TGM 506 Communicating and negotiating in a global context
TGM 506: Communicating & Negotiating (2024 Spring) (TTH Noon)
TGM 506: Communicating & Negotiating (2024 Spring) (TTH 3PM)
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Professor: Denis Leclerc, Ph.D.
Phone: (480) 518-2323
Email: denis.leclerc@thunderbird.edu
Office Location: 413D
Office Hours: Between classes from 1.15pm to 2.45pm or by appointment.
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1. Course Objectives:
The purpose of this course is to help you understand the theory and processes of global
negotiation so that you can negotiate successfully in a variety of settings. The course is designed to be
relevant to the broad spectrum of problems faced by leaders and professionals. Class sessions explore
the many ways individuals think about and practice negotiation – with colleagues, employers,
employees, clients, outside agencies, and others.
Because negotiation is a subject of increasing theoretical study, we will explore concepts
developed in numerous academic fields, including business, law, and psychology, including tools for
negotiation preparation and analysis. And, since negotiation involves individual abilities and not just
intellectual understanding, we also will look closely at personal skills and experiences. You will have a
chance to learn more about your own negotiating preferences and the consequences of the choices you
make.
You will need to read and prepare carefully, participate freely, critique yourself and others, and
spend significant reflection and writing time in order to learn as much as possible from the course.
This course is aimed at enabling you to become a more effective negotiator. Effectiveness at
the bargaining table requires many things, including:
1. The ability to negotiate with people whose backgrounds, expectations, and values differ
from your own;
2. The ability to create value and execute deals that others might overlook;
3. The strategic skill to acquire your fair share of what is negotiated;
4. The ability to avoid common mistakes made by negotiators;
5. The perception to understand your own ethics, and the ethics of others;
6. The capacity to reflect and learn from your experience.
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The course will provide you with knowledge, skills, insights, and experience necessary to be a
communicatively competent negotiator and to be able to prepare for your negotiation. Upon
completion of this course, you should be able to:
* Understand theories of different negotiations and how these impact business interactions.
* Gain insight into personal "baggage" that influences your cognitive, affective, and negotiation
behavioral processes.
* Expand skills in achieving better negotiation through the understanding and practice of
increased preparation, flexibility, and adaptability.
2. Teaching Methods:
The primary focus of the course will be on presentation of concepts and an overview of the
theoretical body of knowledge on global business negotiations. The heart of the course is a set of
interactive negotiation exercises and simulations.
These exercises have a dual purpose. First, they will give you hands-on experience with
negotiation. You will learn first by actually negotiating, and then by stepping back to compare your
approach and results with those of your classmates. You can test your analytic skills and experiment
with new techniques. Special preparation and follow-up assignments will encourage you to draw
practical lessons from your personal experience. You will also have the chance to exchange feedback
with your classmates in a structured way.
Second, the exercises also illustrate the key elements of our systematic approach to negotiation
analysis.
Our first simulation will involve a two-party, price-focused negotiation. We will then move on
to progressively more complex situations involving a broader range of issues, multiple parties, and
internal-external relationships.
Because your regular sections are "scrambled" for this course, you will have the chance to
negotiate with both people that you know in this class and others that you do not know very well – just
as in the real world.
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3. Required Materials:
Texts:
• Lewicki, R. J., Saunders, B. Barry and J. Minton (2021). Essentials of Negotiation; Boston:
Irwin McGraw-Hill. 8th edition
Recommended:
• Fisher, Roger, and Ury W., Getting to Yes, Boston: Houghton-Mifflin, 2nd Edition, 1991.
Cases and Negotiation Exercises:
Carbon Credit – To be handed out in class
Art Repatriation – To be handed out in class
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4. Pre work class:
1. Read EON text – Chapter 1
Self-Reflection before first session:
1. What are some negotiation development and mastery goals you have set for yourself?
2. How can you enhance your negotiation awareness, knowledge and skills on the strategic,
psychological and social dimensions during the Field Seminar experience?
