Business School

MGMT 547 A/B


Winter Quarter, 2006



Dr. Jane George-Falvy

Office Hours:

T 4:30-5:45, W 2:00-3:00


Mackenzie 343


and by appointment




Balmer 304


Class Time:

T 6:15-9:30 pm






“To get to the promised land you have to negotiate your way through the wilderness.”




Business is about relationships, relationships are based on exchanges, and negotiation is the primary technique for exchange.  The purpose of this course is to introduce you to the theory and practice of negotiation which increasingly is being recognized as a key managerial skill.  Becoming an effective negotiator requires a combination of intellectual training as well as behavioral skill development.  As such there are two primary thrusts of the class:  learning about negotiation theory and then giving you the chance to practice and improve your negotiation skills.  Additionally the course will cover diagnostic skills which focus on learning to use various negotiation strategies that are appropriate for different circumstances.  We will do a lot of reading about negotiation, spend time in class discussing what we’ve read, engaging in exercises and practice negotiations, and analyzing skill development.




1.    To introduce you to the substantial amount of theoretical knowledge about negotiation.

2.    To introduce strategies of distributive and integrative bargaining, and the appropriate use of each approach.

3.    To enhance your personal negotiation skills and provide you with opportunities to practice and improve.




Thompson, L. (2005).  The Mind and Heart of the Negotiator (3rd ed.).  Upper Saddle River, NJ: Prentice-Hall. 


Fisher, R., Ury, W & Patton, B. (1991).  Getting to Yes, 2nd ed.  Boston, MA: Houghton Mifflin.





I.  Price Bargaining Paper (10%)


Bargain for a lower price on some item and write up how you conducted the negotiation, what you said, what the other person said, what the result was, what worked and didn’t work, and what you would do differently in the future.  Be sure to integrate material from readings and class in the paper to receive full credit.  This should be approximately a 3 page paper and is due on January 16th.



II.  Graded In-Class Negotiations (30%)


There will be three negotiations that are conducted during class time that will be graded; each worth 10% of your final grade.  I will email the scenarios to you the day before class.  Come to class ready to negotiate.  You are not to discuss the negotiation scenario with anyone else.  The first negotiation is distributive and competitive.  The second negotiation is integrative and you are graded not only on your own performance, but also on how well you and your partner perform together.  The third is a team negotiation that also has integrative potential..  The graded negotiations will take place on January 10th, 17th and 31ST. These can not be made up.  If you miss them you will not have the opportunity to make up the credit, and please let me know in advance so I do not assign you a partner. 


III.  Skill Development Paper (50%)      


This paper has 2 parts:



Part 1. Analysis of Skill Development


The second portion of this assignment is to spend some time analyzing the development of your negotiation skills during the term.  This involves doing two things: writing up preparation reports and a reflective essay on what happened.  Complete a preparation report and reflective essay for each of the three in-class, graded negotiations.  Make sure that you take notes on your preparations as I collect the scenarios after each you complete each negotiation.  You may also integrate experiences from other negotiations, both in and outside of class.


A preparation report should include:


1.  identification of issues and interests

2.  establishing a plan for procedures, roles and tactics

3.  consideration of possible outcomes and alternatives to your desired outcomes

4.  development of a negotiation plan


A reflective essay should include answers to the following:


1. What did you learn about negotiation from the experience?  Tie in your insights into the readings, class lectures and discussions.

2.  What surprised you about your own behavior?  The behavior of others?

3.  What strategies or tactics used were effective?  Which were ineffective?

4.  What strategies or tactics used by your partner were effective?  Ineffective?

5.  If you could do the negotiation over, what would you do differently?  Why?



            Part 3.            Future Goals/Summary Self-Evaluation


The second segment of your skill development paper is a summary statement of what you have learned in the course.  You should go back over your answers to Part 1, noting any changes or self-perceptions that have solidified as a result of your experiences in the course.  You should also address the following questions (answering each question one at a time is fine):


1. Describe and discuss the key learning points you have acquired about conflict, negotiation, and decision making.

2.  How does your personality affect your bargaining style in a positive way?  In a negative way?

3.  What tactics do you use most effectively, least effectively?

4. Explain the circumstances when you feel most competent in bargaining?  Least competent?

5. Do others see you as an effective bargainer?  Are you perceived as someone who prepares well, who holds firmly on interests and issues, who knows how to make trade-offs, who listens, who can express positions and views clearly?

