Effective Negotiations | DBLP 2021

As digital businesses expand operations, business leaders often find themselves in conflict and negotiations with various stakeholders locally and globally. This course focuses on negotiation principles and techniques, and then applies these concepts specifically to inter-cultural situations that digital businesses often encounter.

Private

Faculty

Prof. Miguel Unzueta

Prof. Miguel Unzueta

Professor

Miguel Unzueta is an Associate Professor of Management and Organizations at UCLA Anderson School of Management. His research explores how people understand their position within social and interpersonal hierarchies and the impact this understanding has on their perceptions of self, others, and group-based inequality.

Professor Unzueta teaches the core organizational behavior course for full-time MBA students (@MGMT 409). In 2010, he was awarded the George Robbins Assistant Professor Teaching Award.  More recently, he was selected by Poets & Quants as one of the best 40 business school professors under age 40.

Professor Unzueta is currently serving on the editorial board of Aztlán: A Journal of Chicano Studies and is a member of the Riordan Programs’ advisory board.

Course Learning Objectives:

  • Prepare for a negotiation, including determining aspiration/target point, reservation point, BATNA, and first offer.
  • Estimate the aspiration/target point, reservation point, BATNA, and first offer of a negotiating counterpart and compare them with your own.
  • Write a rationale for making the first offer in a negotiation, supporting your position with psychological reasons.
  • Analyze a specific interest to generate a list of possible positions that could satisfy the negotiator’s needs.
  • Examine a stalled negotiation between members of different cultures to develop recommendations for restarting the discussion and moving it in a positive direction.
  • Familiarize with the process, benefits and challenges of negotiating on email, social media, phones and video conferencing.
  • Maximize digital negotiation outcomes using strategies and tips for effective digital negotiations.

Syllabus

Learning Objectives:
  • Prepare for a negotiation, including determining aspiration/target point, reservation point, BATNA, and first offer.
  • Estimate the aspiration/target point, reservation point, BATNA, and first offer of a negotiating counterpart and compare them with your own.
  • Write a rationale for making the first offer in a negotiation, supporting your position with psychological reasons.
Module Components:

Video Lectures:

  • Understanding the art of Negotiation
  • Real-World Examples from Negotiations
  • The Psychology of First Offers

Readings:

  • The Art of Negotiating
  • Basic Negotiating Tips Anyone Can Use
  • Negotiation Tips for Beginners
  • Ten Tips for Negotiating by Ed Brodow

Case Study:

  • Case Study: D-GUY (Part 1)

Quiz:

  • The Art of Negotiation
Learning Objectives:
  • Analyze a specific interest to generate a list of possible positions that could satisfy the negotiator’s needs.
  • Examine a stalled negotiation between members of different cultures to develop recommendations for restarting the discussion and moving it in a positive direction.
Module Components:

Video Lectures:

  • Building and Managing Positions and Interests
  • Cross-Cultural Negotiations

Readings:

  • Mapping Cultures – Strategies for Effective Inter-Cultural Negotiations

Case Study:

  • Case Study: D-GUY (Part 2)

Quiz:

  • Global and Cross-Cultural Negotiation
Learning Objectives:
  • Familiarize with the process, benefits and challenges of negotiating on email, social media, phones and video conferencing.
  • Maximize digital negotiation outcomes using strategies and tips for effective digital negotiations.
Module Components:

Video Lectures:

  • Negotiating Using Email and Social Media
  • Negotiating on Phone
  • Negotiating on Video Conference
  • Non-Verbal Communication in Virtual Negotiations

Readings:

  • How Technology is Changing Negotiation
  • Tips for Negotiating Virtually
  • Overcoming Challenges in Virtual Negotiations

Quiz:

  • Digital Negotiations

Support

Please email [email protected] for any support required with respect to the program, course or platform.