TopCourse Syllabus: PP5224
Nuno Delicado (firstname.lastname@example.org)
Homework for Shopping Week and 1st Class
Please read this course syllabus carefully and prepare questions to clarify anything that is not clear or may not feel right.
We welcome ideas for improvement.
Negotiation is a critical skill in all dimensions of life and society. In particular, public administrators and leaders are constantly required to influence multiple stakeholders in order to get things done and manage change and conflict. This course will allow you to increase effectiveness driving policy agendas and managing people and projects in the challenges faced both during your studies and after graduation.
This course explores systematic ways to negotiate and influence. It aims to help increase awareness of the negotiation process as well as of your own assumptions and behaviours, and to improve negotiation skills and results by developing systematic approaches to prepare and conduct negotiations. This is an experiential course, where you will engage in exercises, role plays and discussions. Other sources of learning include lectures, readings, videos, journals and group projects.
This is a practical course. The objective is not to learn a series of theories, but to become better at negotiation and influencing with a focus on value. While I am responsible for facilitating an engaging course that stimulates you for high-quality interactions, you are responsible for your own learning. If you feel your learning preferences are not being satisfied, or that concepts and materials are too easy or too difficult, please share your concerns with me.
Committed students can expect at the end of the course to have improved the ability to:
• Recognise negotiation everywhere, and associated risks and opportunities
• Spot your and others’ assumptions; distinguish crippling from empowering ones
• Understand and take into account your and others’ negotiation preferences
• Systematically diagnose, prepare and conduct negotiations
• Choose appropriate strategies for different situations by assessing risks & rewards
• Generate more valuable deals
• Claim a fair share of the value being negotiated
• Build better working relationships with people from different backgrounds, expectations, preferences and values
• Reflect and learn from your and others’ experience
• Continue developing negotiation and influencing skills on your own
Participants & Applications
This course is for those who want to commit to a learning and development journey to become more effective at getting what you really want, influencing others and developing better working relationships.
You will find this course applicable to all kinds of situations, including:
• Negotiating with colleagues: peers, boss, team, other departments, etc.
• Negotiating with external parties, in the public, corporate and non-profit sector:
clients, suppliers, business partners, regulators, etc.
• Negotiating in your personal life: with husband/wife, kids, parents, grandparents, cousins, aunts, uncles, friends, landlord, tenant, neighbours, the dog, etc.
• Negotiating simple and complex issues to achieve:
o Better relationships: trust, feelings, emotions, etc.
o Better processes: time, agendas, participants, meetings, etc.
o Better substantive results; quantity, quality, value, terms & conditions, etc.
• Negotiating all types of issues: community, corporate, public policy, international trade, climate change, natural resources, armed conflict, job scope and deliverables, compensation packages, groceries, souvenirs, holiday plans, sleep time, etc., etc., etc.
& Creating Value
||Fri, Aug 14th
||Sat, Aug 15th
||Fri, Sep 4th
||Sat, Sep 5th
||Fri, Sep 11th
||Sat, Sep 12th
||Sat, Oct 24th
|‘Save the World’
|Building Trust &
|Wrap Up &
||‘Save the World’ Project
||Readings (generally optional)
|| Practice, Practice, Practice
This is a summary of course assignments. Other work will be assigned during classes with the purpose of maximizing learning opportunities (additional work will count for your course engagement grade).
All submissions are due by 11:59pm on the specified date. Late submissions are accepted with a deduction of a full letter grade per day (i.e., A becomes a B if the assignment is submitted after 11:59pm, and then a C if more than 24 hours later, etc.). Please plan in advance to avoid missing deadlines.
