BA 318 Syllabus

BA 318: COMMUNICATIONS IN LEADERSHIP AND NEGOTIATION
Syllabus – Spring 2006

Dr. Sylvia Y. Rippel Schoemaker, Instructor BA 319
E-mail: docsyl@gmail.com
Course blog: http://cln-blog.blogspot.com/

Course 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.

Required Texts:

Barrett, D. J. (2006). Leadership communication. New York: McGraw-Hill. (ISBN: 0-07-291849-7)
Lewicki, R. J., et al. (2004). Essentials of negotiation (3rd Ed.). New York: McGraw-Hill. (ISBN: 0-07-254582-8

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.

Course Goals:
Primary BA 318 : Communications in Leadership and Negotiation objectives are to improve your ability to comprehend and produce effective written and oral business communications for leadership and negotiation purposes, to evaluate business communications within appropriate contexts, and to 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:
Upon completion of this course, the student should be able to:
Demonstrate competency in the fundamentals of business communications in leadership and negotiations.
Demonstrate an understanding of the basic patterns of business messages as appropriate to dynamic contexts.
Understand oral interpersonal communication including one-on-one, small-group communication, and public presentation.
Demonstrate understanding of cross-cultural communication.
Understand and use business communication technology.
Apply best practices in current functional business communication contexts

Course Policies:
Material will be presented primarily in the form of lectures and discussions, readings, assignments from the text and, and relevant A/V and Interenet 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 attential to quality. Oral and written quizzes on chapters should be expected and will be given as required.

Grading
Your grade will be determined based upon the total points earned on examinations, quizzes, and course papers. There is no provision for doing extra or outside work to improve your grade.
A Excellent = 90.0% to 100%
B Good = 80.0% to 89.9%
C Fair = 70.0% to 79.9%
D Passing = 60.0% to 69.9%
F Failing < name="RANGE!A6:I65">

Reading Assignments:

L: Barrett, D. J. (2006) Leadership Communication. New York: McGraw-Hill. (ISBN: 0-07-291849-7)
N: Lewicki, R. J., et al. (2004) Essentials of Negotiation. Third Ed. New York: McGraw-Hill. (ISBN: 0-07-254582-8) (Note: may change to 4th edition if available)


29-Apr Saturday
9:30-12:30 9:30 Introduction
10:30 L-C1: What is Leadership Communication?
11:30 N-C1: The Nature of Negotiation
12:30 Lunch
13:30-17:30 13:30 L-C2: Creating Leadership Documents
14:30
15:30 N-C1: Nature of Negoiation, continued
16:30 Debriefing

30-Apr Sunday
9:30 L-C3: Using Language to Achieve Leadership Purpose
10:30 N-C2: Negotiation: Strategizing,Framing, and Planning
11:30
12:30 Lunch
13:30 L-C4: Developing and Delivering Leadership Presentations
14:30 N-C2: Negotiation: Strategizing, Framing, and Planning, continued
15:30
16:30

2-May Tuesday 9:30 L-C5: Using Graphics and PowerPoint for a Leadership Edge
10:30 N-C3: Strategy and Tactics of Distributive Bargaining
11:30
12:30 Lunch
13:30 L-C6: Developing EQ and Cultural Literacy to Strengthen Leadership Communication
14:30 N-C4: Strategy and Tactics of Integrative Negotiation
15:30
16:30

4-May Thursday 9:30 L-C7: Leading Productive Management Meetings
10:30 N-C5: Perception, Cognition, and Communication
11:30
12:30 Lunch
13:30 L-C8: Building and Leading High Performance Teams
14:30 N-C5: Perception, Cognition, and Communication, continued
15:30
16:30

6-May Saturday 9:30 L-C9: Establishing Leadership through Strategic Internal Communication
10:30 N-C6: Finding and Using Negotiation Leverage
11:30
12:30 Lunch
13:30 L-C10: Leading through Effective External Relations
14:30 N-C7: Ethics in Negotiation
15:30
16:30


7-May Sunday 9:30 L-Appendix B: Successful Case Analysis and Discussion
10:30 N-C8: Global Negotiation
11:30
12:30 Lunch
13:30 L-Appendix C: Usage Self-Assessment
14:30 N-C9: Managing Difficult Negotiations: Individual Approaches
15:30 Debriefing
16:30