UCLA PP209 Management in the 21st Century


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Course description

Learning how to manage others is an invaluable skill. This course will give you the expertise and tools to execute this skill in ways that you will be able to implement immediately. In the first half of the course, we will examine the design, management, and leadership of teams in organizational settings. The focus is on the interpersonal processes and structural characteristics that influence the effectiveness of teams, individual behavior in face-to-face interactions, and the dynamics of interpersonal relationships. You will understand the theory and processes of group and team behavior so that you can successfully work with teams.

In this course we will also focus on negotiation. We negotiate every day. We negotiate with co-workers, bosses, subordinates, clients, salespeople, romantic partners, and many others. This section is designed to build your understanding, skill, and confidence so that you achieve better outcomes for all your negotiations—large and small.


Kimberly Ling Murtaugh (Spring 2014)


At, accessed 25 December 2015.

Syllabus link on Atlas


Additional description from the syllabus

You will learn how to increase the quality of the deals you negotiate so as to maximize the potential value of any deal, and also how to claim and as much of that value for yourself as you can. You will learn to see opportunities to negotiate where you had never seen them before. You will gain a deep understanding of the strategic structure of negotiations. It is critical to learn to think rigorously about the strategic aspects of negotiations such as interests, goals, positions, rights, and power. You will improve your ability to understand the behavior of individuals, groups, and organizations in competitive situations. Further, the exercises in class will provide experience in negotiation, including learning to evaluate the costs and benefits of alternative actions, how to manage the negotiating process, and develop your confidence as a negotiator.

Much of the learning that occurs in the course will involve exercises, simulations, and cases that draw on students’ current experiences in the class as well as their previous experiences in teams and organizations. It is imperative that you attend class in order to get the most out of the class but also to be fair to your fellow students. Many of the exercises must be done in groups, and if you do not show up to class, it ruins the experience for the other members of your team.


The analysis should not be a blow-by-blow account of what happened in the negotiation, but should focus on what your approach was to the negotiation, how it worked, how it didn’t and what you would have done differently. The journal entries should be useful to both you and your opponent(s). They should help you clarify what you learned and give feedback to your negotiating opponent(s). Your analysis might address some of the following:

• What might you have done differently that would have improved your outcome?

• What might your opponent have done differently that would have improved his/her outcome? What did your opponent overlook?

• What did you learn about negotiation, bargaining, or conflict from this exercise?

• What did you learn about yourself from this experience?

• What did you learn about the behavior of others?

• How do the concepts presented in lectures or readings enrich your understanding of the process of this negotiation, its outcome, or your own style?

Week-by-week topics and readings

Week 1: Team Communication

Christopher Meyer, How the right measures help teams excel, Harvard Business Review, May-June 1994, at https://hbr.org/1994/05/how-the-right-measures-help-teams-excel, accessed 25 December 2015.

Week 2: Team Communication

Andrew Hargadon & Robert Sutton, Building an Innovation Factory, Harvard Business Review, May-June 2000, at https://hbr.org/2000/05/building-an-innovation-factory-2, accessed 25 December 2015.

Week 3: Diversity and Conflict in Teams

Satera Team at Imatron Systems, HBR Case at https://hbr.org/product/satera-team-at-imatron-systems-inc-a/803141-PDF-ENG, accessed 25 December 2015.

Lynda Gratton, Andreas Voigt, and Tamara Erickson, Bridging Faultlines in Diverse Teams, HBR Case at https://hbr.org/product/bridging-faultlines-in-diverse-teams/SMR250-PDF-ENG, accessed 25 December 2015.

Kathleen Eisenhardt, Jean Kahwajy & L.J. Bourgeois, How management teams can have a good fight, Harvard Business Review, July-August 1997, at https://hbr.org/1997/07/how-management-teams-can-have-a-good-fight, accessed 25 December 2015.

Optional: Amy Edmondson & Diana Smith, Too hot to handle? How to manage relationship conflict, HBR Case Study, at https://hbr.org/product/too-hot-to-handle-how-to-managerelationship-conflict/an/CMR349-PDF-ENG, accessed 25 December 2015.

