Syllabus

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BUS 526 Student Version 201102 [1037–9/1/2010] FINAL of 26

Negotiation and Conflict Resolution – BUS 526

Student Course Guide

Prerequisite: None

INSTRUCTIONAL MATERIAL - Required

Lewicki, R., Saunders, D. & Barry, B. (2007). Essentials of negotiation (5th ed.). Boston:

McGraw Hill.

Lewicki, R, Saunders, D. & Barry, B. (2007). Negotiation: Readings, exercises and cases (6th

ed.). Boston: McGraw Hill.

INSTRUCTIONAL MATERIAL - Supporting

The following resources provide additional background and supporting information for this

course. There is no need to purchase these items for the course.

Allen Nan, S. (2008). Conflict resolution in a network society. International Negotiation, 13(1),

111-131.

Andrade, L., Plowman, D. A., & Duchon, D. (2008). Getting past conflict resolution: A

complexity view of conflict. Emergence: Complexity & Organization, 10(1), 23-38.

Guttman, H. M. (2009). Conflict management as a core competency for HR professionals.

People & Strategy, 32(1), 32-39.

Mahony, D., & Klaas, B. (2008). Comparative dispute resolution in the workplace. Journal of

Labor Research, 29(3), 251-271.

COURSE DESCRIPTION

Examines conflict negotiation in organizations. Provides a background in negotiation,

mediation, ombudsmen and investigator systems, peer review boards, arbitration and dispute

resolution. Presents specialized concepts in managerial negotiations such as cross-culturally,

making effective group decisions, negotiating mergers and acquisitions, and managing business

integration teams.

COURSE OUTCOMES

Upon the successful completion of this course, the student will be able to:

1. Analyze the functions of conflict in the workplace and develop actions to effectively

manage conflict and enhance operations.




2. Given a negotiation requirement, develop a distributive bargaining strategy.

3. Given a negotiation requirement, develop an integrative negotiation strategy that satisfies

all parties.

4. Analyze the dynamics of a negotiation process and determine specific tactics to effectively

implement the steps of negotiation.

5. Determine effective techniques for improving communications during negotiations.

6. Formulate guidelines to improve the ethical behavior in negotiations.

7. Formulate strategies that build trust and improve negotiations based on relationships.

8. Analyze the dynamics of multiparty negotiation and develop strategies to effectively

manage the negotiations.

9. Given a negotiation requirement in a diverse cultural environment, adapt negotiation styles

to accommodate cultural norms and differing negotiating norms.

10. Use technology and information resources to research issues in negotiation and conflict

resolution.

COURSE EXPECTATIONS

To obtain the most benefit from this class:

Follow Strayer University’s policies and procedures as well as those specific to this

class.

o Class specific information can be found within the “Class Information” section

within the Student Center.

WEEKLY COURSE SCHEDULE

The weekly schedule describes the learning activities that will help you achieve the course

outcomes and the assignments that will be used to measure your mastery of the outcomes. Each

week is divided into sections consisting of readings, lectures, discussions, and assignments.

For selected assignments, a grading rubric is included in this course guide and will be used to

evaluate your performance.

Week Assignments Date

1

2

3 Assignment 1: Conflict Management and Negotiations

4 Assignment 2: Integrative Negotiations

5

6 Assignment 3: Negotiation Issues

7

8 Assignment 4: Communication, Power, Ethical guidelines

9

10 Assignment 5: Multiparty negotiations, Trust/Reputation

11




WEEK 1

Course outcome in focus:

Analyze the functions of conflict in the workplace and develop actions to effectively manage

conflict and enhance operations.

Activities:

Readings:

Read Chapter 1 of Essentials of Negotiation

Review Case: “Negotiating with Disordered People” in Negotiation: readings, exercises,

and cases.

Review Case: “When and How to use Third-Party Help” in Negotiation: readings,

exercises, and cases.

Review Case: “Investigative Negotiation” in Negotiation: readings, exercises, and cases.

Supporting Topics:

Lecture Topics:

Characteristics of negotiation situation

Interdependence

Claiming vs. creating value

Function and dysfunctions of conflict

Duel concerns model

Lectures/Discussions:

Faculty introduction, course overview and expectations

Review course philosophy, expectations, assignments, late policy, grading, academic

integrity, APA use if appropriate, and attendance policy.

Student introductions

Lecture on characteristics of negotiation situation, interdependence, claiming vs. creating

value, function and dysfunctions of conflict, duel concerns model.

Discussion 1: “Negotiation and Human Behavior.” Students will read Case: “Negotiating

with Disordered People” and respond to the following:

o Discuss whether or not you think assuming that negotiators are rational. Based on

your response, discuss what you recommend negotiators do to help them have

successful outcomes.

o Discuss one mental condition that may pose a problem to a negotiator. Discuss the

implications of this condition, what could be placed at risk because of the

condition and a strategy for negotiating with a person with this condition. Discuss

what you have learned about the nature of negotiating that you did not know

before.




Discussion 2: “Conflict management.” Students will read Cases: “When and How to use

Third-Party Help” and “Investigative Negotiation,” and respond to the following:

o Analyze the argument presented for when one should use third-party help. Do you

agree? Why or why not?

o From the list of advantages and disadvantages found in Case: “When and How to

use Third-Party Help,” explain which advantage and which disadvantage is the

most significant and why?

o Discuss one of the principles of investigative negotiation. Be sure to share your

thoughts on the principle in addition to what the principle postulates.

WEEK 2


Given a negotiation requirement, develop a distributive bargaining strategy.

Activities:

Readings:


Review Case: “Three Approaches to Resolving Disputes: Interests, Rights, and Power” in

Negotiation: readings, exercises, and cases.

