NATIONAL UNIVERSITY OF SINGAPORE.doc

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Revisedon2021/7/24NATIONALUNIVERSITYOFSINGAPORENUSBusinessSchoolDept.ofManagementandOrganizationNegotiationsandBargainingMNO3322Professor:Dr.ChiaHoBengChiaHB@nus.edu.sg;Tel:+6591877580Session:SemesterII2013/2014Sections:Wednesday0800-1100MRB02-06CourseObjectives:ThismoduleowesmuchofitsdevelopmentaldebttoMs.LimLeiThengandMr.JoelLeeoftheLawFaculty.Theaimsandobjectivesare:1.Toteachandenhancenegotiationandconflictresolutionskills;2.Togetagoodmixofparticipantsfromdifferentbackgroundsandallowparticipantstointeractandsharedifferentperspectivesonconflictresolution;3.Toadoptanopenandexperientialapproachformaximumparticipation,experimentation,andself-reflectivelearning;4.Toprovideagoodclassroomenvironmentinwhichtheparticipants’creativityandspontaneitycanbeencouragedandfostered.Attheendofthemoduleyoushouldbeabletodothefollowing:1.Preparethoroughlyfornegotiations2.Negotiateandmediateconflictsmoreconfidentlyusingtheprincipleslearnt3.Usetheskillslearnt(e.g.,activelistening,reframing,managedifficultpeople,andturningconfrontationintocollaboration)toimprovetheeffectivenessofyoureverydayinteractions4.Learnfromyoureverydayexperiencesthroughself-reflections5.Thinkoutoftheboxinplanningandexecutingprojects6.Createteamsorcommunitiesthatareabletoenergize,synergize,andleveronthecapabilitiesoftheindividualsthatarepresentThecourseisbasedontheexperientialworkshopsonNegotiationconductedattheProgramonNegotiationatHarvardLawSchoolandMediationprogramsbyLEADRinAustralia.Thetheoryofnegotiationandconflictresolutionwillbeintroducedthroughshortdebriefs,discussions,andpapers.Weexpectparticipantstoapplyanddemonstratetheacquiredknowledgethroughpracticeandexercises.Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24ParticipantsThiscourseisintendedforupperlevelundergraduates.Weexpectahighdegreeofpreparation,participation,andindependentstudy.Inthiscourseyoulearnbothconflictresolutionandlearningskills,andweplacegreatemphasisonindividualdevelopment.AssessmentAssessmentwillbeasfollows:-TeamProject40%IndividualAnnotatedJournal&Summary35%Contributionstoprojectwork10%Instructorevaluation(contributionstoclass)15%CourseWorkTeamProject.Theaimsoftheprojectare:(1)Toreinforceandapplylessonsandskillsinconflictresolution;(2)Tolearnhowtoevolveeffectiveteamsthroughresearch,action-learning,appreciativeinquiry,andreflectivelearningHerearesomeexcellentprojectsthatpaststudentshavedone:Deliveraconflictresolutionprogramfortroubledyouths,oryouthatrisk,parents,domesticworkers,andevenadultsinhalfwayhomes.Helppartiesinconflictprepareforanegotiationormediatebetweenconflictingparties.Thetwoprocessesareaimedatexploringalternativerealitiesfromtheirinitialperspectives.Projectsareusuallydoneinteamsof5.However,thesizeoftheteammayvarywiththesizeoftheproject.Themoredifficulttheproject,themorecredityouwillbegiven–thatisjustbeingequitable.Forinstance,thosewhohelpadultsresolveconflictsgetmorecreditthanthosewhoresolveconflictbetweenchildren.TeamworkMyexperiencewithstudentteamsisthatwhentheyexperience“irresolvableconflicts”itisbecauseofoneofthefollowingreasons:1)Whilemanypurporttovaluediversityanddifferences.Inreality,manyindividualsexpecteveryoneintheteamtobeclonesofhimselforherself.Thus,theyrejectdifferentwaysandperspectivesforcontributingtotheteam.2)Individualsfailtoapplytheprinciplesandskillsofnegotiationsandmediation…andthat’sjustnotcool,especiallyaftertakingthismodule.3)Asaresultofpoints1and2above,theteamfailstotakefulladvantageofthediversetalentsthatresidesintheindividualsandtheoutcomeisnotoptimalfromboththetaskandrelationshippointofview–again,totallynotcool!!!Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24Inthisteamproject,weexpectyoutoapplyallyouhavelearnttocreateaclimatethatwillmakeindividualdifferencesanadvantageinsteadofadisadvantage.BeconsciousatoptimizingBOTHtaskandrelationship.Behardontheproblem,softonthepeople.Becommitted,motivated,andresponsibleForcontentofthereportseeattachedThisprojectshouldbeuploadedtotheIVLEworkbinby9April2014,2359hours.ThefilenameshouldbeProjNamesofteammembers.doc.IndividualAnnotatedJournal&SummaryParticipantswillkeepaself-reflectionjournal–aself-learningtool.