Syllabus Information |
Fall 2020
Apr 26, 2024 |
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| Communication & Negotiation - 91045 - MGMT 971 - C1H |
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Associated Term: Fall 2020
Levels: Graduate Main Campus Campus Lecture Schedule Type Hybrid (Traditnl/OnLine Combo) Instructional Method Learning Objectives: MGMT 971 Communication and Negotiation A study of effective business communication and negotiation skills. Students examine and apply effective written, verbal and interpersonal communication skills in the context of the business setting. Students learn to plan, craft and complete brief messages, full reports, proposals, and online and oral presentations. Students learn the importance of framing dynamics and how to prepare to negotiate by exploring major concepts and theories of bargaining. Students apply effective communication and negotiation skills covered in the course to practical problems traditionally faced by managers in today’s complex business environment. Prerequisite: Acceptance into M.B.A. program, the P.S.M. concentration in Biotechnology, or permission from program coordinator. Course Objectives: At the end of this course, you will have: Improved your skills in listening Improved your skills in questioning Improved your skills in speaking, both one-on-one and in groups Learned and practiced models of informative and persuasive communication Improved your skills in business writing, including memos, e-mails, résumés, reports, and presentations Deepened your understanding of issues in group communication Deepened your understanding of issues in strategic organizational communication Learned, practiced, and applied models of effective negotiation Course Description: MGMT 971 is a graduate course focused on communication in business settings. It is designed to be highly interactive and hands-on, and to both extend existing skills and to broaden conceptual understanding. We will focus on both personal and organizational communication. In the first session we will assess individual skill needs, looking at how important each skill-set is on your current job (and expected future jobs), and at how your current communication competencies compare. These self-assessments will allow us to customize the course schedule to spend our time on those topics with the greatest need, and to develop individualized learning plans for each student. Due to issues around the current pandemic, the class will be taught in a ‘Virtual Synchronous’ manner. That is, we will all meet at the same set time each week, but we will be joining the class using Blackboard Collaborate and attending from remote locations. Unless the current situation improves dramatically, we will not be meeting face-to-face. (Although I do hold out hope that our Final Project on December 16th could be conducted ‘in person’. We’ll just have to see what develops . . .) There will be Pre-Work assignments before each class – typically, some readings and a case or exercise to submit on Blackboard. Some pre-work will be pre-work – following up on the week’s readings and testing your understanding of the concepts before we discuss them in class. Other pre-work will actually be ‘post-work’ – taking something we did in class out into the real world and trying it out. As that suggests, some pre/post-work will consist of On-Job Applications – applying what you have learned – non-invasively – in a real-world setting. If you currently do not have a full-time position, no worries. The assignments can be configured to work in almost any setting. There will be pair-work and group-work in class to follow-up on the readings and pre-work, with group discussions to take the issues deeper. As a result, the course is very hands-on and can get somewhat personal – we are talking about how you communicate to others, after all, and we can’t do that without talking about you. A good deal of the learning – and much of the grading – will come from feedback on your work from your colleagues as well as from the instructor. There will be limited lecture. Most in-class learning will be Socratic and Meieutic. Topics will include: Functions of communication Styles of personal communication Advanced questioning and listening skills Writing, editing, and formatting for impact Reading an audience, and tailoring your communication to them Practice on specific situations, like interviewing a job candidate, coaching and counseling an employee, and making a presentation Planning and managing meetings Handling issues around confidentiality, corporate ethics, and public relations Negotiating styles Negotiating from strength, from weakness, and from parity Win/Win, Win/Lose, Lose/Win, and Lose/Lose Negotiation Required Materials: Rules of Engagement / Ground Rules / Texts: Framingham State University does not discriminate on the basis of race, color, creed, religion, national origin, gender, sexual orientation, gender identity, genetic information, marital status, age, disability or veteran status in its programs and activities. The following person has been designated to handle inquiries regarding the non-discrimination policies: Director of Human Resources Designated Coordinator for Title IX (Employees), Section 504 and Title II of the ADA Office of Human Resources, Dwight Hall Room 207 Framingham State University 100 State Street, Framingham, MA 01701 (508) 626-4530 Students are expected to adhere to the academic honesty policy of the University and all work is expected to be original with footnotes, bibliography, and appropriate references to quoted or referenced materials. 