Supporting Topics:

Lecture Topics:

Distributive bargaining

Resistance points

Tactical tasks in distributive bargaining

Various “hardball” tactics


Lecture on distributive bargaining, resistance points, tactical tasks in distributive

bargaining and various “hardball” tactics.

Discussion 1: “Communication and Negotiation.” the following:

o Discuss the strategic impact of position taking during a negotiation and the role of

concession.

o Discuss the significance of communication in negotiating.

o Think back to an example of distributive bargaining from your own experience.

Knowing what you know now, explain the experience and what you might have

done differently.

Discussion 2: “Solving disputes.” Students will read Case: “Three Approaches to

Resolving Disputes: Interests, Rights, and Power” and respond to the following:




o Think of a dispute you have had in the past. How did you resolve it- reconciling

interests, determining who was right, or determining who was more powerful?

Include discussion as to how you know what method you used.

o Discuss the role of cost considerations played a role in your resolution to the same

dispute.

o Was the resolution to your dispute distressed or effective? Explain.

WEEK 3


Given a negotiation requirement, develop an integrative negotiation strategy that satisfies all

parties.

Activities:

Readings:


Review Case: “Defusing the Exploding Offer” in Negotiation: readings, exercises, and

cases.

Review Case: “Implementing a Collaborative Strategy” in Negotiation: readings,


Supporting Topics:

Lecture Topics:

Integrative process

Integrative negotiation process

Factors affecting integrative negotiation


Lecture on the integrative process, integrative negotiation process and factors affecting

integrative negotiation

Discussion 1:” Integrative Negotiation.” Students will respond to the following:

o Assume you are a manager over operations and it is budget season. You have

been trying for two years to receive approval for two full-time employees. The

finance manager does not see how or why you should receive this increase in

budget.

o Provide examples of how you and the finance manager can use integrative

negotiation techniques to generate ideas.

Discussion 2:” Successful integration.” Students will respond to the following:

o Given the situation provided in Discussion 1 for this week, provide guidelines to

narrow the options that should be considered between both parties.




Assignment 1: Conflict Management and Negotiations.

Analyze the situations below, complete the actions, and prepare a four to five (4-5) page

double-spaced report with your conclusions: (Note: Please do not simply provide a generic

description extracted from the textbook, relate your examples to the situation). You

manage a team of internal auditors and the business units that your team audit is

complaining about the samples being selected for audit. The main issue the business unit

managers are having is the perception that one team is being audited more than another.

This factor negatively impacts a few of the business units because their performance

appears to be below the stated goals on a monthly basis.

1. Given the conflict situation provided, explain how to apply three conflict

management approaches. Which one do you think would be the most

effective and explain why.

2. Given the situation provided involving distributive bargaining, determine the

fundamental distributive bargaining strategy you would use and explain why

this would be effective.

3. Outline the tactical tasks and give an example of actions you would take

related to each task. Explain why these actions would facilitate a successful

negotiation.

4. Given the negotiation situation provided explain the role commitment of the

deal has in relation to closing the deal and how these actions would facilitate

a successful negotiation.

The format of the report is to be as follows:

o Typed, double spaced, Times New Roman font (size 12), one inch margins

on all sides (APA format).

o Use headers for each of the criteria, followed by your response.

o In addition to the four to five (4-5) pages required, a title page is to be

included. The title page is to contain the title of the assignment, your name,

the instructor’s name, the course title, and the date.

NOTE: You will be graded on the quality of your answers, the logic/organization of the

report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

Outcomes Assessed

Analyze the functions of conflict in the workplace and develop actions to effectively manage conflict and enhance operations.

Given a negotiation requirement, develop an integrative negotiation strategy that satisfies

all parties.

Use technology and information resources to research issues in negotiation and conflict

resolution.




Grading Rubric for Assignment 1 – Conflict Management and Negotiations

Criteria

0

Unacceptable

20

Developing

30

Competent

40

Exemplary

1. Explain how to apply three of the

conflict

management

approaches, which

one would be the

most effective and

why.

Did not complete the assignment or

did not explain

how to apply three

of the conflict

management

approaches, which

one would be the

most effective or

why; omitted key

information and/or

included irrelevant

information. Completed with

less than 70%

accuracy,

thoroughness, and

logic.

Partially explained how to apply three

of the conflict

management

approaches, which

one would be the

most effective and

why; omitted some

key information.

Completed with

70-79% accuracy,

thoroughness, and

logic.

Sufficiently explained how to

apply three of the

conflict

management

approaches, which

one would be the

most effective and

why. Completed

with 80-89%

accuracy,

thoroughness, and

logic.

Fully explained how to apply three

of the conflict

management

approaches, which

one would be the

most effective and

why. Completed

with 90-100%

accuracy,

thoroughness, and

logic.

2. Determine the

fundamental

distributive

bargaining

strategy you

would use and

explain why this would be

effective.

Did not complete

the assignment or

did not determine

the fundamental

distributive

bargaining strategy

you would use or explain why this

would be effective;

omitted key

information and/or

included irrelevant

information.

Completed with

less than 70%

accuracy,

thoroughness, and

logic.

Partially

determined the

fundamental

distributive

bargaining strategy

you would use and

explained why this would be effective;

omitted some key

information.

Completed with

70-79% accuracy,

thoroughness, and

logic.

Sufficiently

determined the

fundamental

distributive

bargaining strategy

you would use and

explained why this would be effective.

Completed with

80-89% accuracy,

thoroughness, and

logic.

Fully determined

the fundamental

distributive

bargaining strategy

you would use and

explained why this

would be effective. Completed with

90-100% accuracy,

thoroughness, and

logic.

