Department of Management

Faculty of Economics and

Business
Universitas Gadjah Mada
SYLLABUS BUSINESS COMMUNICATION AND NEGOTIATION
Undergraduate Program Academic Year 2015/2016
3 Credit Hours
Class Room: T-102
Schedule: Tuesday, 16.30-19.00
Widya Paramita, S.E., M.Sc.
Office :
FEB UGM Building, 3rd Floor West Wing
Jalan Sosiohumaniora 1, Bulaksumur,
Yogyakarta
Mobile: +62 877 8807 4890
Phone: +62 274 548 510 (ext. 120)
Email: widyaparamita@ugm.ac.id
Office Hour: Friday, 10.00-16.00 (Except on Public Holiday)
Course Description:
This course is designed to help you better understand the theory,
processes,
and practices of basic communication and negotiation principles so that
you can have a better understanding on how effective communication and
negotiation should be performed in a wide variety of situations.
In this course, students will be facilitated to develop an understanding of
the principles, strategies, and tactics of effective communication and
negotiation, thus they could enhance their ability to assess the variables
in communication and negotiations, the impact of interpersonal styles,
personality, and culture on those two areas.
This course is conducted based on interactive learning method that
requires students to actively participate in every activities assigned by the
lecturer. The activities including sessions of communication and
negotiation simulations, sessions of case discussions, sessions of chapter
presentations, and session of guest lecture. After each exercise, we will
discuss what happened and why it happened so that students will develop
understanding as well as factual knowledge. Well discuss strategies that
worked and strategies that didnt. If a strategy didnt work we will
examine why and discuss alternative approaches. You are taking this
course to learn and improve. Thus, we expect that initially, individuals and
groups will choose and use inappropriate strategies. By delving into the
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Department of Management
Faculty of Economics and
Business
Universitas Gadjah Mada
thinking that led to a particular strategy, critical thinking and
effectiveness in future negotiations will improve. To learn as much as you
can, it is important to discuss not just what was effective and ineffective,
but why the choices were made and how they affected the result. You will
learn a lot about bargaining, resolving conflict, managing professional
relationships, and yourself. If you take advantage of the opportunities this
course offers, you will be comfortable and more productive managing
negotiations as well as professional and personal relationships.
Learning Objectives:
After completion of this course, students are expected to be able to:
1. Demonstrate the ability to deliver written report
2. Demonstrate the ability to deliver oral presentation
3. Understand the basic principles of communication.
4. Apply the you-view point in the communication context.
5. Understanding principles of integrative negotiation
6. Plan and execute an effective negotiation
7. Develop and execute effective strategies and tactics for different
situations that commonly arise in interpersonal and transactional
negotiations.
8. Understand factors affecting communication and negotiation
situation
9. Apply principles of communication and negotiation by experiencing
real communication and negotiation situation in simulations.
Reading materials
Fisher, R., and W. Ury. Getting to Yes: Negotiating Agreement Without
Giving In.New York: Penguin Books. 1991 (FU)
Krizan, A.C., Merrier, P., Logan, J., and Williams, K., 2007, Business
Communication, 7th edition, Ohio: South-Western Publishing. Code: K.
Locker, K.O., and Kaczmarek, S.K. Business Communication. 6th Edition.
New York: McGraw-Hill.
Lewicki, Roy J., David M. Saunders, Bruce Barry and John W. Minton.
Negotiation, 6th edition. Boston: McGraw-Hill. 2009 (LSBM)
Lewicki, Roy J., David M. Sanders, and Bruce Barry. Negotiation: Reading,
exercise and cases. 5th edition. McGraw-Hill. 2007 (LSB)
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Department of Management
Faculty of Economics and
Business
Universitas Gadjah Mada
Learning methods
The method used in the class is particular type of learning method under
the students centered learning paradigm (SCL). In this approach, students
are active learners to find and construct their own knowledge. The
instructor serves only as a facilitator to help students achieve their
learning objectives and develop interpersonal skill (i.e. communication
skills in the sense of arguing, reasoning, and presenting).
Learning Techniques:
- Lecturing
- Class discussion
- Assigned readings
- Exercise, case and simulations (one-on-one and group simulations)
The course treats negotiation and relationship as complex processes that
require the successfull practitioner to develop and use a unique blend of
perceptual, persuasive, analytical, and interpersonal skills. The exercises
are to be taken seriously and students are expected to be fully prepared
and to demonstrate continually improved application of effective
strategies and tactics.
Class requirements
It is imperative for students to fulfill all required assignments in
order to complete the course
It is mandatory for students to read the chapters to be discussed in
advance
Students are expected to actively participate in class discussion
and stay in class until the end of the class session.
Late attendance is NOT ALLOWED. Punctuality is a MUST. 15-30
minutes tolerance will be given for certain reasons only if prior
contact (SMS, email, formal letter, etc.) has been made with the
instructor at least ONE DAY before the class session schedule.
If you come late, make sure you notify the instructor after class that
you attended the class, otherwise, you will be marked as absent
Please set the cell phone in vibrate/silent mode during the class
session.
All students are required to behave with academic honesty. No
plagiarism will be tolerated. Proven plagiarism will be punished
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Department of Management
Faculty of Economics and
Business
Universitas Gadjah Mada
Grading Compositions
Mid term exam
Final term exam
Presentation (Individual or Group)
Assignment (Individual or Group)
Class participation (Q&A, Case discussion, etc)
10%
Negotiation Simulation (Including analysis report)