6.  How do you see yourself with respect to the questions in (5)?

7.  What can you do to improve your negotiation skills?  Devise an action plan of specific steps and a timetable for taking those steps.

8. What are your personal principles of bargaining and negotiating?  Relate those principles to specific references in the readings.


The purpose of this paper is to assess the extent to which you are learning the course material and applying the knowledge to skill development.  A good paper will: 1) be reflective of the process rather than a narrative of “what happened” in each negotiation; 2) show your ability to identify key events, processes and turning points in your negotiation experiences; 3) integrate readings and lecture materials to help structure your analysis; and 4) is of course, well written--see the first paragraph in the next section for further elaboration.


Due February 9th and should be approximately 10-12 pages long.




IV.  Participation/Attendance - 10% of final grade

This class will involve a number of activities which require input and engagement of the class members.  In the words of Will Klem, "Class is a lot like life, you get more out of it if you show up."  If you are unable to attend class regularly, particularly on the dates of the three graded in-class negotiations, you SHOULD NOT TAKE THIS CLASS.





Familiarize yourself with the UW’s Academic Misconduct Policy (  Ensure that you use proper citations in written work, follow good faith bargaining principles, and rules established for graded negotiations.


Late assignments lose .1 grade point for each day they are late unless you have negotiated an alternative agreement with me WELL in advance of the due date.


If you disagree with the grading of an assignment, your arguments and point of view must be given to me in writing with references (if appropriate) to support your position.  This must be given to me no later than one week after your knowledge of the grade in question.  I will re-grade the entire paper, not just the section in question.


You are responsible for keeping abreast of any changes made to the syllabus announced during regularly scheduled class periods, or via class discussion group email.  Put a forward on your UW email if you use a different email address.


A few items you might find surprising on a graduate level syllabus, but perhaps even more surprising is the frequency at which I find they occur:


Š      Keep copies of all work you turn in to me.  Occasionally I misplace an assignment, or my son uses a paper as the basis of a seminal piece of art, so make sure you have a copy to give to me if asked to do so.


Š      Use 12 point font, double spacing, clear printing (my eyes ain’t what they used to be).


Š      Please don't even think of turning in a paper that hasn't been stapled.


Š      Good writing style counts toward your grade. Proper grammar and spelling are also important.  See grammar tips on the website for refreshers/reminders/humor.  Additionally, I expect the use of gender neutral/inclusive (i.e. non-sexist) language.


Š      Emails that drive me crazy: "I missed class, did I miss anything?", "Can you tell me what I missed in class?" and "I accidentally deleted your email, did it say anything important?"  Office hours and email are for points of clarification, not to repeat missed material. 


MGMT 547









T 1/3

T: Chapters 1-2

FUP: Section 1 (pps 3-14), Ch 6


Course introduction

Planning & Strategy

Distributive Bargaining

Practice Negotiation










T 1/10


T: Chapter 3, Appendix 4

W: How to Be An Influential…”


Salary Negotiations

Graded Negotiation #1








T 1/17

T: Chapter 4

Disarmament Exercise

Price Bargaining Paper




Integrative Bargaining I








T 1/24

FUP: Chapters 2-5, 7-8

Integrative Bargaining II

Graded Negotiation #2








T 1/31

T: Chapter 7

W: “When Is It Legal to Lie”




Graded Negotiation #3



T=Thompson, Heart and Mind of the Negotiator, FUP = Fisher et al., Getting to Yes, W: Website