(rev. date: 5/2007)
COMMUNICATIONS IN LEADERSHIP AND NEGOTIATION
Units: 3 Prerequisite/Co-requisite Courses: None
Dr. Sylvia Y. Rippel Schoemaker Phone: 510.628.8036
Office Hours: T-Th 9-9:30, 12; 15-1
E-mail: docsyl@gmail.com and by arrangement
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: 978-0-07-310276-4)
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 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
| Session | Topic (summary, map, exercises required for each) |
| 1 | Introduction |
| L1: What is Leadership Communication? | |
| N1: The Nature of Negotiation | |
| 2 | L2: Creating Leadership Documents |
| N2: Negotiation: Strategizing, Framing, and Planning | |
| 3 | L3:Using Language to Achieve Leadership Purpose |
| 4 | N2: Negotiation: Strategizing, Framing, and Planning |
| 5 | L4: Developing and Delivering Leadership Presentations |
| L5: Using Graphics and PowerPoint for a Leadership Edge | |
| 6 | L6: Developing EQ and Cultural Literacy to Strengthen Leadership Communication |
| 7 | N3: Strategy and Tactics of Distributive Bargaining |
| 8 | N4: Strategy and Tactics of Integrative Negotiation |
| 9 | Midterm |
| L7: Leading Productive Management Meetings | |
| 10 | L8: Building and Leading High Performance Teams |
| N5: Perception, Cognition, and Communication | |
| 11 | L9: Establishing Leadership through Strategic Internal Communication |
| 12 | L10: Leading through Effective External Relations |
| N6: Finding and Using Negotiation Leverage | |
| 13 | L10: Leading through Effective External Relations |
| 14 | N7: Ethics in Negotiation |
| 15 | N8: Global Negotiation |
| N9: Managing Difficult Negotiations: Individual Approaches | |
| 16 | Final |
STUDENT EVALUATION
Students are evaluated on the basis of class work, written assignments, quizzes, midterm and final exams, with grades proportionate to the following values:
| Content | Points | Percent |
| Attendance & Class Participation | 35 | 16% |
| Summaries, Maps, Projects | 50 | 23% |
| Quizzes /tests /exercises | 50 | 23% |
| Papers | 50 | 23% |
| Presentations | 35 | 16% |
| Totals | 220 | 100% |
| Percent | Letter Grade |
90-100 | A |
80-89 | B |
70-79 | C |
60-69 | D |
Below 60 | F |
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