3. Outline the tactical tasks and

give an example

of actions you

would take related

to each task, and

explain why these

actions would

facilitate a

successful

negotiation.


did not outline the

tactical tasks or

give an example of

actions you would

take related to each

task, or explain

why these actions

would facilitate a

successful

negotiation;

omitted key information and/or

included irrelevant

Partially outlined the tactical tasks

and gave an

example of actions

you would take

related to each task,

and explained why

these actions would

facilitate a

successful

negotiation;

omitted some key


70-79% accuracy,

Sufficiently outlined the tactical

tasks and gave an

example of actions

you would take

related to each task,

and explained why

these actions would

facilitate a

successful

negotiation.

Completed with

80-89% accuracy, thoroughness, and

logic.

Fully outlined the tactical tasks and

gave an example of

actions you would

take related to each

task, and explained

why these actions

would facilitate a

successful

negotiation.

Completed with

90-100% accuracy,

thoroughness, and logic.




information.

Completed with

less than 70%

accuracy,

thoroughness, and

logic.

thoroughness, and

logic.

4. Explain the role

commitment of the deal has in

relation to closing

the deal and how

these actions

would facilitate a

successful

negotiation.

Did not complete

the assignment or did not explain the

role commitment of

the deal has in

relation to closing

the deal and how

these actions would

facilitate a

successful

negotiation;

omitted key

information and/or

included irrelevant information.

Completed with

less than 70%

accuracy,

thoroughness, and

logic.

Partially explained

the role commitment of the

deal has in relation

to closing the deal

and how these

actions would

facilitate a

successful

negotiation;

omitted some key

information.

Completed with

70-79% accuracy, thoroughness, and

logic.

Sufficiently

explained the role commitment of the

deal has in relation

to closing the deal

and how these

actions would

facilitate a

successful

negotiation.

Completed with

80-89% accuracy,

thoroughness, and

logic.

Fully explained the

role commitment of the deal has in

relation to closing

the deal and how

these actions would

facilitate a

successful

negotiation.

Completed with

90-100% accuracy,

thoroughness, and

logic.

5. Clarity

Did not complete

the assignment or

explanations are

unclear and not

organized.

(Major issues)

Explanations

generally unclear

and not well

organized.

(Many issues)

Explanations

generally clear

and/or organized.

(Minor issues)

Explanations very

clear and well

organized.

(Added helpful

details.)

6. Writing – Grammar,

sentence structure,

paragraph

structure, spelling,

punctuation, APA

usage. Included 3

references

(textbook and 2

appropriate,

relevant

references).


had 8 or more

different errors in

grammar, sentence

structure,

paragraph


punctuation, or

APA usage. (Major

issues)

Had 6 - 7 different errors in grammar,

sentence structure,

paragraph


punctuation, or

APA usage. (Many

issues)


sentence structure,

paragraph


punctuation, or

APA usage. (Minor

issues)


sentence structure,

paragraph


punctuation, or

APA usage.

WEEK 4


Analyze the dynamics of a negotiation process and determine specific tactics to effectively


Activities:

Readings:





Review Case: “The Tension Between Principals and Agents” in Negotiation: readings,


Review Case: “When a Contract isn’t Good Enough: How to be Sure Your Agent gets

the Best Deal” in Negotiations: readings, exercises, and cases.

Supporting Topics:

Lecture Topics:

Role of goals and strategy in negotiation

Phases of the negotiation process

Negotiation planning

Considerations in the use of agents


Lecture on the role of goals and strategy in negotiation, phases of the negotiation

process, negotiation planning and considerations in the use of agents.

Discussion 1:” Drivers of Negotiation.” Students will respond to the following:

o Discuss the significance of goal setting before a meeting. Include discussion

regarding what could happen if this preparation is not done.

o Discuss the difference between a tactic and a strategy. Are both needed, if so,

discuss when.

o Considering the planning process to implement a strategy, discuss the

significance of two phases and whether or not you think they are imperative.

Discussion 2: “Strategy Implementation.” Students will read Cases: “The Tension

between Principals and Agents” and “When a Contract isn’t Good Enough: How to be

Sure Your Agent gets the Best Deal,” and respond to the following:

o Discuss the difference between a principle and an agent. Explain why or why

not you think both are needed.

o Discuss the different costs associated with hiring an agency. Discuss whether or

not you think the costs are worth it. Ensure you support your responses.

o Discuss one of the types of agents and the implications of that type of agent

obtaining the best deal for you.

Assignment 2: Integrative Negotiations.

Read the scenario below and respond to the statements. You are an employee and heard

about an opportunity to job shadow in a department that you have been trying to gain entry

for over one year. Your immediate manager has told you that you cannot apply for the job

shadowing opportunity because you did not respond during the stated deadline. He is also

concerned that you will not be able to effectively perform your current role while you

shadow for the six month time period. You are a good employee who is very reliable and




because of this, your manager has given you the opportunity to make a case for why he

should grant your request. Prepare a four to five (4-5) page double-spaced report with your

conclusions: (Note: Please provide details to demonstrate your knowledge of the processes

and approaches addressed.)

1. Outline the steps you would take following an integrative negotiations

strategy.

2. Determine which steps pose the greatest challenge(s) and explain why.

3. Discuss the cognitive considerations that you would need to factor in as you

prepare and present your case to your manager. Include discussion on the

assumed mental state your manager may have based on the situation. Provide

support for your classifications.

4. Assess whether it would be possible to negotiate the same case using both

integrative and distributive strategies and explain why or why not.


o Typed, double spaced, Times New Roman font (size 12), one inch margins on

all sides, APA format.








Outcomes Assessed

Analyze the dynamics of a negotiation process and determine specific tactics to

effectively implement the steps of negotiation.

Given a negotiation requirement, develop an integrative negotiation strategy that

satisfies all parties.

Use technology and information resources to research issues in negotiation and

conflict resolution.