||Complete Negotiation Preferences Test and Pre-Training Questionnaire (online)
||Both non-graded, but not completing them on time will affect your grade
||Submit ‘Save the World’ group, issue & project outline
||Submit preparation, review & feedback of Team Negotiation
||Submit preparation for Relationship Negotiation
||Read Value Creation Negotiation
||Submit preparation for Challenging Negotiation
||Meet with Nuno to discuss ‘Save the World’ project
||Submit preparation, review & feedback of Complex Negotiation
||Present ‘Save the World’ project & submit one-page report
||Submit your own one-page Cheatsheet summarizing the course
To stimulate the best learning experience, individual and collective, in class and out of class, your grade will be based on the following four components:
||Course Engagement: 20%
to maximize learning:
in class and out-of-class
Challenge & build
Review & Feedback: 20%
Reflect & learn from practice
– yours and others’
|‘Save the World’ Project: 30%
Translate the course into
positive social and public impact
Course Engagement (20%)
A strong course engagement is critical to maximize learning opportunities. For you to learn the most and contribute to others’ experience and learning, I expect you to:
• Perform required exercises in- and out-of-class (others may be proposed during the course):
Negotiation Preferences Test, Pre-course Questionnaire, Online Exercises, 1-page Cheatsheet
• Arrive punctually and fully prepared for every class (if you arrive late at class start or after a break, your engagement grade for one class will be zero; 9:00’01” is late for a 9:00 start)
• Be present with focused attention, engaged in what is happening in class
• Be actively involved in in-class and out-of-class activities
• Make positive contributions to discussions (concise, relevant, productive, building on others’
comments, contributing to the learning of others, not dominating)
• Ask thoughtful questions that enhance discussion and engage other students
• Volunteer for in-class and out-of-class activities or sharing of experiences
To ensure a focused learning environment, there is zero tolerance for in-cl ass use of ‘ w eapons of mass distraction’ such as phones, tablets, computers and others (unless for taking notes from class if that does not prevent your full engagement). Each violation reduces the final course grade by a full letter grade (e.g., A becomes B). If you cannot commit to being present in class please do not come to avoid distracting others.
We are all responsible for co-creating an excellent course. If you see improvement opportunities,
please suggest how we could all better work together.
I may interrupt a discussion if I believe it is not the best use of our time at that moment. If it happens, I
encourage you to continue discussing the issues you care about with me privately or online, or to bring them up in later classes when appropriate.
Out-of-class Negotiations (20%)
Out-of-class exercises will increase your negotiation awareness, help improve skills, and build the habits of systematic preparation and continuous improvement through reflection and conscious practice.
For four different negotiations (including two to be role-played in class) you will submit:
A. Your preparation for the negotiation using the Negotiation Preparation Sheet. Your preparation grade will be based on how well you understand each of the 7 elements of negotiation, and how detailed is your preparation (number of ideas prepared).
For two of those negotiations (which are negotiated out of class) you will also submit:
B. The outcome of your negotiation (class outcomes will be shared anonymously so that you can learn from other people’s agreements). Your negotiation outcomes will NOT be graded unless otherwise informed in advance. But not submitting the outcome will negatively affect your grade.
C. The self-review of your own performance in the negotiation: What worked well that you would like to repeat next time? What could you have done differently? Your self-review grade will be based on how specific your comments are (e.g., quoting certain words and describing specific actions), how they suggest deep reflection and learning about your experience (e.g. taking into account risks and rewards associated with different words/actions), and how prescriptive they are (the concrete recommendations you make about how to behave in the future).
D. Your feedback to your counterparty, which you need to share with your counterparty by the same deadline: What did they do that worked well? What could they have done differently? Please provide frank feedback to your counterparties to help improve their self-awareness and performance. What you write about them will not impact their grade, but will impact yours. Your feedback grade will be based on the same criteria as your self-review grade.
‘Save the World’ Project: 30%
It is great to learn new tools and theories about negotiation. And course exercises and role plays are often fun and insightful. But this course will be a waste of our time if there is no effective change in behaviour and results – and particularly if there is no positive world impact. The ‘Save the World’ project challenges us to translate the lessons of the course into positive social and public impact. It is a very open assignment where I encourage you to be creative and ambitious. Guidelines:
• Groups of 3 or 4 students committed to working together on the same issue during the semester
• Your mission is to apply the course tools and concepts to an issue that really matters to you
• You will submit the gr oup’s composi ti on, i ssue and pr oj ect outl i ne by August 22 nd
• I encourage and can assist establishing contacts with organizations/clients for real-world work
• We will schedule office hours to discuss your ideas and ensure you are on the right track
• You will be graded by your pr oj ect’s posi ti ve i mpact and by how well you present it and
inspire the rest of the class
• On October 24th each group will:
1. Facilitate a 10-minute class session (plus 5-minute Q&A). This will be your opportunity to engage and inspire the rest of the class, demonstrate impact achieved and explain next steps
2. Share the presentation file (e.g., Powerpoint, if used) with the rest of the class
3. Submit a 1-page report summarizing: (a) what you did; (b) your impact; (c) next steps (if any;
with proof of commitment to follow up and to ensure future impact)
|Key project dates:
(further guidelines will be provided along the course)
|Submit group, topic
& project outline
|Meet with Nuno to discuss the project
& one-page report
|By Aug 22nd
||On Oct 24th
Increasing reflection and awareness about our behaviours, thoughts and feelings is a critical part of our development as negotiators. This exercise aims to empower you and challenge your assumptions about what is negotiable and what you can achieve.
