflict resolution - HBR using, resolving conflict through :1,Chapter 3 Article negotiation. ->Reference :16,Article Personality: facets of personality ->Reference video case- Culture and :1,Chapter 2 personality ->Reference :6,case ->Reference :16,Article ->Reference :1,Chapter 2

Lecture 2

Lecture 3

Week 2

Lecture 4 Lecture 5 Lecture 6

Impact of personality on negotiation approach and temperament Self-monitoring, competitiveness and type A and type B personality Jungian personality preferences, four main alternative preferences and temperaments Mental Mechanisms: Major and Minor mental mechanisms Mental Mechanisms: Major and Minor mental mechanisms

Week 3

Lecture 7 Lecture 8 Lecture 9

->Reference :8,Article ->Reference :9,Article ->Reference :10,Article ->Reference :11,Article

Article

Negotiation: All human interaction is negotiation, ->Reference Article on negotiation Negotiation and its components. Personal nature of :1,Chapter 1 styles Negotiation ->Reference :5,article ->Reference :16,Article Conscious and Unconscious determinants of Negotiation performance ->Reference :1,Chapter 1

Week 4

Lecture 10

Part 2
Week 4 Lecture 11 Lecture 12 Rules of negotiation, Negotiation process and preparation Team Negotiation ->Reference :1,Chapter 13 & 14 ->Reference :1,Chapter 13 & 14 ->Reference :1,Chapter 16 ->Reference :1,Chapter 4

Week 5

Lecture 13

Negotiation style: Four major negotiation styles (avoidance, competitive, compromising and collaborative),

Approved for Autumn Session 2011-12

Week 5

Lecture 14 Lecture 15

choosing the appropriate style, Alternative styles, strategies and techniques of negotiation Understanding the importance of perception.

->Reference :1,Chapter 4 & 15 ->Reference :1,Chapter 4 & 15 ->Reference :1,Chapter 9&10

Week 6

Lecture 16

Understanding the concept of power in negotiation. ->Reference :1,Chapter 9&10 ->Reference :1,Chapter 6 &17 Understanding the importance communication and leadership and public relations in negotiation. Understanding the importance communication and leadership and public relations in negotiation. ->Reference Article- can you break :1,Chapter 6 &17 the cycle of bad ->Reference :24,Article communication? ->Reference :1,Chapter 6 &17 ->Reference :1,Chapter 12 & 18 ->Reference :1,Chapter 12 &18 ->Reference :2,Chapter 7 ->Reference :5,article ->Reference :11,case ->Reference :1,Chapter 12 & 18 Persuasion exercise, case on labour management

Lecture 17

Lecture 18

Week 7

Lecture 19

Principles of persuasion, Third party intervention.

Lecture 20 Lecture 21

Principles of persuasion, Third party intervention. Revision

MID-TERM Part 3
Week 8 Lecture 22 Distributive bargaining: Classical distributive bargaining. Opening offers, Counteroffers. Role of norms ->Reference :2,Chapter 3

Lecture 23

Integrative bargaining: integrative versus distributive ->Reference article bargaining :2,Chapter 4 ->Reference :5,article ->Reference :13,article the categorization method, interested based bargaining Gaining leverage through power and persuasion: leveraging power from your BATNA (Best Alternative To a Negotiated Agreement) ->Reference :2,Chapter 4 ->Reference :2,Chapter 5

Lecture 24 Week 9 Lecture 25

Approved for Autumn Session 2011-12

Week 9

Lecture 26

Gaining leverage through power and persuasion: leveraging power from your BATNA (Best Alternative To a Negotiated Agreement) leveraging the sources of power, leveraging power through persuasion leverage power through pressure tactics

->Reference :2,Chapter 5 ->Reference :22,Case ->Reference :2,Chapter 5 ->Reference :2,Chapter 5

Negotiating a Salary hike- case

Lecture 27 Week 10 Lecture 28

Part 4
Week 10 Lecture 29 Lecture 30 Ethics- fairness, trust ,Values and behaviours in negotiations Fairness - substantive and procedural fairness in negotiation ->Reference :2,Chapter 8 ->Reference :2,Chapter 8 ->Reference :23,Case Article

Week 11

Lecture 31

Fairness - substantive and procedural fairness in ->Reference negotiation. Appropriate or inappropriate negotiating :2,Chapter 8 tactics Trust -bases and relationship in negotiating trust,Trust and distrust, establishing trust Trust -bases and relationship in negotiating trust,Trust and distrust, establishing trust Closing the deal and post negotiation evaluation ->Reference :25,Article Article -Trust in Negotiation. ->Reference :2,Chapter 10 ->Reference :26 ->Reference :2,Chapter 10 Article on organisational consequences

Lecture 32 Lecture 33 Week 12 Lecture 34

Lecture 35 Lecture 36

Agreement template, closing stage, moving past statement and building a relationship Revision

Spill Over
Week 13 Lecture 37 Lecture 38 Conflict and culture Individual differences in negotiation effectiveness ->Reference :20,Article on conflict and culture ->Reference :21,Article

Details of homework and case studies

Approved for Autumn Session 2011-12

Homework No.

Objective

Topic of the Homework

Nature of homework (group/individuals/field work Individual

Evaluation Mode

Allottment / submission Week 11 / 11

Quiz 1

Revision of what Quiz of the topics covered till date has been taught in class To develop analytical skills of the students To make students have an insight of the organizational issues that crop up in workplaces. Case Study would be allotted to students by the faculty. The student needs to prepare a report and submit the analysis followed by Presentation

10 marks quiz containing all questions of 1 mark each 5 marks for report submission and 5 marks for presentation Evaluative points a & b carry 5 marks. Evaluative Points c,d,e carry 5 marks

Homework 1

Group

2/4

Homework,Quiz 2

Students will select one organization/industry and identify current Individual conflict/ Problem in that organization and provide a detailed report on a) Type and sources of conflict b) Defense Mechanisms involved c) stages of Negotiation Process d)Negotiation tactics/style involved e) Suggestions/Conclusion Evaluative points -a & b carry 5 marks. Evaluative Points c,d,e carry 5 marks

8 / 10

Scheme for CA:out of 100*

Component Homework,Quiz Frequency 2 Total :Out Of 3 Each Marks Total Marks 10 10 20 20

* In ENG courses wherever the total exceeds 100, consider x best out of y components of CA, as explained in teacher's guide available on the UMS

Plan for Tutorial: (Please do not use these time slots for syllabus coverage)
Tutorial No. Lecture Topic Type of pedagogical tool(s) planned (case analysis,problem solving test,role play,business game etc)

Tutorial 1 Tutorial 2 Tutorial 3 Tutorial 4 Tutorial 5 6

Intra-functional conflict- Reference 18 Situational Role-Play on Personality factors Reference 29- Negotiation activity Case based presentations Case based presentations

Article discussion Role play Class activity Case analysis Case analysis Approved for Autumn Session 2011-12

Tutorial 6 Tutorial 7

Role play demonstrating different types of Power Doubt clearing session

Role play Problem solving

After Mid-Term
Tutorial 8 Tutorial 9 Tutorial 10 Tutorial 11 Tutorial 12 Activity demonstrating negotiation and its different styles/strategies(Please refer resource file) Article discussionReference 26 GD on contemporary issues in conflict and negotiation Videos on conflict & Negotiationreference 27 Doubt Clearing session Activity Article discussion Group discussion videos Problem solving

Approved for Autumn Session 2011-12