Grading Rubric for Assignment 2 – Integrative Negotiations

Criteria

0

Unacceptable

20

Developing

30

Competent

40

Exemplary

1. Outline the steps

you would take

following an

integrative

negotiations

strategy.

Did not complete

the assignment or

did not outline the

steps you would

take following an

integrative

Partially outlined

the steps you would

take following an

integrative

negotiations

strategy; omitted

Sufficiently

outlined the steps

you would take

following an

integrative

negotiations

Fully outlined the

steps you would

take following an

integrative

negotiations

strategy.




negotiations

strategy; omitted

key information

and/or included

irrelevant

information.

Completed with less than 70%

accuracy,

thoroughness, and

logic.

some key

information.

Completed with

70-79% accuracy,

thoroughness, and

logic.

strategy.

Completed with

80-89% accuracy,

thoroughness, and

logic.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

2. Determine which

steps pose the

greatest

challenge(s) and

explain why.

Did not complete

the assignment or

did determine

which steps pose

the greatest

challenge(s) and

explain why;

omitted key

information and/or included irrelevant

information.

Completed with

less than 70%

accuracy,

thoroughness, and

logic.

Partially

determined which

steps pose the

greatest

challenge(s) and

explained why;

omitted some key

information.

Completed with 70-79% accuracy,

thoroughness, and

logic.

Sufficiently

determined which

steps pose the

greatest

challenge(s) and

explained why.

Completed with

80-89% accuracy,


Fully determined

which steps pose

the greatest

challenge(s) and

explained why.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

3. Discuss the

cognitive

considerations

that you would

need to factor in as you prepare

and present your

case to your

manager.

Did not complete

the assignment or

did not discuss the

cognitive

considerations that you would need to

factor in as you

prepare and present

your case to your

manager; omitted

key information

and/or included

irrelevant

information.

Completed with

less than 70% accuracy,

thoroughness, and

logic.

Partially discussed

the cognitive

considerations that

you would need to

factor in as you prepare and present

your case to your

manager; omitted

some key

information.

Completed with

70-79% accuracy,

thoroughness, and

logic.

Sufficiently

discussed the

cognitive

considerations that

you would need to factor in as you

prepare and present

your case to your

manager; omitted

some key

information.

Completed with

80-89% accuracy,

thoroughness, and

logic.

Fully discussed the

cognitive

considerations that

you would need to

factor in as you prepare and present

your case to your

manager; omitted

some key

information.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

4. Assess whether it

would be possible

to negotiate the

same case using

both integrative

and distributive

strategies and

explain why or

why not.

Did not complete

the assignment or

did not assess

whether it would be

possible to

negotiate the same

case using both

integrative and

distributive

Partially assessed

whether it would be

possible to

negotiate the same

case using both

integrative and

distributive

strategies and

explained why or

Sufficiently

assessed whether it

would be possible

to negotiate the

same case using

both integrative

and distributive

strategies and

explained why or

Fully assessed

whether it would be

possible to

negotiate the same

case using both

integrative and

distributive

strategies and

explained why or




strategies and

explain why or why

not; omitted key

information and/or

included irrelevant

information.

Completed with less than 70%

accuracy,

thoroughness, and

logic.

why not; omitted

some key

information.

Completed with

70-79% accuracy,

thoroughness, and

logic.

why not.

Completed with

80-89% accuracy,

thoroughness, and

logic.

why not.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

5. Clarity

Did not complete

the assignment or

explanations are

unclear and not

organized.

(Major issues)

Explanations

generally unclear

and not well

organized.

(Many issues)

Explanations

generally clear

and/or organized.

(Minor issues)

Explanations very

clear and well

organized.

(Added helpful

details.)

6. Writing –

Grammar,

sentence

structure, paragraph

structure,

spelling,

punctuation, APA

usage. Included 3

references

(textbook and 2

appropriate,

relevant

references).

Did not complete

the assignment or

had 8 or more

different errors in grammar, sentence



punctuation, or

APA usage. (Major

issues)

Had 6 - 7 different

errors in grammar,

sentence structure,

paragraph structure, spelling,

punctuation, or

APA usage. (Many

issues)

Had 4 - 5 different

errors in grammar,

sentence structure,


punctuation, or

APA usage. (Minor

issues)

Had 0 - 3 different

errors in grammar,

sentence structure,


punctuation, or

APA usage.

WEEK 5


Analyze the dynamics of a negotiation process and determine specific tactics to effectively


Activities:

Readings:


Review Case: “Negotiating Rationally: The Power and Impact of Negotiator’s Frame”

in Negotiation: readings, exercises, and cases.

Supporting Topics:

Lecture Topics:

Perception and the impact on negotiations

Framing

Cognitive biases

Role of emotions in negotiations

Considerations for managing stress in negotiation





Lecture on perception and the impact on negotiations, framing, cognitive biases, role of

emotions in negotiations, and considerations for managing stress in negotiation.

Discussion 1: “Cognition and Negotiation.” Students will respond to the following:

o Discuss one implication that you associate with perceptual distortion.

o Explain how you will apply a method to help you manage perception, cognition,

or emotions.

o Discuss one perceptual distortion that you think you have applied to someone or

that was applied to you. Discuss how this error affected the situation. Discuss

how this error would have affected the situation if you were in negotiations.

Discussion 2: “Bias and negotiation.”

Students will read Case: “Negotiating Rationally: The Power and Impact of

Negotiator’s Frame” and respond to the following:

o Discuss the role of framing when negotiating. Think of an argument you have

framed for negotiating in the past. What steps or tactics did you employ? Were

they successful? Why or why not?

o Discuss how framing a risky negotiation differs, if at all, from other framing

practices.

o Discuss what makes the framing process strategic.

WEEK 6


Determine effective techniques for improving communications during negotiations.

