Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation (6th ed.). Boston, MA: McGraw-Hill/Irwin.

Transcription

1 BSL 4160, Negotiation/ Conflict Resolution Course Syllabus Course Description Studies the development of the communication and management skills essential for successfully resolving conflict situations involving labor and management practices. The structural dysfunction of organizations is explored. Prerequisites None Course Textbook Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation (6th ed.). Boston, MA: McGraw-Hill/Irwin. Course Learning Objectives Upon completion of this course, students should be able to: 1. Identify and interpret the four key elements of the negotiation process. 2. Describe the styles for handling interpersonal conflict. 3. Interpret the dual concerns model. 4. Explain the positions taken in negotiation. 5. Summarize the various hardball tactics. 6. Describe the characteristics of an interest-based negotiator. 7. Name the factors that facilitate successful integrative negotiations. 8. Differentiate between the goals and strategies inherent in negotiation planning. 9. Summarize the effects of mood and emotion on the negotiation process. 10. Explain the communication techniques used during negotiation. 11. Identify the sources of power used in negotiation. 12. Differentiate between the four approaches to ethical reasoning. 13. Describe the key elements in managing negotiation within relationships. 14. Explain the differences between two party and multiparty negotiations. 15. Summarize what characterizes international negotiations. Credits Upon completion of this course, the students will earn three (3) hours of college credit. Course Structure 1. Unit Learning Objectives: Each unit contains learning objectives that specify the measurable skills and knowledge students should gain upon completion of the unit. 2. Written Lectures: Each unit contains a Written Lecture, which discusses lesson material. 3. Reading Assignments: Each unit contains Reading Assignments from one or more chapters from the textbook. Chapter presentations are provided in each unit study guide as supplemental reading to aid students their course of study. BSL 4160, Negotiation/Conflict Resolution 1

2 4. Learning Activities (Non-Graded): These non-graded Learning Activities are provided to aid students in their course of study. 5. Key Terms: Key Terms are intended to guide students in their course of study. Students should pay particular attention to Key Terms as they represent important concepts within the unit material and reading. 6. Discussion Boards: Discussion Boards are a part of all CSU term courses. Information and specifications regarding these assignments are provided in the Academic Policies listed in the Course Menu bar. 7. Unit Assessments: This course contains eight Unit Assessments, one to be completed at the end of each unit. 8. Unit Assignments: Students are required to submit for grading Unit Assignments in Units I, IV, and VI. Specific information and instructions regarding these assignments are provided below. 9. Final Exam (Proctored): Students are to complete a Final Exam in Unit VIII. All Final Exams are proctored see below for additional information. You are permitted four (4) hours to complete this exam, in the presence of your approved proctor. This is an open book exam. 10. Ask the Professor: This communication forum provides you with an opportunity to ask your professor general or course content related questions. 11. Student Break Room: This communication forum allows for casual conversation with your classmates. Unit Assignments Unit I Problem Solving Scenario You are the supervisor of your department and have just returned from a family vacation. The minute you get to work, employees are coming to you and telling you there were several blow-ups/arguments in the department while you were on vacation. Three employees have been involved in a heated battle and have been taking their stress out on each other (they used to be good friends). What started out at as just taking stress out on one another and small conflicts has grown into a heated battle. The three employees perform a vital function in your department, and since the disagreements started one month ago, the employees haven t been fulfilling their job responsibilities like they have in the past. As a result, productivity is going down. This constant conflict is taking its toll on the other employees in your department. Answer the following questions about the scenario above: 1. What is the first thing you would do as the supervisor? 2. What steps would you take to begin resolving the conflict? 3. What could you do in the future to help alleviate these types of conflict? Your response should be at least 200 words in length. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations. Any references or citations used should be in APA style. Unit IV Article Review Article In Chapter 10 of your textbook, you read about how to handle negotiation in an existing relationship. For this assignment, choose a peer-reviewed article to review based upon a negotiation between an employer and an employee, or employees. Use the databases with the CSU Online Library, or use another source that contains peerreviewed articles. The purpose of this assignment is for you to practice reviewing articles that contribute to the industry. The authors of these articles are researchers and professionals that have shared, or experimented, with ideas that demonstrate potential to improve the industry. As a professional in the industry, it is in your best interest to review the literature and trends. This provides you with the opportunity to read about what was successful and how they accomplished it. Plus, it allows you to analyze what was unsuccessful, how you can improve it, or at least avoid repeating the mistakes of others. Use these skills to contribute to research papers and other scholarly writing. If you have not already, hopefully you will contribute to the industry by publishing an article and sharing it with your community of peers. As you read the article, consider the following questions: How could the topic of this article apply to your personal or professional life? How could it apply to an organization you have observed? The article you choose must meet the following requirements: Peer reviewed Related to the concepts within this course At least ten pages BSL 4160, Negotiation/Conflict Resolution 2

