Popular Resources

BUS-334-20, Teamwork and Negotiation (FA14)

INSTRUCTOR: Barbara M.  Paul, E-mail/Phone: bpaul@ndm.edu; 410-821-0973 (h)

SCHEDULE/DAY/TIME: T1/Saturdays/8:30-11:15; Class dates are September 6, 13, 20, 27, October 4, 11, and 18

CONTENT:

This course provides the learner with an understanding of the dynamics, structure, and function of teams in businesses and other organizations, and examines the framework and components of negotiation in organizational decision-making. The course utilizes role-play, case analysis, and group/team assignments and is highly interactive.

LEARNING OBJECTIVES/OUTCOMES:

  • Explain the concept of teams and discuss its importance in the organizational setting.
  • Discuss the importance of organizational readiness to ensure a successful team.
  • Describe strategies to evaluate team performance.
  • Apply team concepts to a team-oriented project.
  • Develop self-confidence with respect to negotiation skills.
  • Explain the major concepts and theories of negotiation.
  • Identify and discuss the negotiation planning process
  • Apply negotiation theories and skills in role-play situations.

REQUIRED TEXTS:

Thompson, Leigh.  Making the Team: A Guide for Managers, (Custom Edition) 4th  Edition.  Upper Saddle River, New Jersey: Pearson Prentice-Hall, 2008.  Note that this book has been custom published incorporating chapters one through nine.  This ISBN for this custom-published 4th edition is 1-256-19230-9 and can be found in the University bookstore.

Roy J. Lewicki, Bruce Barry, David M. Saunders.  Essentials of Negotiation, 5th edition.  New York: McGraw-Hill Irwin, 2010.  ISBN 978-0-073-53036-9. 

RECOMMENDED TEXT:

Diana Hacker, Rules for Writers, 7th Edition, Boston: Bedford/St. Martin’s. ISBN: 978-0-312-64736-0

TEACHING METHODS:

Interactive lecture, group and individual projects, role play

REQUIREMENTS:

  • Participation/attendance in class and group exercises (5/2) — 70 points
  • Article summaries (2@ 100 points each) — 200 points
  • Team project (paper = 155 pts; presentation = 75 pts) — 230 points
  • Individual case paper — 300 points
  • Two tests on team and negotiation concepts (in-class) — 200 points
  • Total - 1,000 points

READINGS PRIOR TO THE FIRST CLASS: 

Read Making the Team: A Guide for Managers in its entirety (Chapters 1–9)