Activities:

Readings:

Read Chapters 6 and 7 of Essentials of Negotiation

Supporting Topics:

Lecture Topics:

Nature of communications in negotiation

Verbal and non-verbal communications in negotiation

Techniques to improve communications

Power

Sources of power

Techniques for situations of more powerful parties


Lecture on the nature of communications in negotiation, verbal and non-verbal




communications in negotiation, techniques to improve communications, power, sources

of power and techniques for situations of more powerful parties.

Discussion 1: “The Role of Communication.” Students will respond to the following:

o Discuss at least two topics that are communicated during negotiation. Include

your rationale as to why these topics matter.

o Discuss whether or not negotiators are consistent or adaptive; defend your

position.

o Discuss what you have learned about how negotiators communicate.

o Discuss how power, when based on a position in the organization or on

relationships, impacts, if at all, the negotiation process.

Discussion 2: “Power and negotiation.” Students will respond to the following:

Assume you administered Questionnaire 5: Communication Competence Scale in the

“Readings” book to your negotiating team. The following are the average results on

selected questions:

When I first enter into a new situation, I watch who is talking to whom.= 1

After a conversation, I think about what the other person thought of me.= 2

Generally, I am aware of people’s interests.= 2

During a conversation, I know if I have said something

rude/inappropriate.=1

o Develop actions that you would take to improve the communication

competencies of your team.

Assignment #3: Negotiation Issues

Using the Sick Leave Case, analyze the situations below, complete the actions, and prepare

a four to five (4-5) page double-spaced report with your conclusions.

1. Outline the negotiation phases and provide an example of actions to take in

each phase and explain why these actions would facilitate a successful

negotiation.

2. Apply two different types of frames to frame the main issue in the negotiation.

3. Explain the pros and cons of each type of frame and which one would be most

effective in this situation.

4. Select three different cognitive biases and suggest how these can be overcome

or reduced in this negotiation situation.














Outcomes Assessed

Analyze the dynamics of a negotiation process and determine specific tactics to

effectively implement the steps of negotiation.

Use technology and information resources to research issues in negotiation and conflict resolution

Grading Rubric for Assignment 3 – Negotiation Issues.

Criteria

0

Unacceptable

20

Developing

30

Competent

40

Exemplary

1. Outline the

negotiation

phases and

provide an

example of actions to take in

each phase and

explain why these

actions would

facilitate a

successful

negotiation.

Did not complete

the assignment or

did not outline the

negotiation phases

or provide an example of actions

to take in each

phase and explain

why these actions

would facilitate a

successful

negotiation; omitted

key information

and/or included

irrelevant


less than 70%

accuracy,

thoroughness, and

logic.

Partially outlined

the negotiation

phases and

provided an

example of actions to take in each

phase and explain

why these actions

would facilitate a

successful

negotiation;

omitted some key

information.

Completed with 70-

79% accuracy,


Sufficiently

outlined the

negotiation phases

and provided an

example of actions to take in each

phase and explain

why these actions

would facilitate a

successful

negotiation.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully outlined the

negotiation phases

and provided an

example of actions

to take in each phase and explain

why these actions

would facilitate a

successful

negotiation.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

2. Apply two

different types of

frames to frame

the main issue in

the negotiation.

Did not complete

the assignment or

did not apply two

different types of

frames to frame the

main issue in the


key information and/or included

irrelevant

information.

Completed with

Partially applied

two different types

of frames to frame

the main issue in

the negotiation;

omitted some key

information.


thoroughness, and

logic.

Sufficiently applied

two different types

of frames to frame

the main issue in

the negotiation.

Completed with 80-

89% accuracy,


Fully applied two

different types of

frames to frame the

main issue in the

negotiation.

Completed with 90-

100% accuracy,





less than 70%

accuracy,

thoroughness, and

logic.

3. Explain the pros

and cons of each

type of frame and

which one would be most effective

in this situation.

Did not complete

the assignment or

did not explain the

pros and cons of each type of frame

and which one

would be most

effective in this

situation; omitted

key information

and/or included

irrelevant

information.

Completed with

less than 70%

accuracy, thoroughness, and

logic.

Partially explained

the pros and cons of

each type of frame

and which one would be most

effective in this

situation; omitted

some key

information.

Completed with 70-

79% accuracy,

thoroughness, and

logic.

Sufficiently

explained the pros

and cons of each

type of frame and which one would

be most effective in

this situation.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully explained the

pros and cons of

each type of frame

and which one would be most

effective in this

situation.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

4. Select three

different

cognitive biases

and suggest how

these can be

overcome or

reduced in this

negotiation

situation.

Did not complete

the assignment or

did not select three

different cognitive

biases and suggest

how these can be

overcome or

reduced in this

negotiation

situation; omitted key information

and/or included

irrelevant

information.

Completed with

less than 70%

accuracy,

thoroughness, and

logic.

Partially selected

three different

cognitive biases

and suggest how

these can be

overcome or

reduced in this

negotiation

situation; omitted

some key information.

Completed with 70-

79% accuracy,

thoroughness, and

logic.

Sufficiently

selected three

different cognitive

biases and suggest

how these can be

overcome or

reduced in this

negotiation

situation.


thoroughness, and

logic.

Fully selected three

different cognitive

biases and suggest

how these can be

overcome or

reduced in this

negotiation

situation.

Completed with 90-

100% accuracy, thoroughness, and

logic.

5. Clarity

Did not complete

the assignment or

explanations are unclear and not

organized.

(Major issues)

Explanations

generally unclear

and not well organized.

(Many issues)

Explanations

generally clear

and/or organized. (Minor issues)

Explanations very

clear and well

organized. (Added helpful

details.)