The journal will help you practice, reflect and learn more about negotiation through your practical experience during the course. Please see next slide for journal options.
Rules for the journal:
• New experiences: Experiences older than our first PP5224 class are not eligible for the journal
• LKYSPP/NUS are out-of-bounds: To avoid creating noise, negotiations with the School/NUS, students, staff or faculty cannot be used for the journal
• Confidential: So that you can feel comfortable sharing your personal experiences and thoughts, your Journal is confidential (unless you explicitly agree otherwise)
• Use the course language: Please use the vocabulary learned in the course – it will show you
learned something and make communication about negotiations much more efficient and clear
• Communicate precisely: E.g., instead of writing “I communicated well!”, be specific: “Communication was effective because I focused on asking open ended questions and used active listening to learn their interests and concerns.” Giving examples of specific words or actions and commenting on them can help be more precise
• Assessment: My assessment of your journal will focus on how the journal shows that you’ve
learned, you reflect deeply and prescribe future behaviours acknowledging risks and rewards
• Maximum length: 2,000 words (please include a word count at the end of your journal)
You have to choose one (and only one) journal from the following three options:
A. Negotiation Impossible
Mission: Negotiate something that you generally perceive as a "negotiation impossible” = something you would not
normally dare to even consider negotiating, because you believe it would be inappropriate, or impossible to be
successful. If it is something you have negotiated in the past, it is probably NOT a “negotiation impossible”. You
should really care about it, so that you are determined to invest deeply in being successful.
The journal should describe and analyse the negotiation, for instance with the following structure:
• Your “non-negotiable” and why it is a non-negotiable
• Preparation: how you prepared, any actions before meeting the other party, etc.
• The negotiation: key parts of the dialogue (preference for direct speech) and important actions
(Repeat preparation and negotiation if not successful in the first attempt)
• Review of outcome – including for instance:
o What surprised me? What surprised my counterparty? What did I learn?
o What worked well that I’d like to replicate next time? What would I do differently next time?
You must attach your Negotiation Preparation Sheet. It counts for grading, not for the word limit.
B. 10 No’s
Mission: Collect 10 “NO’s” as answers to 10 different requests/negotiations. If you get a “No” as a response to a request you have to change the request and the person to whom you ask (i.e., you cannot count several “No’s” from the same person or for the same thing). To maximize learning, you should approach the negotiations with the true intention of getting a “YES”, not just looking for another “NO” for your journal.
Please number your 10 negotiations from 1 to 10 and include the dates of each one (make sure they happened after our 1st class, not earlier). The journal should describe your experiences and challenges. It should briefly describe the negotiation and what you learned, analysing what worked well and what you would do differently next time.
C. Your Own Idea
You can also implement your own idea – any idea that you believe will help you learn more and better apply negotiation concepts. Anything different, challenging, that connects with you, that excites you. It should be practical/experiential – the idea is that the journal stimulates you to interact with the real world and practice the tools of the course. Please check with me on your choice before going ahead with it.
If you do not have a project that particularly excites you, I recommend you choose either “Negotiation Impossible” or the “10 No’s”, as they deliver powerful learning value.