1. Student Conduct Framingham State University is committed to maintain high standard of academic honesty and scholarly practice. Academic honesty requires but not limited to: 1. Not cheating on exams, tests, quizzes, assignments, papers, etc. 2. No plagiarism: plagiarism is not only academically dishonest but also illegal. 3. No unauthorized collaboration and use of dishonest procedures and practices, etc. 4. For further detail, consult the Framingham State University web site: http://www.framingham.edu/student-affairs/policies-and-procedures/academic- honesty-policy.html. Further details can also be found in the student’s handbook: http://www.framingham.edu/student-affairs/ram-handbook.html Framingham State University has established rules and regulations that all students of Framingham State University are expected to follow. Students have a right to expect enforcement of these rules and regulations. The University also has the right to expect students to abide by these regulations in a manner that benefits the responsibilities given to students as members of the University community. Knowledge of these rules and regulations can prove most beneficial to students in utilizing and protecting their rights. It is important to add that unfamiliarity with institutional regulations or rules is not grounds for excusing infractions. For all the details on Conduct Code please visit is http://www.framingham.edu/student-affairs/policies-and-procedures/student-code-of- conduct.html 2. Honor Code Class members are invited to study and prepare together for most aspects of the course, but where individual effort is expected, it must be unique for each person. Your written projects are to be written by you and the final written product must be entirely your own written work. Ground Rules: The following ground rules will guide our behavior in class: 1. Begin and End on Time 2. Speak and Listen Responsibly 3. One Person Talking at a Time 4. Confidentiality 5. Suffering is Optional The instructor reserves the right to add or change ground-rules as needed to enhance the learning of the class. Texts: There will be two text-books required for the course: Strategic Management Communication for Leaders, 3rd Edition, by Robyn Walker (CENGAGE Learning: 2015) ISNB-13: 978-1-133-93375-5; ISBN-10: 1-133-93375-0 Negotiation: Readings, Exercises, and Cases, 7th Edition, by Roy Lewicki, Bruce Barry, and David Saunders (McGraw-Hill, 2014) ISNB: 978-0-07-786242-8; ISBN: 0-07-786242-2 Both will be available at the Campus Bookstore. Please make sure to buy or rent these editions of both books – earlier and later versions do not contain many of the cases we will be using. Note that both books are available new, used, or in electronic versions, for your convenience. Please note that there are three different books by Lewicki and his team on Negotiation: make sure to get this one only, the one with the purple cover. Technical Requirements: Grading / Technical requirements: There will be two elements to grading: (1) pre-work assignments and (2) class participation. Pre-work and class participation will each be graded against a specific rubric, and rubrics will change slightly from topic to topic. Peers will have a role in giving feedback to their colleagues on their contributions in class. As long as students keep up with the homework assignments, there will be no tests or quizzes. Tailored Make-Up Assignments will be available with no penalty for those who are compelled to miss class, and many students take an active role in designing these themselves, to address specific areas of interest. Pre-Work and Class Participation will each be worth 10 points a week, for a total of 300 points. The last session of the semester will consist of a Final Project, in Teams, which will count like any other week’s grade. All work will be submitted and graded on Blackboard. Students must be able to connect to the system, and must have Laptops or Desktops or Tablets and a workable connection to attend class each week. A word-processing program and a presentation application are required. In some cases you will be an ‘Observer’, watching a group or pair do something, taking notes on it, and giving feedback on what you saw and heard. Most people find it easier to do this on a paper form, so they can keep the videos and audio interaction on the screen. As a result, access to a printer will help. Feedback is critical to the learning we will be doing. Class Participation will be largely peer-graded. The class is on Wednesday evenings, from 6:30 PM to 9:50 PM, including breaks. All pre-work assignments must be posted no later than 9:00 PM on Tuesday, the night before class. All pre-work will be graded with instructor comments before 9:00 AM Wednesday, so you can review your progress before class. All class participation will be graded with peer and instructor comments before 9:00 AM Wednesday, so you can make any corrections before the next week’s class. Week One Pre-Work There is pre-work expected for Week One. It will consist of filling out and posting the Communication & Negotiation Skills Inventory, and posting a brief personal introduction that answers a few questions about yourself. Both assignments will be posted on Blackboard in mid-August and are due at 9:00 PM, Tuesday, September 1st. (Week One’s pre-work, like all pre-work, is worth 10 grading points.) Contact Information I look forward to working with you. You may reach me with any questions or comments at: jweiss1@framingham.edu DrJamieWeiss@comcast.net View Catalog Entry
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