(Seeformatattached)ReflectafteryournegotiationexercisesAftereverynegotiation/mediationexerciseeachparticipantwillanalyzehis/herexperiencesinaweeklyjournal.Thisjournalisaself-reflectionpieceandwillserveasamirrorforself-improvement.Becandidinyourself-reflections.Noteandreflectonthebehaviors,thoughts,andreactionsofyourselfandthatofothers.Findwaystochannelyoureffortstowardsimprovingyourskillsthroughthisworkshop.Settinggoalsforcontinualself-improvementWeencouragegoalsettingforself-improvementstogetherwiththelistingofactionsyouwouldtaketoachievethesegoals.Weencouragerichdetailedjournalswithplentyofinsightsintoyourselfandothers.ApplyyourconflictresolutionskillsInaddition,youshouldreflectontheapplicationoftheconflictresolutionskillsthatyoulearnttoyoureverydayinteractionswithcolleagues,friends,siblings,parents,andstrangers.Thesereflectionscanserveaspointsofinsightandlearning.ReadandresearchformoreinsightsThejournalisalsoadepositoryforanyusefulinsightsyouhavegainedfromyourindependentreadingsandresearch.Atthebeginningofeachday,pickaclassmate(differentclassmateeveryday)anddiscusstheobservationsinyourjournalandthe“ONEMEANINGFULTHING”thatthatyoulearned.Notethesediscussionsinyourjournals.Asyougainmoreinsightwitheachpassingday,annotateyourjournalinitalics.Annotatebymakingadditionalcomments,afterthoughts,additionalinsights,etc.AnnotateyourjournalsAttheendofthemodule,youwill“annotate”youjournal.AnnotationsaresimplycommentsaboutwhatyouwrotegiventhealltheknowledgeandexperiencesthatyouDr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24haveaccumulatedinthismodule.Forinstance,atapointoftimeyoumayhavethoughtacertaincourseofactionwasappropriate,butnowyoumaythinkotherwise.Youmakecommentsasannotationsaboutwhyyoufeeldifferentlynow.Thepurposeoftheannotationsistohelpyouunderstandyourownlearningandthoughtprocesses.Ithelpsyouunderstandhowyourfeelings,actions,andthoughtshaveevolvedandarestillevolving.ConcludingsummaryFinally,afterannotatingyourjournals,youwillwriteaconcludingsummary.Thesummaryfocusesonwhathaschangedinthewayyouhandleconflictssinceyouattendedthiscourse.Alsowriteabouthowthechangeinyouhasaffectedthosearoundyou(family,workgroups,friends,acquaintances).Whereyouwerebeforethecourse?Whereareyounowafterthecourse?Andfinally,wheredoyouwanttobeinthefuture?Thebetterjournalstendtohavethese7elements1.Writesextensivelyabouttheinsightsaboutself,counterparties,andpeopleingeneral,thatweregleanedfromtheexercisesanddebriefs.Writesaboutthe“BlindSpots”thats/hediscoveredasaresultofcommentsandreactionsofthosearoundthem2.Reviewshisorherweaknessesandimplementwaystoimprove3.Tellsstoriesabouthows/heappliedwhathadbeenlearnttosituationsoutsidetheclassrooms.Demonstrategreaterawarenessofhowpeoplebehaveandreacttotheiractionsandinitiativesbycitingspecificincidentsintheirdailylife.4.Evaluateshisorherskilldevelopmentovertime5.Deriveinsightsfrompersonalresearchonissuesrelatingtothechallengesthatheorherfacesinconflictresolution.6.Annotations:Reviewswhats/hehadwrittenearlierandhowisorherideashavechangedover-time7.Presentsandinterestingandinsightfulsummaryofwhathadchanged(inhimselforherself,andinthosearoundhimorher)asaresultoftakingthismodulePleasesubmitthejournalsinaSINGLEfile.ThefileformatisMSwordformat.ThefilenameshouldbeNameJournal.docx.Pleaseensurethefileisintheworkbin.Pleasefollowtheseinstructionstothelatter.Why?Duringgradingtime,Ihaveaveryshortwindowtosubmitgrades.OftenIhavetoexpandmanyprecioushourssortingthingsoutwhentheseinstructionsarenotfollowed.ThefileshouldbesubmittedtoIVLEworkbinby2April2014,2359hours.Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24Class/Teamperformance.Weexpecteveryonetoprepareforthenegotiationexerciseandbeontimeforeachexercise.Why?Itisbecausethenegotiationsexerciseiscentralinexperientiallearning.Whenyouarelate,youdepriveyourcounterpartyofacompletelearningexperience.Thatisjustneithernotresponsiblenorgoodsocialbehavior.Chroniclatenesswillbepenalizedwithgradedeductions.Reasonslike“thebusorMRTwascrowded,”“trafficjam,”or“itrained”willnotbeacceptedbecauseyoucanplanforit.Contributionsduringclassarethecontentofyourlearning.Weencouragebehaviorsthatwillimprovelearningandperformanceofthewholeclass.Inaknowledge-basedeconomy,weneedtolearnto(1)createtheclimateand(2)encourageproactivebehaviorsthatwillhelpenergize,synergize,andleverontheintellectualcapabilitiesofalltheindividualspresent.Thisisanopportunitytolearnandexperiencehowtodojustthat.Yourteammateswillassesseachmemberon:·Teamworkontheproject(10percentofthemarks)oTaskandrelationshipinitiativesthatbenefittheteamandclass.oSkillimprovementsoContributiontotheteamproject.Feedbackshouldbeasunbiasedaspossible,andsharedweekly.Thiswillenableindividualstoimprovecontinuouslybasedonaccurateandtimelyinformation.(Pleaseseeattached)Instructorassessmentwillform15percentofthemarks.Text/ReferenceBooksWholelibrary…Fisher&Ury.(1981)GettingtoYes.ArrowBooksUry.(1991)GettingpastNo.CenturyBusinessLewicki,Saunders,&Minton.(1999)Negotiations.Irwin-McGraw-HillCharlton&Dewdney(1995)TheMediator’sHandbook:SkillsandStrategiesforPractitioners.RecommendedReadingsbyparticipantsEachstudentistorecommend2-3usefularticletotheclass.QualityofthiscontributioncountsascontributiongradeDr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24TentativeCourseOutline:MNO3322WeekTopic1:15/1VidgetExDebriefCourseIntroductionTheroadmapQ&A2:22/1BuddyIntroductionMybuddy’slearninggoalsMybuddy’snegotiationhellSelf-Assessment–ThomasKilmanHowdopeoplerespondtoconflict?Whataretheapproachestoconflictresolution?HW:1.DotheonlineMBTI/JungTypetesthttp://www.humanmetrics.com/cgi-win/JTypes2.asp2.Belbin’sTeamRoles:Workbin3.TeamCharter3:2/1WorkinginProjectTeams:JungType,Interpersonalrelationship,Teamroles,Teamcharters,GR2=T,Teamreadiness,NegotiationskillschecklistEmploymentContractDebrief/LectureValueCreationandClaimingValueApproachestonegotiationsBargainingPrinciplednegotiations4:5/2IthacaPlaygroundDebriefPrinciples1:FocusonInterest,NotpositionIdentifyinginterestsofstakeholders5:12/2Negotiation:StrikeTwo!DebriefonStrikeTwoPrinciple2:SeparatepeoplefromtheproblemPrinciple3:InventoptionformutualgainsPrinciple4:UselegitimatecriteriaExcellentnegotiatorsvsAveragenegotiatorsDr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24(Cont)PreparingforNegotiationsThesevenelementsframework6:19/2SalaryCommitteeProjectYo-Yo–PreparationbysideCreativityinconflictresolution(negotiations,mediations)26/FebRECESSWEEK7:5/3ProjectYoYoDebriefProjectYoYoPowerofPreparationDebriefSalaryCommitteeNotionsofFairnessMulti-partynegotiationsHW:InfluenceBehaviorQuestionnaire8:12/3InfluenceTacticsPrinciplesofinfluenceYourIBQVideo:12Angrymen9:19/3DisarmingDifficultTacticsSpecialOrdersPreparingforNegotiator’sHell-SpecialOrdersNegotiator’sHellDebrief10:26/3OverviewofmediationMediatorasnegotiationfacilitatorStagesofmediationMediator’sopeningstatementPreparation&practice&peerreviewFirstjointsessionDisputants’openingstatements,summaries&identificationofissuesVideos:SouscheforsuechefMichelleFehPracticeopeningstatement,disputant’sopeningstatements,summarizing,prioritizingagendaDebriefActivelistening&ReframingReframingissuesasproblemstobesolvedReframingissuesasquestionsDr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/2411:2/4FirstPrivateSessionConfidentiality,managingtransitionfrompositiontointerest,findingcommonground,creativeoptionsgeneration,realitytestingWillytheKidPracticefirstjointsessiontillendofprivatejointsession.PeerreviewReview:ExamplesofreframingRealitytesting12:9/4Negotiations,Mediation,andCoachingSkillsActivelisteningandgentleenquiryVideos:CoachingchallengesReframingIssuesasproblemstobesolvedReframingissuesasquestions13:16/4DifficultconversationprocessLet’sseeifyoucangeneralizetootherapplicationsDifficultconversationpreparationDifficultconversationprocessTeamingaloneFeedbackandCoachingExDebriefCoursesummaryHaveweachievedourGoalsDr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24Journal(due2April2014)JournalFormat(pleaseusethisformatfaithfully)Reflectivelearningjournals500-750wordsperclassfor6roleplaysincluding1mediation(6x10%=60%;30%forcompletecoverageofthequestion,30%fortheeffortandqualityofyourreflections).Pleasedothisassignmentwithheart,andwithsincereanddeepreflections.