Cambrian College

School of Business; Information

Technology; and Media
Communication, Music, Art
and Design, and Hospitality
Course Outline

We acknowledge and respect that we are gathered on the traditional lands of the Anishnaabe
People of Turtle Island and proudly recognize our local host Atikameksheng Anishnawbek. We
also recognize the contributions of Wahnapitae First Nation and the Metis Nation of Ontario.

Course Title Negotiation and Leadership

Course Code: MOG1010 Credit Value: 3 Credit Hours: 42

Programs: BAGC I.T. Business Analysis

BBUS Building Business
GBC2 Global Business Management
GBC3 Global Business Management - Part - Time
GBGC Global Business Management
GBPT Global Business Management - Part - Time
MOBH Organization Management - Hanson
MOGC Organization Management
MOHP Organization Management - Hanson

Equivalencies Prerequisites Corequisites

This course may be delivered in a variety of different formats: 100% in-class, 100% online (or a blend of both),
videoconferencing, distributed learning or off-campus. Please confirm with your faculty member which format will
be used for your section of this course.

General Education Course: Degree Breadth Course: Eligible for PLAR:

COURSE DESCRIPTION
In this course, students will be discover and apply negotiation theories as a tool of conflict resolutions. Students
will participate in an experiential learning environment where student will learn how to apply the skills in different
situations varying from simple buyer-seller bargaining to a more complex bargaining group environment.

Date: October 05, 2022

Prepared By: Brian Vendramin

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Cambrian College MOG1010 - Negotiation and Leadership

Approved by:
LORADONNA BOTTER
Chair, School Of Business; Information Technology; And
Media Communication, Music, Art And Design, And Hospitality

Effective: Fall 2022, Winter 2023, Spring 2023

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RELATIONSHIP TO PROGRAM VOCATIONAL LEARNING OUTCOMES

PROGRAM LEVEL

This course contributes to your program by allowing you to demonstrate the following vocational learning
outcomes:

Program(s) Vocational Learning Outcomes

I.T. Business Analysis College Standards

Organization Management -
Hanson
Organization Management
Organization Management -
Hanson
1. Communicate the results of business requirements analysis and
documentation to a broad and diverse audience using appropriate
communication tools and styles.
2. Apply negotiation and problem-solving skills to build effective stakeholder
alignment.
College Standards
1. Utilize effective oral and written communications in all aspects of work
completed.
2. Apply effective interpersonal skills.
College Standards
1. Utilize effective oral and written communications in all aspects of work
completed.
2. Apply effective interpersonal skills.
College Standards
1. Utilize effective oral and written communications in all aspects of work
completed.
2. Apply effective interpersonal skills.

COURSE CURRICULUM

Topics/Concepts Covered in This Course

• The Nature of Negotiation
• Strategy and Tactics of Distributive Bargaining
• Strategy and Tactics of Integrative Negotiation
• Negotiation: Planning and Strategy
• Individual Differences: Know Yourself and Your Counterpart
• Communication Process and Outcomes
• Negotiation Power and Persuasion
• Twelve: Managing Difficult Negotiations
• Best Practices in Negotiations

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Cambrian College
COURSE LEVEL: Learning Outcomes and Objectives
To earn credit for this course, you must reliably demonstrate your ability to:
Learning Outcome
1. Explain the elements, situations, and need
for negotiations to manage conflict.
2. Identify appropriate negotiation tactics
and strategies to create value for the
organization.
3. Identify appropriate bargaining tactics
and strategies to create value for the
organization.
4. Identify and evaluate the basic steps
in planning the process for an effective
negotiation process.
5. Assess the impact of various personal
characteristics and leadership skills of
negotiating parties and their influence on
the negotiation process.
6. Examine the role of effective
communication and other influencing
tools in building trust amongst negotiating
parties for a favourable outcome.
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MOG1010 - Negotiation and Leadership
Objectives
1.1 Define negotiation and explain the key elements of a
negotiation process and the distinct types of negotiation.
1.2 Describe how people use negotiation to manage
situations of interdependence.
1.3 Explain how negotiation fits within the broader
perspective of processes for managing conflict.
2.1 Recognize distributive bargaining situations.
2.2 Explain the importance of goals and targets, reservation
points, and alternatives.
2.3 Describe the tactical approaches used in distributive
situations.
2.4 Recognize and defend yourself from hardball tactics
used by others.
2.5 Recognize integrative bargaining situations.
3.1 Recognize integrative bargaining situations.
3.2 Describe the key steps in the integrative bargaining
process.
3.3 Explain the key strategies and tactics that facilitate value
creation.
4.1 Formulate appropriate goals for negotiation purposes.
4.2 List the basic steps of the planning process.
4.3 Identify some strategic choices that flow from the
planning process.
5.1 Identify differences in how males and females negotiate
and in how they are treated by others in negotiation.
5.2 Summarize ways to overcome negotiation
disadvantages that result from gender differences and
stereotypes.
5.3 Examine specific personality traits that influence
negotiation behaviours and processes.
5.4 Explain how differences in various abilities affect
negotiators.
6.1 Explain how to communicate positively, using verbal and
non-verbal techniques.
6.2 Explain how to ask questions in a way that increases the
likelihood that your counterpart will respond honestly.
6.3 Explain how negotiators build trust, repair trust, and
enhance perceptions of their reputation and fairness.
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Cambrian College MOG1010 - Negotiation and Leadership