5. Grading:
You are responsible for material covered in class lectures/discussions, documentaries and
material in the textbooks and readings. There will be a 5% penalty for all late papers. Examinations
can only be made up if arrangements are made PRIOR to the originally schedule exam time.
The final grade for the course is based on meticulous attention to the grading criteria. Final
grades are carefully calculated. Your final grade will be based on the results of your negotiation
journal, class participation, case studies discussion, group project and final exam. The following
delineates the percentages for each assignment:
1 Negotiation Reports
a. Ai and Negotiation 20
b. Carbon Neutral Negotiation 20
c. Renegotiation contract 20
d. Art repatriation 20
2 Attendance 20
3 Group Assignment
a. Group Project 30
b. Peer Evaluation 10
4 Final Exam 40
Total 180points
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Email and Internet
ASU email is an official means of communication among students, faculty, and staff. Students are
expected to read and act upon email in a timely fashion. Students bear the responsibility of missed
messages and should check their ASU-assigned email regularly.
All instructor correspondence will be sent to your ASU email account.
Late or Missed Assignments
Notify the instructor BEFORE an assignment is due if an urgent situation arises and the assignment
will not be submitted on time. Published assignment due dates (Arizona Mountain Standard time) are
firm. Please follow the appropriate University policies to request an accommodation for religious
practices or to accommodate a missed assignment due to University-sanctioned activities.
Drop and Add Dates/Withdrawals
This course adheres to a compressed schedule and may be part of a sequenced program, therefore,
there is a limited timeline to drop or add the course. Consult with your advisor and notify your
instructor to add or drop this course. If you are considering a withdrawal, review the following ASU
policies: Withdrawal from Classes, Medical/Compassionate Withdrawal, and a Grade of Incomplete.
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Grade Appeals
Grade disputes must first be addressed by discussing the situation with the instructor. If the dispute is
not resolved with the instructor, the student may appeal to the department chair per the University
Policy for Student Appeal Procedures on Grades.
Student Conduct and Academic Integrity
Academic honesty is expected of all students in all examinations, papers, laboratory work, academic
transactions and records. The possible sanctions include, but are not limited to, appropriate grade
penalties, course failure (indicated on the transcript as a grade of E), course failure due to academic
dishonesty (indicated on the transcript as a grade of XE), loss of registration privileges, disqualification
and dismissal. For more information, see http://provost.asu.edu/academicintegrity. Additionally,
required behavior standards are listed in the Student Code of Conduct and Student Disciplinary
Procedures, Computer, Internet, and Electronic Communications policy, and outlined by the Office of
Student Rights & Responsibilities. Anyone in violation of these policies is subject to sanctions.
Students are entitled to receive instruction free from interference by other members of the class. An
instructor may withdraw a student from the course when the student's behavior disrupts the educational
process per Instructor Withdrawal of a Student for Disruptive Classroom Behavior.
Appropriate online behavior (also knows as netiquette) is defined by the instructor and includes
keeping course discussion posts focused on the assigned topics. Students must maintain a cordial
atmosphere and use tact in expressing differences of opinion. Inappropriate discussion board posts may
be deleted by the instructor.
The Office of Student Rights and Responsibilities accepts incident reports from students, faculty, staff,
or other persons who believe that a student or a student organization may have violated the Student
Code of Conduct.
Prohibition of Commercial Note Taking Services
In accordance with ACD 304-06 Commercial Note Taking Services, written permission must be
secured from the official instructor of the class in order to sell the instructor's oral communication in
the form of notes. Notes must have the notetaker's name as well as the instructor's name, the course
number, and the date.
Course Evaluation
Students are expected to complete the course evaluation. The feedback provides valuable information
to the instructor and the college and is used to improve student learning. Students are notified when the
online evaluation form is available.
Syllabus Disclaimer
The syllabus is a statement of intent and serves as an implicit agreement between the instructor and the
student. Every effort will be made to avoid changing the course schedule but the possibility exists that
unforeseen events will make syllabus changes necessary. Please remember to check your ASU email
and the course site often.