6. Writing –

Grammar,

sentence

structure,

paragraph

structure,

spelling, punctuation, APA

usage. Included 3

references

(textbook and 2

appropriate,

relevant

references).

Did not complete

the assignment or

had 8 or more

different errors in

grammar, sentence


structure, spelling, punctuation, or

APA usage. (Major

issues)

Had 6 - 7 different

errors in grammar,

sentence structure,

paragraph structure,

spelling,

punctuation, or

APA usage. (Many issues)

Had 4 - 5 different

errors in grammar,

sentence structure,


spelling,

punctuation, or

APA usage. (Minor issues)

Had 0 - 3 different

errors in grammar,

sentence structure,


spelling,

punctuation, or

APA usage.

WEEK 7


Formulate guidelines to improve the ethical behavior in negotiations.

Activities:

Readings:


Review Case: “The Three Schools of Bargaining Ethics” in Negotiation: readings,


Supporting Topics:

Lecture Topics:

Ethics

Approaches to ethical reasoning

Common ethical issues in negotiation

Deceptive tactics

Responses to the use of deceptive tactics


Lecture on ethics, approaches to ethical reasoning, common ethical issues in negotiation,

deceptive tactics, and responses to the use of deceptive tactics

Discussion 1: “Ethics and Negotiation.” Students will respond to the following:

Consider situation three in the Ethics and Negotiation Chapter.

o Which of the three approaches in “The Three Schools of Bargaining Ethics” would

you recommend be applied to this situation?

Discussion 2: “The Ethic Effect.” Students will respond to the following:

o Discuss how ethics affect negotiations.

o Discuss at least two ethical quandaries negotiators face and what you think about

them.




o Discuss what ethics means to you in the negotiation process and provide an

example of what could happen when ethical decisions are not made.

WEEK 8


Formulate strategies that build trust and improve negotiations based on relationships.

Activities:

Readings:

Read Chapters 9 and 12 of Essentials of Negotiation

Supporting Topics:

Lecture Topics:

Negotiating with relationships

Role of reputation in negotiations

Trust

Role of justice in negotiations

Best practices in negotiation


Lecture on negotiating with relationships, role of reputation in negotiations, trust, role of

justice in negotiations, best practices in negotiation

Discussion 1: “Understanding Negotiations.” Students will respond to the following:

Assume you are the buyer for a regional grocery store chain and you will routinely have

to negotiate with multiple distributors for produce items for the stores.

o Recommend actions that can be taken to develop a positive reputation with the

distributors.

Discussion 2: “Best Practices.” Student will respond to the following:

o Think of an unsuccessful negotiation situation and suggest actions could have

been taken to improve future like negotiations by applying the “best practices” in

negotiations.

Assignment 4: Communication, Power, Ethical guidelines.

Refer to the questions below and complete the actions, and prepare a four to five (4-5) page

double-spaced report with your conclusions:

1. Outline the actions you would take to address major communication issues in a

situation. Explain how these actions would improve the effectiveness of

communications during the negotiation.

2. Explain how you would use any two sources of power that would be




appropriate to move the negotiation to resolution.

3. Explain the pros and cons of using each of these power sources. Of the two

sources of power, explain which one you think would be the most effective.

4. Assume you are the leader of a negotiating team for your company. Your

company will be negotiating with Wal-Mart to address Wal-Mart’s decision to

sell your company, Vlasic, pickles for under three dollars per gallon. Your

company is concerned about this because of the impact the low cost leader can

have on its brand and price of products in the market place. Develop a set of

ethical guidelines for your team to address what you see as significant issues

your team might experience. Explain why these guidelines would be effective.





o In addition to the four to five (4-5) pages required, a title page is to be included.

The title page is to contain the title of the assignment, your name, the

instructor’s name, the course title, and the date.




Outcomes Assessed

Determine effective techniques for improving communications during negotiations.

Formulate guidelines to improve the ethical behavior in negotiations



Grading Rubric for Assignment 3 – Communication, Power, Ethical guidelines

Criteria

0

Unacceptable

20

Developing

30

Competent

40

Exemplary

1.Outline the actions

you would take to

address the major

communication issues and explain

how these actions

would improve

the effectiveness

of

communications

during the

negotiation.

Did not complete

the assignment or

did not outline the

actions you would take to address the

major

communication

issues or explain

how these actions

would improve the

effectiveness of

communications

during the


key information

and/or included

Partially outlined

the actions you

would take to

address the major communication

issues and explained

how these actions

would improve the

effectiveness of

communications

during the


some key

information.

Completed with 70-

79% accuracy,

Sufficiently

outlined the actions

you would take to

address the major communication


how these actions

would improve the

effectiveness of

communications

during the

negotiation.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully outlined the

actions you would

take to address the

major communication


how these actions

would improve the

effectiveness of

communications

during the

negotiation.

Completed with 90-

100% accuracy,

thoroughness, and

logic.




irrelevant

information.

Completed with less

than 70% accuracy,

thoroughness, and

logic.

thoroughness, and

logic.

2. Explain how you

would use any two sources of

power that would

be appropriate to

move the

negotiation to

resolution.

Did not complete

the assignment or did not explain how

you would use any

two sources of

power that would be

appropriate to move

the negotiation to

resolution; omitted

key information

and/or included

irrelevant

information.

Completed with less than 70% accuracy,

thoroughness, and

logic.

Partially explained

how you would use any two sources of

power that would be

appropriate to move

the negotiation to

resolution; omitted

some key

information.

Completed with 70-

79% accuracy,

thoroughness, and

logic.

Sufficiently

explained how you would use any two

sources of power

that would be

appropriate to move

the negotiation to

resolution.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully explained how

you would use any two sources of

power that would be

appropriate to move

the negotiation to

resolution.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

3. Explain the pros

and cons of using

each of these

power sources and

explain which one

you think would

be the most

effective.