Guidelines for Submissions
Please follow the following guidelines when submitting materials for any of the assessment components:
1. For easier feedback, please submit in an editable format such as Word, not PDF
(an exception can be the cheatsheet, e.g., if you want to make it more graphical)
2. Respect word limits strictly (i.e., 1,001 words is beyond a 1,000-word limit). Please note that footnotes and appendices count for the word limit. So that we align interests and expectations: I will not read text beyond the word limit, and your grade will be penalized. This is to ensure there is a clear limit for everyone, that you work to meet that limit, and that I can efficiently dedicate my full attention to what you write, providing appropriate feedback
3. Write to be understood: spelling and grammar errors do not affect your grade directly; but errors may affect my understanding of what you want to communicate – and my understanding does affect your grade
4. Name files in the following systematic way: <assignment>_<name>.doc
Here are some examples (for students called “Maria”, “John“, “Susan”):
o Team Negotiation Review_Maria, John.doc
o Save the World Project Outline_Maria, John, Susan.doc
o Save the World Project Presentation_Maria, John, Susan.ppt
5. Submit files in the appropriate submission folder created for each assignment
There is no required textbook for this course. Besides instructions for exercises (required), suggested readings may include parts of the following articles/chapters/books
(other references may be provided; please let me know if there is a particular interest not covered yet):
• Required: Instructions for class exercises (to be distributed during the course)
• Strongly recommended : Falcão, Horacio. Value Negotiation: How to Finally Get the Win-Win
Right. Pearson Education. You are encouraged (but not required) to purchase this book, as the course is very aligned with its structure. It will boost your ability to clarify course contents, go deeper on issues discussed, achieve a richer understanding, and continue developing as a negotiator after the course. The next page contains reading suggestions for each class session
• Other recommended books and articles:
o Fisher, R.; Ury, W.; Patton, B. Getting to Yes. Penguin Books. This book is a quick read and
a good reference on the general approach covered in the course (not as deep and directly
connected as ‘Value Negotiation’)
o Patton, B.; Stone, D.; Sheen, S. Difficult Conversations. Penguin Books
§ Summary of Difficult Conversations
o The Seven Myths of Win-Win Negotiations, by Horacio Falcão
• Other readings may be suggested or required during the course
• The most interested and committed who like to learn from reading can find a negotiation
bibliography here: http://books.plurisvalue.com
Suggested book readings
These readings are not required. They can help you go deeper on the issues and learn more, but you are not expected to have read them in order to participate well in class. If you decide to read, you can read the full chapter or the specific pages indicated, before the respective class (to prepare) or after the class (to review and learn more).
||“Value Negotiation” suggested readings
||Chapter 3 (pp. 30-33)
||• What assumptions do we make (about negotiations)?
• What is win-lose? And win-win? How do we choose to negotiate?
|Negotiation Preparation Tool
||Chapter 4 (pp. 55-61)
||• How to define a good negotiation result?
• What’s the difference between interests & positions?
• How shall we prepare for a negotiation? How to review it?
||Chapter 5 (pp. 74-82)
Chapter 6 (full)
|• What are the 3 negotiations? How to manage them?
• What is a critical moment in a negotiation?
• What are the 7 critical moments? How to manage?
|Building Trust & Relationships
||Chapter 7 (pp. 135-141)
||• What is trust? How to build it?
• What are unconditionally constructive behaviours?
||Chapter 8 (pp. 176-179)
||• How to overcome information asymmetry?
||Chapter 10 (pp. 215-219)
||• How to prepare interests for value discovery?
||Chapter 11 (pp. 237-246)
||• How to tailor options to interests? What are trades, mutual gains,
contingency options? How to overcome value creation enemies?
||Chapter 12 (pp. 287-291)
||• How to address value claiming risks? How to make the 1st offer?
||Chapter 14 (pp. 327-336)
||• How to handle their BATNA? How to use our BATNA?
||Chapter 13 (pp. 308-314)
||• How to say Yes? How to say No? How to get them to Yes?
|Managing Cross-cultural Negotiations
||• How does culture affect negotiations? How to deal with it?
|Dealing with Difficult Behaviours
||• What behaviours do we find difficult? How to manage them?
I am normally based in Timor-Leste so it will be unfortunately challenging to meet live. However, I am extremely committed to helping us all make the most out of the course. Here are a few options in case you would like (individually or in groups) to communicate with me out of class. Please do get in touch to discuss negotiations, life, the world or other issues:
E-mail: please drop me an e-mail (email@example.com) for anything that can be discussed over e-mail. We may switch to another channel if appropriate/necessary.
Conference call: we can schedule a conversation over the phone or skype as appropriate.
Live meeting: I will be available to meet on class days after we finish the last session, and sometimes the day before or the day after. We can schedule a meeting then. Please get in touch to schedule in advance.