COMMUNICATIONS IN LEADERSHIP AND NEGOTIATION
Summer 2008
Tuesdays and Thursdays
9:30 – 12:15
Units: 3 = 45 lecture hours
Prerequisite/Co-requisite Courses: None
Dr. Sylvia Y. R. Schoemaker
Phone: 510.628.8036
Office Hours: T-Th 9-9:30, 12:15-1
E-mail: drsylvia2008@gmail.com
Required texts:
Barrett, D. J. (2008). Leadership communication. (2nd. Ed.) New York: McGraw-Hill. (ISBN: 978-0-07-340314-4)
Lewicki, R. J., et al. (2007). Essentials of negotiation (4th. Ed.). New York: McGraw-Hill. (ISBN: 978-0-07-310278-4)
(Second ISBN: 9780071254274)
Text Websites:
Leadership Communication Text:
http://highered.mcgraw-hill.com/sites/0073403148/information_center_view0/
Negotiation Text Link:
http://highered.mcgraw-hill.com/sites/0073102768/information_center_view0/
BCom CLN Blog: http://4bcomcln.blogspot.com/
BCom CLN Wiki: http://4bcomcln.wetpaint.com/
Business Communications Wiki: http://businesscommunicationswiki.wetpaint.com/
Recommended Texts:
Fisher, R., Ury, W., Patton, B. (1991). Getting to yes: Negotiating agreement without giving in (2nd Ed.).
Ury, W. (1991). Getting past no: Negotiating with difficult people. New York: Bantam.
Anderson, K. (1993). Getting what you want: How to reach agreement and resolve conflict every time. New York: Dutton.
DESCRIPTION
Introduction to the study and practice of communications in leadership and negotiation. Particular focus is on effective oral and written communication skills as essential in applied business contexts from corporate to global levels.
OBJECTIVES
Primary E93/BA 318: Communications in Leadership and Negotiation objectives are to
1. Improve your ability to comprehend and produce effective written and oral business communications for leadership and negotiation purposes,
2. Evaluate business communications within appropriate contexts, and
3. Apply systematic communicative language processing strategies for critical thinking, problem solving, conflict resolution, decision making, goal setting and attainment.
Upon successful completion of this course, the student will be able to:
1. Learn to analyze the communicator, audience, purpose, context, and strategies of business communications in functional settings.
2. Select appropriate content, style and organization for varied situations.
3. Recognize appropriate presentation formats and techniques, and apply effective strategies in varied situations.
4. Become aware of tone and style choices in varied communications.
5. Gain experience in group projects.
6. Evaluate accurately the communications of self and others.
7. Reach concord in difficult situations
8. Provide appropriate leadership strategies in individual and group contexts.
9. Learn and apply appropriate strategies in leadership and negotiation
Text goals:
1. Upon completion of this course, the student should be able to:
2. Demonstrate competency in the fundamentals of business communications in leadership and negotiations.
3. Demonstrate an understanding of the basic patterns of business messages as appropriate to dynamic contexts.
4. Understand oral interpersonal communication including one-on-one, small-group communication, and public presentation.
5. Demonstrate understanding of cross-cultural communication.
6. Understand and use business communication technology.
7. Apply best practices in current functional business communication contexts
FORMAT
Material will be presented primarily in the form of lectures and discussions, readings, assignments from the text and, and relevant A/V and Internet materials. Lectures will cover the points to be learned and will direct your study from the text; however, some material will be presented in class that is not in the text. Thus, you should attend class, pay attention while there, and take notes over the material. In addition to class study, you should plan on spending significant time outside of class for preparation and review. All assignments are to be completed punctually and with appropriate attention to quality. Oral and written quizzes on chapters should be expected and will be given as required.
STUDENT RESPONSIBILITIES
Students are expected to attend class, complete assignments, and to participate in individual and group work in a productive manner.
SCHEDULE
| Date | Session | Topic (summary, map, exercises required for each) |
| Tuesday, June 10, 2008 | 1 | L1: What is Leadership Communication? |
| N1: The Nature of Negotiation | ||
| Thursday, June 12, 2008 | 2 | L2: Creating Leadership Documents |
| N2: Strategy and Tactics of Distributive Bargaining | ||
| Tuesday, June 17, 2008 | 3 | L3:Using Language to Achieve Leadership Purpose |
| N3: Strategy and Tactics of Integrative Negotiation | ||
| Thursday, June 19, 2008 | 4 | L4: Developing and Delivering Leadership Presentations |
| L5: Using Graphics and PowerPoint for a Leadership Edge | ||
| Tuesday, June 24, 2008 | 5 | L6: Developing EQ and Cultural Literacy to Strengthen Leadership Communication |
| N4: Negotiation, Strategy and Planning | ||
| Thursday, June 26, 2008 | 6 | N5: Perception,Cognition and Emotion |
| N6: Communication | ||
| Tuesday, July 01, 2008 | 7 | L7: Leading Productive Management Meetings |
| L8: Building and Leading High Performance Teams | ||
| Thursday, July 03, 2008 | 8 | Review |
| Midterm | ||
| Tuesday, July 08, 2008 | 9 | N7: Finding and Using Negotiation Power |
| L9: Establishing Leadership through Strategic Internal Communication | ||
| Thursday, July 10, 2008 | 10 | L10: Leading through Effective External Relations |
| N8: Ethics in Negotiation | ||
| Tuesday, July 15, 2008 | 11 | N9: Relationships in Negotiation |
| N10: Multiple Parties and Teams | ||
| Thursday, July 17, 2008 | 12 | N11: International and Cross-cultural Negotiation |
| N12 Best Practices in Negotiation | ||
| Tuesday, July 22, 2008 | 13 | Review |
| Thursday, July 24, 2008 | 14 | Final |
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