Learning Outcome Objectives

7. Examine the roles that power and
persuasion play in the negotiation
process.
8. Apply leadership skills and knowledge
of best practices to successfully conduct
difficult negotiations.
7.1 Identify the sources of power in negotiations and explain
the uses and limits of power.
7.2 Identify and explain eight ways to comfortably deal with
others who have more power.
7.3 Describe the two routes to persuasion, and list the
various influence tools and techniques that are available
through each route.
8.1 Formulate appropriate goals for negotiation purposes.
8.2 List the basic steps of the planning process.
8.3 Identify some strategic choices that flow from the
planning process.
8.4 Identify the ten best practices for negotiators.

Essential Employability Skills

Communication Numeracy Critical Thinking and Problem
• communicate clearly in written, • not applicable Solving
spoken, and visual form • use a variety of thinking skills to
that fulfills purpose/needs of anticipate and solve problems.
audience.
• respond to written, spoken,
or visual messages in a
manner that ensures effective
communication.

Information Management Interpersonal Personal

• analyze, evaluate, and apply • not applicable • manage the use of time and other
relevant information from a resources to complete projects.
variety of sources.

Delivery Method
• Classroom: Course is delivered through scheduled synchronous teaching that may be face-to-face and/or virtual.
• Online: Course is fully delivered through asynchronous teaching.
• Hybrid: Course combines scheduled synchronous and unscheduled asynchronous teaching.
• HyFlex: Course includes both synchronous and asynchronous learning and the student can move between both
components seamlessly.

Learning Activities
• Lectures
• Class Discussions
• Group Work
• Presentations
• Guest Speaker(s)
• Reflective Writing
• Role Playing Activities
• In-Class Exercises
• Case Studies

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Resources Required
Books
Lewicki, Essentials of Negotiation, 4th Canadian Edition, Mc Graw Hill Ryerson
ISBN: 9781260332919

Evaluation Plan
Grading Scheme
A 80% - 100%
B 70% - 79%
C 60% - 69%
D 50% - 59%
F 0% - 49%

Evaluation Method Value (%)

Applied Activities (G) 70%
The Professor will share the details of the applied activities in the first week of classes.

They may include, but limited to, role-playing scenarios, case studies, reflections, projects and presentations.

Test/Exam 30%
The Professor will share the details in the first week of classes.

ADDITIONAL INFORMATION

College
Academic Policies
Students must adhere to all academic policies. These are available on myCambrian as well as the College website
at https://cambriancollege.ca/about/official-documents-and-policies/academic-policies/.
Accessibility Services
Cambrian is committed to creating an inclusive learning environment where we support our students' success.
Students who are registered with the Glenn Crombie Centre can access accessibility and/or counselling services
by:

1. Registering and scheduling an appointment through Clockwork in the Student Portal in myCambrian.
2. Contacting 705-566-8101 ext. 7420 or 7311, or
3. E-mailing accessibilityservices@cambriancollege.ca or Counselling@cambriancollege.ca

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Audio/Visual Capture
Sounds and images from this class, and contributions made by a participant, virtually or in-person, are recorded
under the authority of the Ontario Colleges of Applied Arts and Technology Act, 2002. The main purpose for these
recordings is to allow students enrolled in this course, whether they attend the particular class in person, virtually,
or at all, to review class content and activity. The use of class recordings is for personal use only and shall not be
shared or transferred.