Accessibility Statement
In compliance with the Rehabilitation Act of 1973, Section 504, and the Americans with Disabilities
Act as amended (ADAAA) of 2008, professional disability specialists and support staff at the
Disability Resource Center (DRC) facilitate a comprehensive range of academic support services and
accommodations for qualified students with disabilities.
Qualified students with disabilities may be eligible to receive academic support services and
accommodations. Eligibility is based on qualifying disability documentation and assessment of
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individual need. Students who believe they have a current and essential need for disability
accommodations are responsible for requesting accommodations and providing qualifying
documentation to the DRC. Every effort is made to provide reasonable accommodations for qualified
students with disabilities.
Qualified students who wish to request an accommodation for a disability should contact the DRC by
going to https://eoss.asu.edu/drc, calling (480) 965-1234 or emailing DRC@asu.edu. To speak with a
specific office, please use the following information:
ASU Online and Downtown Phoenix Campus Polytechnic Campus 480-727-1165 (Voice)
University Center Building, Suite 160
602-496-4321 (Voice)
West Campus Tempe Campus
University Center Building (UCB), Room 130 480-965-1234 (Voice)
602-543-8145 (Voice)
EMAIL ASSIGNMENTS WILL NOT BE ACCEPTED. Your name and class time MUST be on
every assignment. You will be held responsible for material covered in class lectures/discussions,
documentaries and material in the textbooks and readings. Late papers will not be accepted without
my PRIOR permission, and there will be a 15% grade penalty. Examinations can be made up only if
arrangements are made PRIOR to the originally scheduled exam date and time.
Strict adherence to all of the Thunderbird Honor Code requirements is required. Failure by any
student will result in faculty actions as described in the Honor Code. A violation of the Honor Code
will have serious consequences, including dismissal from the program. If you have any questions,
please review the Honor Code and/or discuss it with me.
5. Class Projects:
You will have to choose between either projects:
- Creating a publishable negotiation case or
- Creating an AI-Enhanced negotiation strategy project.
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CLASS SCHEDULE
EON: Lewicki, R. J., Saunders, B. Barry and J. Minton (2021). Essentials of Negotiation; Boston:
Irwin McGraw-Hill.
Sessions Topic Please Have Read Completed
March
Week/Module #8
Session #16 Course Policy, Introduction
Tuesday 12th to Global Negotiation
Session #17 Introduction to global
Thursday 14th negotiation (continue)
Week/Module #9
Session #18 Negotiating in the digital EON Chapter 1,2 Decision about the final project
Tuesday 19th age
Session #19 Negotiating in the digital EON Chapters 3, 4 Ai and negotiation Report (20
Thursday 21st age (continue) points)
Vote#1
Week/Module #10
Session #20 Carbon Credit Negotiation Carbon Credit Vote#2
Tuesday 26th Negotiation
Session #21 Debrief Carbon Negotiation EON Chapter 8 Vote#3
Thursday 28th Carbon Credit Report test on
canvas (20 Points)
April
Week/Module #11
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Session #22 Renegotiating with existing Negotiation Exercise Vote#4
Tuesday 2nd customers EON Chapter 6
Session #23 Debrief of renegotiating with Renegotiation contract (20
Thursday 4th Existing customers points)
Vote#5
Week/Module #12
Session #24 Multiparty Negotiating: Art Art Repatriation Vote#6
Tuesday 9th Repatriation Negotiation
Session #25 Debrief Multi party EON Chapters 9, 10 Write up Art Repatriation (20
Thursday 11th Negotiation points)
Vote#7
Week/Module #13
Session #26 Persuasion and Influencing EON Chapters 11, Vote#8
Tuesday 16th strategy 12
Session #27 Debrief of Commons
Thursday 18th Dilemma
Persuasion and Influencing
strategy Continue
Week/Module #14
Session #28 Corporate Negotiation Turning Negotiation
Tuesday 23rd Strategy into a corporate
capability
Session #29 Class Wrap up Group Project Due and Peer
Thursday 25th Evaluations (30 Points)
Final Exam On line (40 Points)
By May 6th Grades Published