Did not complete

the assignment or

did not explain the

pros and cons of

using each of these

power sources or

explain which one

you think would be

the most effective; omitted key

information and/or

included irrelevant

information.

Completed with less

than 70% accuracy,

thoroughness, and

logic.

Partially explained

the pros and cons of

using each of these

power sources and

explained which

one you think

would be the most

effective; omitted

some key information.

Completed with 70-

79% accuracy,

thoroughness, and

logic.

Sufficiently

explained the pros

and cons of using

each of these power

sources and

explained which

one you think

would be the most

effective. Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully explained the

pros and cons of

using each of these

power sources and

explained which

one you think

would be the most

effective.


thoroughness, and

logic.

4. Develop a set of

ethical guidelines

for your team to

address what you see as significant

issues your team

might experience

and explain why

these guidelines

would be

effective.

Did not complete

the assignment or

did not develop a

set of ethical guidelines for your

team to address

what you see as

significant issues

your team might

experience and

explain why these

guidelines would be

effective; omitted

key information

and/or included

Partially developed

a set of ethical

guidelines for your

team to address what you see as

significant issues

your team might

experience and

explain why these

guidelines would be

effective; omitted

some key

information.

Completed with 70-

79% accuracy,

Sufficiently

developed a set of

ethical guidelines

for your team to address what you

see as significant

issues your team

might experience

and explain why

these guidelines

would be effective.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

Fully developed a

set of ethical

guidelines for your

team to address what you see as

significant issues

your team might

experience and

explain why these

guidelines would be

effective.

Completed with 90-

100% accuracy,

thoroughness, and

logic.




irrelevant

information.

Completed with less

than 70% accuracy,

thoroughness, and

logic.

thoroughness, and

logic.

5. Clarity

Did not complete

the assignment or explanations are

unclear and not

organized.

(Major issues)

Explanations

generally unclear and not well

organized.

(Many issues)

Explanations

generally clear and/or organized.

(Minor issues)

Explanations very

clear and well organized.

(Added helpful

details.)

6. Writing –

Grammar,

sentence structure,

paragraph


punctuation, APA

usage. Included 3

references

(textbook and 2 appropriate,

relevant

references).

Did not complete

the assignment or

had 8 or more

different errors in

grammar, sentence



punctuation, or

APA usage. (Major issues)

Had 6 - 7 different

errors in grammar,

sentence structure,


spelling,

punctuation, or

APA usage. (Many

issues)

Had 4 - 5 different

errors in grammar,

sentence structure,


spelling,

punctuation, or

APA usage. (Minor

issues)

Had 0 - 3 different

errors in grammar,

sentence structure,


spelling,

punctuation, or

APA usage.

WEEK 9


Analyze the dynamics of multiparty negotiation and develop strategies to effectively manage the

negotiations.

Activities:

Readings:


Supporting Topics:

Lecture Topics:

Multiparty negotiations

Characteristics of effective groups

Considerations for managing multiparty negotiations


Lecture on multiparty negotiations, characteristics of effective groups, and considerations

for managing multiparty negotiations.

Discussion 1: “Managing a Multiparty Negotiation: Part I.” Students will respond to the

following discussion based on this scenario:

Assume you are the manager of a non-profit organization and you have to conduct the

negotiations with your prime donors and volunteer/special interest groups in the

community to settle on the resourcing and completion schedule of a community project to




develop a new park.

o Outline the actions that the manager should take to manage the negotiations and

reach a final strategy of resourcing and completing the project.

Discussion 2: “Managing Multiparty Negotiation: Part II.” Students will respond to the

following discussion based on this scenario:

Assume you are chairing a multiparty negotiation session and the negotiations are not

going well; tempers are flaring, and it seems impossible to arrive at a positive outcome.

o Discuss the process you would employ to diffuse the problem and explain your

process. Discuss the expected outcomes of your process and what you would do it

your attempts did not work.

o Discuss if there is a difference in approach between the scenarios (Discussion 1

and Discussion 2) and explain your response.

WEEK 10


Given a negotiation requirement in a diverse cultural environment, adapt negotiation styles to

accommodate cultural norms and differing negotiating norms.

Activities:

Readings:


Review Case: “Culture and Negotiation” in Negotiation: readings, exercises, and cases.

Review Case: “Intercultural Negotiation in International Business” in Negotiation:

readings, exercises, and cases.

Review Case: “American Strength and Weaknesses” in Negotiation: readings, exercises,

and cases.

Supporting Topics:

Lecture Topics:

International negotiations

Culture

Impact of culture on negotiations

Strategies for culturally diverse negotiations


Lecture on international negotiations, culture, impact of culture on negotiations, and

strategies for culturally diverse negotiations.

Discussion 1: “International Negotiation.”

Students will read Case: “Culture and Negotiation” and respond to the following:

o Discuss how culture is like an iceberg. What are the main implications of this

analogy and how do the implications affect cultural negotiation.




o Assume you are speaking with a co-worker who complained about the problems

he encounters when dealing with someone from another culture, what negotiation

cultural considerations would you share with this person. Discuss whether or not

you think sharing the information alone is sufficient enough to change the

experience of your co-worker; support your response.

Discussion 2: “Cultural Considerations.” Students will respond to the following:

o Discuss in what way international and cross-cultural negotiations differ.

Recommend actions that negotiators can take to prepare themselves for the

differences and support your recommendations.

o Discuss how you would describe yourself as a negotiator in regard to Hofstede’s

cultural dimensions. On which side of the continuum are you on for each

category; explain the reasons behind the way you identified yourself.

o Discuss your opinion on the colloquialism “When in Rome, do as the Romans”

when it comes to negotiation.

Assignment 5: Multiparty Negotiations, Trust/Reputation.

