Negotiation

The Robert H. Smith School of Business, University of Maryland

BUMO 714: Executive Power & Negotiations

Summer l, 2007 - Section D6

|Instructor: Professor. M. Susan Taylor |Class Time: Sat 6/9, 6/16, 6/30, 7/14 from 8:30 am- 6:30 pm |

|Office: 4518 Van Munching Hall |Classroom: DC Reagan Building, Rm. 330-B |

|Phone: 301-405-220 |Office Hours: By appointment |

|Fax: 301-314-8787 |Blackboard Site: http://bb.rhsmith.umd.edu |

|E-mail: staylor@rhsmith.umd.edu | |

Required Readings/Course Materials

Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books (ISBN: 0-14-015735-2).

Cohen, H. (1994). You can negotiate anything: How to get what you want. New York: Citadel Press (ISBN: 0-8065-0847).

Lewicki, R, Barry, B, & Saunders, D. Negotiation Readings, Exercises and Cases (5thed). Boston, McGraw-Hill Irwin (ISBN-13: 978-0-07-297310-5).

Thompson, L. (2005). The mind and heart of the negotiator (3rd edition). Upper Saddle River, New Jersey: Prentice-Hall (ISBN: 0-13-140738-4).

Negotiation role-play materials: Most frequently, these will be distributed in class the week before but may sometimes be emailed.

Course Description

This highly experiential course will improve students’ negotiation skills and capacity to acquire and effectively use power. By using a variety of assessment tools, feedback sources, skill-building exercises, and exercise debriefings, the class will increase students’ negotiating self-confidence and improve their capacity to achieve win-win...