Day 1
BUSINESS
NEGOTIATIONS
Leighton Wilks
HROD 493
Winter 2015
Agenda – Day 1.1
• Introductions
• Course overview
• Negotiation – “BioPharm/Seltek”
• Discussion - Introduction to
negotiation
• Negotiation basics
• Distributive negotiation
Introduction
Me
• Leighton Wilks
• HROD
• SH 460
• lrwilks@ucalgary.ca
• (403) 220-4139
You
• Name
• Area of focus/work
• Something interesting?
The Course
• Perhaps the most useful course of your degree!
• Negotiation is both an art and a science
• Will discuss material but you must decide what works best for you
• Never be a good musician by studying music
• Class is experiential
• We will negotiate, debrief, discuss
• Participation is a must (be on time, prep for negotiation)
• Don’t be afraid to push your “comfort zone”
• Remember – this isn’t real!
The Textbook
• Essentials of Negotiation
• Canadian 2nd Edition
• A fee of $35.00 is required
to cover copyright
• Not open to negotiation
• Cash only
Assignments
• Planning & Preparation (10% - 2.5% per
negotiation)
• Moms.com, Bullard House, Harborco, International
lodging
• Self-Appraisal Paper (35%)
• 10 pages max, January 16thth
• Simulation Analysis Paper (25%)
• 5 pages max, due on Feb 6th
• Group Project (30%)
• 10 pages max, due on Feb 6th
Admin Stuff
• PPT presentations are posted, but missing
negotiation specific data
• No need to read chapters or PPT prior to class
• I will post missing slides in the evening
• If you miss class it is your responsibility to contact
me for your negotiation role
• I can’t email or post the roles!
• Questions/Comments?
Negotiation
Negotiation - decision-making situations in which two or more interdependent parties attempt to reach agreement
• All of us negotiate, almost daily
• Many small negotiations, few large negotiations
• Skills apply to the boardroom, personal relationships
• Negotiations occur for several reasons:
• To agree on how to share or divide a limited resource
• To create something new that neither party
NEGOTIATIONS
Leighton Wilks
HROD 493
Winter 2015
Agenda – Day 1.1
• Introductions
• Course overview
• Negotiation – “BioPharm/Seltek”
• Discussion - Introduction to
negotiation
• Negotiation basics
• Distributive negotiation
Introduction
Me
• Leighton Wilks
• HROD
• SH 460
• lrwilks@ucalgary.ca
• (403) 220-4139
You
• Name
• Area of focus/work
• Something interesting?
The Course
• Perhaps the most useful course of your degree!
• Negotiation is both an art and a science
• Will discuss material but you must decide what works best for you
• Never be a good musician by studying music
• Class is experiential
• We will negotiate, debrief, discuss
• Participation is a must (be on time, prep for negotiation)
• Don’t be afraid to push your “comfort zone”
• Remember – this isn’t real!
The Textbook
• Essentials of Negotiation
• Canadian 2nd Edition
• A fee of $35.00 is required
to cover copyright
• Not open to negotiation
• Cash only
Assignments
• Planning & Preparation (10% - 2.5% per
negotiation)
• Moms.com, Bullard House, Harborco, International
lodging
• Self-Appraisal Paper (35%)
• 10 pages max, January 16thth
• Simulation Analysis Paper (25%)
• 5 pages max, due on Feb 6th
• Group Project (30%)
• 10 pages max, due on Feb 6th
Admin Stuff
• PPT presentations are posted, but missing
negotiation specific data
• No need to read chapters or PPT prior to class
• I will post missing slides in the evening
• If you miss class it is your responsibility to contact
me for your negotiation role
• I can’t email or post the roles!
• Questions/Comments?
Negotiation
Negotiation - decision-making situations in which two or more interdependent parties attempt to reach agreement
• All of us negotiate, almost daily
• Many small negotiations, few large negotiations
• Skills apply to the boardroom, personal relationships
• Negotiations occur for several reasons:
• To agree on how to share or divide a limited resource
• To create something new that neither party