These recordings may also be reviewed by faculty members to prepare future classes, to evaluate students,
to collaborate in program/course development/review, or to provide feedback to students or other faculty. Any
questions about this collection may be addressed to your respective Dean.
Copyright
Students may not submit work or partake in activities that infringe on the Canadian Copyright Act, or the related
Cambrian College Fair Dealing Guidelines and Copying Guidelines. The guidelines may be viewed at: http://
cambriancollege.libguides.com/copyrightinfo or by contacting the Library for questions related to copyright:
library@cambriancollege.ca
Equity, Diversity and Inclusivity
Cambrian is committed to building and preserving an equitable, diverse, and inclusive learning community
where students, faculty, and staff may achieve their full potential in an environment characterized by equality of
respect and opportunity. All students and employees have the right to live and work in an environment that is free
from discrimination and harassment. Therefore, Cambrian College will not tolerate any form of discrimination or
harassment in its employment, education, accommodation, or business dealings. For more information, please visit:
https://cambriancollege.ca/about/official-documents-and-policies/equity-human-rights-and-accessibility/
Modifications to the Course Evaluation Plan
Under exceptional circumstances, Cambrian reserves the right to alter the Course Evaluation Plan. Upon approval
from the Dean, faculty members will notify students of any modification to the Course Evaluation Plan and post to
the course Learning Management System site (Moodle).
Prior Learning Assessment and Recognition (PLAR)
Students wishing to have work or life experience considered through Prior Learning Assessment and Recognition
should contact pathways@cambriancollege.ca
Testing Practices at Cambrian
Many courses include major tests and/or final exams. The practice at Cambrian requires that these types of test
situations involve proctoring to ensure academic integrity. Online tests/exams may employ a proctoring service
to enable you to take your exam from a location of your choosing within a period specified by your instructor.
When you are taking an online test/exam, the proctoring service may capture your video, screen, audio and web
surfing particulars to protect academic integrity. Cambrian College collects, uses, discloses and retains personal
information in compliance with the Freedom of Information and Protection of Privacy Act (FIPPA). Your personal
information is being collected under the authority of the Ontario Colleges of Applied Arts and Technology Act
S.O. 2002, c.8, Sched. F. This information will be used for the purpose of administering a test/exam through an
online proctoring service acting as an authorized agent of the College. Please refer to Cambrian’s Confidentiality
of Student Records Policy for more details. If you have any questions regarding the collection of your personal
information, please contact Vice President Academic, Cambrian College, 1400 Barrydowne Rd., Sudbury ON P3A
3V8, 1-705-566-8101.
Tests and Evaluations
Students are required to write tests and/or complete evaluations as scheduled. Exceptions may be made in the
event of an emergency or a sanctioned event (e.g., varsity sports, field trip, religious observances, etc.). In non-
emergency situations, students are expected to contact the faculty member in the event that they can not be present
for a test/evaluation to explain the reason for their absence. At the discretion of the faculty member, an alternate
time for the test/evaluation may be allowed.

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Transfer Credit
Students wishing to have courses from other programs or institutions assessed for equivalency and/or transfer credit
should contact transfercredits@cambriancollege.ca.
Wabnode Centre for Indigenous Services
Students are encouraged to come to Wabnode to meet our Elders and to access personal counselling and connect
with academic tutoring. Our team is also be able to provide students with information related to funding and
scholarship and bursary opportunities for Indigenous students. We encourage students to come to Wabnode and
find out about opportunities to share in cultural, sports and community activities. Students can also contact Wabnode
at wabnode@cambriancollege.ca
Out-of-Class Assistance
The faculty will inform students of their Out-of-Class availability through the Learning Management System site
(Moodle).
Professional Conduct
Students are expected to demonstrate respectful behaviour and professional communication in all modes of course
delivery. Respectful behaviour is demonstrated by compliance with school and College policies, professional
conduct in program activities (on and off-campus), appropriate and safe usage of school/College property, meeting
program expectations for participation and attendance, and adhering to assignment deadlines and requirements.

Related policies:
Code of Conduct
Student Rights and Responsibility

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