Complete the actions listed below and prepare a three to five (3-5) page double-spaced report

with your conclusions: (Note: Please do not simply provide a generic description extracted

from the textbook, relate your examples to the situation).

1. Explain how you would develop an effective negotiating team to work on

multiparty negotiations. Outline the actions you would take and explain why

these would be effective.

2. Describe an event that would cause damage to the level of trust during

negotiation and explain the actions you would take to repair the trust and

maintain positive relationships with the negotiating parties.

3. Explain why you think these actions would be effective.





o In addition to the three to five (3-5) pages required, a title page is to be

included. The title page is to contain the title of the assignment, your name, the

instructor’s name, the course title, and the date.







Outcomes Assessed

Analyze the dynamics of multiparty negotiation and develop strategies to effectively manage the negotiations.

Formulate guidelines to improve the ethical behavior in negotiations.



Grading Rubric for Assignment 5 – Multiparty Negotiations, Trust/Reputation

Criteria

0

Unacceptable

20

Developing

30

Competent

40

Exemplary

1. Explain how you

would develop an

effective negotiating team

to work on

multiparty

negotiations and

outline the actions

you would take

and explain why

these would be

effective.

Did not complete

the assignment or

did not explain how you would develop

an effective

negotiating team to

work on multiparty

negotiations or

outline the actions

you would take and

explain why these

would be effective;

omitted key

information and/or included irrelevant

information.

Completed with less

than 70% accuracy,

thoroughness, and

logic.

Partially explained

how you would

develop an effective negotiating team to

work on multiparty

negotiations and


you would take and

explained why these

would be effective;

omitted some key

information.

Completed with 70-


logic.

Sufficiently

explained how you

would develop an effective

negotiating team to

work on multiparty

negotiations and


you would take and

explained why these

would be effective.

Completed with 80-

89% accuracy,


Fully explained how

you would develop

an effective negotiating team to

work on multiparty

negotiations and


you would take and

explained why these

would be effective.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

2. Describe an event

that would cause

damage to the

level of trust

during negotiation

and explain the actions you would

take to repair the

trust and maintain

positive

relationships with

the negotiating

parties.

Did not complete

the assignment or

did not describe an

event that would

cause damage to the

level of trust during negotiation and

explain the actions

you would take to

repair the trust and

maintain positive

relationships with

the negotiating

parties; omitted key

information and/or

included irrelevant

information.

Completed with less than 70% accuracy,

thoroughness, and

logic.

Partially described

an event that would

cause damage to the

level of trust during

negotiation and

explained the actions you would

take to repair the

trust and maintain

positive

relationships with

the negotiating

parties; omitted

some key

information.

Completed with 70-

79% accuracy,


Sufficiently

described an event

that would cause

damage to the level

of trust during

negotiation and explained the

actions you would

take to repair the

trust and maintain

positive

relationships with

the negotiating

parties; omitted

some key

information.

Completed with 80-


logic.

Fully described an

event that would

cause damage to the

level of trust during

negotiation and

explained the actions you would

take to repair the

trust and maintain

positive

relationships with

the negotiating

parties; omitted

some key

information.

Completed with 90-

100% accuracy,


3. Explain why you

think these actions

would be

Did not complete

the assignment or

did not explain why

Partially explained

why you think these

actions would be

Sufficiently

explained why you

think these actions

Fully explained why

you think these

actions would be




effective. you think these

actions would be

effective; omitted

key information

and/or included

irrelevant

information. Completed with less

than 70% accuracy,

thoroughness, and

logic.

effective; omitted

some key

information.

Completed with 70-

79% accuracy,

thoroughness, and

logic.

would be effective.

Completed with 80-

89% accuracy,

thoroughness, and

logic.

effective.

Completed with 90-

100% accuracy,

thoroughness, and

logic.

4. Clarity

Did not complete

the assignment or

explanations are

unclear and not

organized.

(Major issues)

Explanations

generally unclear

and not well

organized.

(Many issues)

Explanations

generally clear

and/or organized.

(Minor issues)

Explanations very

clear and well

organized.

(Added helpful

details.)

5. Writing –

Grammar,

sentence structure,


punctuation, APA

usage. Included 3

references

(textbook and 2

appropriate,

relevant

references).

Did not complete

the assignment or

had 8 or more

different errors in grammar, sentence



punctuation, or

APA usage. (Major

issues)

Had 6 - 7 different

errors in grammar,

sentence structure,


punctuation, or

APA usage. (Many

issues)

Had 4 - 5 different

errors in grammar,

sentence structure,


punctuation, or

APA usage. (Minor

issues)

Had 0 - 3 different

errors in grammar,

sentence structure,


punctuation, or

APA usage.

WEEK 11


No new material.

Activities:

Readings:

Review “Pemberton’s Dilemma” found in Negotiation: readings, exercises, and cases.

Exercise 2 and complete the profit chart.


Discussion 1: “Pemberton’s Dilemma.” Students will respond to the following:

o Demonstrate how you arrived at your responses.

Discussion 2: “What I Understand.” Students will respond to the following:

o Think about what you have learned about negotiation and discuss two of those

concepts. Discuss why you selected the two concepts and how you plan to apply

what you learn.

ASSIGNMENT OUTLINE AND GRADING




Assignment Type Total Points Percentage*

Assignment 1 240 17.4%

Assignment 2

Assignment 3

Assignment 4

Assignment 5

240

240

240

200

17.4%

17.4%

17.4%

14.5%

Participation 220 16.0%

Total 1,380

* The percentages may not total 100% due to rounding.

Grading Scale

Points Percentage Grade

1242-1380 90-100 A

1104-1241 80-89 B

966-1103 70-79 C

Below 966 Below 70 F

Syllabus

Documents

Transcript of Syllabus