Week 4a: Negotiation Basics

Fisher & Ury: Getting to Yes: Chapter 1 (Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, (New York: Penguin Books, 1983, Book Summary from University of Colorado at http://www.colorado.edu/conflict/peace/example/fish7513.htm, accessed 25 December 2015).

Optional: the rest of Getting To Yes

Week 4b: Integrative Bargaining

William Austin: Friendship and Fairness (Friendship and Fairness: Effects of Type of Relationship and Task Performance on Choice of Distribution Rules Pers Soc Psychol Bull September 1980 6: 402408, Sage link at http://psp.sagepub.com/content/6/3/402.full.pdf+html.)

Week 5a: Integrative Bargaining

Susan Brodt & Marla Tuchinsky (March 2000), Working Together but in Opposition: An Examination of the “Good-Cop/Bad-Cop” Negotiating Team Tactic, Organizational Behavior and Human Decision Processes 81(2):155–177 (Science Direct link at http://www.sciencedirect.com/science/article/pii/S0749597899928790, accessed 25 December 2015).

Week 5b: Distributive Bargaining

James Sebenius and David Lax, Three Ethical Issues in Negotiation, Negotiation Journal 2, no. 4 (October 1986): 363–370.

Max H Bazerman, Margaret A Neale, Kathleen L Valley, Edward J Zajac, Yong Min Kim, The effect of agents and mediators on negotiation outcomes, Organizational Behavior and Human Decision Processes. 1992;53(1):55-73.

Week 6a: Distributive Bargaining

G. Richard Shell, When is it legal to lie in negotiation? HBR Case Study, at https://hbr.org/product/when-is-it-legal-to-lie-in-negotiations/an/SMR003-PDF-ENG, accessed 25 December 2015.

Deepak Malhotra, Smart alternatives to lying, Harvard Business Review, July 2004, at https://hbr.org/product/smart-alternatives-to-lying-in-negotiation/an/N0405C-PDF-ENG, accessed 25 December 2015.

Week 6b: Package Offers

Adam Galinsky: Should you Make the First Offer? Harvard Business Review, July 2004, at https://hbr.org/product/should-you-make-the-first-offer/N0407A-PDF-ENG, accessed 25 December 2015.

Week 7: Package Offers

Robert Robinson, Defusing the Exploding Offer: The Farpoint Gambit, Negotiation Journal, Volume 11, Issue 3, pages 277–285, July 1995.

Week 8: Distributed Teams & Technology

Tsedal Neeley and Thomas J Delong, Managing a Global Team: Greg James at Sun Microsystems, HBS Case Study, July 2008, at https://hbr.org/product/managing-a-global-team-greg-james-at-sun-microsystems-inc-a/409003-PDF-ENG, accessed 25 December 2015.

Bradley L. Kirkman, Benson Rosen, Cristina B. Gibson, Paul E. Tesluk, Simon O.McPherson, Five Challenges to Virtual Team Success: Lessons from Sabre, Inc.,  The Academy of Management Executive (1993-2005), Vol. 16, No. 3 (Aug., 2002), pp.67-79, Stable URL: http://www.jstor.org/stable/4165869.  .

Week 9: Leadership

Hollingshead, Andrea B. and Wittenbaum, Gwen and Botero, Isabel C., From Cooperative to Motivated Information Sharing in Groups: Moving Beyond the Hidden Profile Paradigm (2004). Communication Monographs, Vol. 7, No. 3, 2004. Available at SSRN: http://ssrn.com/abstract=1802127.

Week 10: Leadership

Optional: Amy C. Edmondson, Richard M.J. Bohmer, and Gary P. Pisano, Speeding up Team Learning, Harvard Business Review, October 2001, at https://hbr.org/2001/10/speeding-up-team-learning/ar/1, accessed 25 December 2015.

Page created by: Ian Clark, last updated 25 December 2015. Note: Links for the readings have been added by the Atlas editors.