“Goingthoughthemotions”wouldnotbesufficienttopassthisassignment.A.WhatdidIlearnfromreflectingontheexercise?·Whatdidpartiesdothatencouragedjointproblemsolving?oMyselfoThecounterparty·WhatshouldIdoinfuture?·Whatdidpartiesdothathinderedeffectiveandefficientnegotiations?oMyselfoThecounterpartyoWhatweremyreactions(Feel,Act,andThink?Weretheyhelpful?oWhatweretheirreactions?Weretheyhelpful?·WhatshouldIdodifferently?B.Fromtheexercisedebrief,whatwerethe3mostmeaningfulthingsIlearnt?C.Application·Myapplicationfortheweek.(Describeanincidentduringtheweek.Howdidyouapplywhatyoulearnt?)·WhatwouldIdomoreof?·WhatwouldIdodifferently?D.Insightsfrommyresearchonnegotiationsandconflictresolution.·Whatweremyquestions?WhatdidIfindinmyresearch?Hereismylistofcitations.Annotation(10%)Attheendofyourmodule:·Readyourjournalandmakeannotationswithin[squarebracketsinItalics]Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24Annotationsarecommentsonwhatyouwroteandthoughtpreviously.Summary(15%)·WriteasummaryonwhathaschangedinthewayyouFeel,Act,andThinkasaresultofyourlearningexperiencesinthismodule.·Howhasthatchangeinyouaffectedthepeoplearoundyou?ActionPlan(5%)·WriteanimprovementplanusingSMARTgoalsformat(goGoogle)Bonus(10%)·Creditforexceptionaleffortand/orspecialqualities.Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24ProjectReportFormat(due9April2014)Pleasecommunicatesimply,precisely,andconcisely.Areportasadatadepositorywillnotbeadequate.Background(10%)·Describewhattheprojectwasabout.·Whatweretheaims?Perspectivesofeachparty(20%)·Applyframeworkslearnedinclasstoanalyzeandidentifyissuesandpriorities·Detailtheperspectivesandissuesofeachparty·Whatwerethehurdlestoagreement?Interventions(30%)·Whatdidyoudo?Whichprocessthatyoulearneddidyouuse?·Howdidyoueliminatethehurdlestoagreement?·Whatweretheoutcomes?·Whatwerethecritical“levers”thatleadtoprogress?(10%)Buildinggreatteams(40%)IndividualReflectionAboutTeamSkills(10%)·Eachteammemberistowriteashortreviewabouthis/hera.Strengthsandcontributions,andb.Challengesinworkinginateam.c.Whatdidyoutrytodotomeetthechallenges·Everyotherteammemberistoreadtheindividual’sreviewandmakecommentsabouta.Thefocalperson’scontributionsandstrengths,andb.Theonethings/hecoulddotoimprovehis/herteamworking.TeamReflections(30%)·Describe3keypracticesthatyoucantransfertootherteamsthatwillhelpcreateexcellentmotivation,commitment,andteamworka.focusondoingtherightthings(effective)b.workwithmaximumoutputwithminimuminput(efficient)·Describe3keypracticesthatyoucantransfertootherteamsthatwillhelpcreateexcellentteamrelationshipswhileavoiding“groupthink”ConclusionIngeneralwhathaveyoulearntabouta)conflictresolution,b)buildinggreatteams?AttachPeerAppreciationFormforTeamwork(seenextpage)Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12 Revisedon2021/7/24PeerAppreciationFormforTeamwork(10%)TobeattachedtoyourprojectreportContributionsto:RelationshipTaskRelationshipTask10=ExcellentExcellent6=GoodNotnegative9=ExcellentGood6=NotnegativeGood9=GoodExcellent5=NotnegativeNotnegative8=GoodGood4=AbsentAbsent7=ExcellentNotnegative3=DisruptiveNotnegative7=NotnegativeExcellent3=NotnegativeDisruptive1=DisruptiveDisruptiveGroupMembers12345Average%Marks*1YiHui2MichealJordan3ParkHeeJin4SundaGovindasamy5Kulvadee*Thispersondeservesthispercentageofthemarksgiventothisprojectbytheprofessor.Dr.ChiaHoBeng•Tel:(65)91877580•Email:bizchb@nus.edu.sg12