15%
15%
20%
20%
20%

TIME SCHEDULE
Session
16/02
2016

23/02

01/03

Topics
Introduction. Learning contract. Group
Formation. Business Communication
Foundations. Principles of Business
Communication. Assignment 1: SelfPresenting Video (IDV) and brief
expectation for the class
Building blocks for effective
message; Business Communication,
Management, and Success; Adapting
Your Message to Your Audience.
Communication across culture.
Assignment 2: Designing simple
announcement for a wide variety of
target viewers
Creating Goodwill; You-Attitude;
Positive Emphasis; Reader Benefits.
Assignment 3: Designing simple proposal
message

Reference, Assignments, Projects

Syllabus; K: Ch. 1, 4

L. 1, 2, 3

L. 6, 7, 8

08/03

Group Presentation of Assignment 3

L.14, 15, 16

15/03

Research Reports and Visuals;

Proposals and Progress Reports;

L. 21, 22, 23
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Department of Management
Faculty of Economics and
Business
Universitas Gadjah Mada
;Finding, Analyzing, and Documenting
Information; Short Reports. Assignment
4: Short Report
Job Interview; Making an Excellent CV
K. Ch 16, 17
22/03 and resume. Job Application. Job
L. 26-30
Interview
Guest Lecture
Analisa Widyaningrum, S.Psi., M.Psi.
29/03 Founder of Analisa Personality
L. 5, 20
Development Centre
Making an Excellent Oral Presentation
MID TERM EXAM-04th April 2016-16th April 2016---Take Home Exam
Assignment: Brief Report
19/04 Simulation 1: 2$ Game
the 2$ Game
2016
Class discussion 2$ Game
Assistant: Video Taping
-Reflection of Simulation: 2$ Game
-The Nature of Negotiation
LSB-Ch1
-Selecting a strategy for negotiation
LSBM- Reading 1.2
Principled Negotiation
03/05
FU-1; FU-2; FU3
Group Presentation & Class Discussions
Principled Negotiation
10/05 Group Presentation and Class
FU-4; FU-5
Discussions
BATNA
FU-6
17/05
Negotiation Jiujitsu
FU-7
Best Practice in Negotiation
24/05
LSB- Ch 20
Watch Movie about Negotiation
FINAL TERM EXAM-06th June-18th June 2016---Take Home Exam
26/04