3 The writing you submit must meet the following requirements: At least two pages Identify the main topic/question Who is the author s intended audience? Summarize the article for page one Describe how you feel the relationship between the two parties could have been affected by the negotiations. Which party do you feel got the best results from the negotiation? Why do you feel this way? Format your article review using APA style. Use your own words and include citations for other articles as needed to avoid plagiarism. Unit VI Article Critique For this assignment, you are to choose an article from the CSU Online library or another source and complete an article critique. The article you choose must be a peer-reviewed article, must be related to the concepts with this unit, and must be at least 10 pages. Format your article critique using APA style. Part 1: Identify the article. What is important here is that you provide the reader with enough information about your article so that he or she will be able to locate the article. Part 2: Summary. List the main points that the author has tried to establish (i.e., 1, 2, 3, 4, 5; or first, second, third, fourth, fifth). There normally will be three to five main points. If you are summarizing a court case, you should discuss: What provision of the law was at issue? Briefly state the facts of the case. What legal tests were applied? Were there any unusual elements in the case? Include all major key points made by the author. If the author addressed any major concepts or methodology, this should be explained also. Part 3: Your critique. You are to provide your reaction (insightful, critical, and logical) to the points that the author tried to make, or an overall critique of the entire article. A simple statement of agreement or disagreement is not enough. While you may make such a statement by way of introduction to your reaction, you must clearly and logically state the reasons for the post that you have taken. If you are summarizing a case, your critique should address whether or not you agree with the court s reasoning and decision and why. Your critique should be at least two pages long. Submitting Course Papers/Projects Once you have completed your papers/projects, submit your completed papers/projects by uploading through the view/complete link under the Assignment tab in each unit. Do not your paper directly to your professor. By using the Assignment tab, your university record will automatically be updated to indicate you have submitted your papers/projects and the assignment will be provided to your professor for grading. Instructions for submitting your assignment can be found under the Assignment tab in each unit. APA Guidelines CSU requires that students use the APA style for papers and projects. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. A document titled APA Guidelines Summary is available for you to download from the APA Guide Link, found in the Learning Resources area of the mycsu Student Portal. It may also be accessed from the Student Resources link on the Course Menu. This document provides links to several internet sites that provide comprehensive information on APA formatting, including examples and sample papers. CSU Grading Rubric for Papers/Projects The course papers will be graded based on the CSU Grading Rubric for all types of papers. In addition, all papers will be submitted for electronic evaluation to rule out plagiarism. Course projects will contain project specific grading criteria defined in the project directions. To view the rubric, click the Academic Policies link on the Course Menu, or by accessing the CSU Grading Rubric link, found in the Learning Resources area of the mycsu Student Portal. BSL 4160, Negotiation/Conflict Resolution 3

4 Final Examination Guidelines Final Exams are to be administered to students by an approved Proctor. CSU approves two, flexible proctoring options: a standard Proctor, who is chosen by the student and approved by the university, or Remote Proctor Now (RP Now), an ondemand, third-party testing service that proctors examinations for a small fee. A standard Proctor is an unbiased, qualified individual who is selected by the student and agrees to supervise an examination. You are responsible for selecting a qualified Proctor, and the Proctor must be pre-approved by CSU. Students choosing RP Now must have an operational webcam/video with audio, a high-speed internet connection, and the appropriate system rights required to download and install software. To review the complete Examination Proctor Policy, including a list of acceptable Proctors, Proctor responsibilities, Proctor approval procedures, and the Proctor Agreement Form, go to the mycsu Student Portal from the link below. You are permitted four (4) hours to complete this exam, in the presence of your approved Proctor. This is an open book exam. Only course textbooks and a calculator, if necessary, are allowed when taking proctored exams. Communication Forums These are non-graded discussion forums that allow you to communicate with your professor and other students. Participation in these discussion forums is encouraged, but not required. You can access these forums with the buttons in the Course Menu. Instructions for subscribing/unsubscribing to these forums are provided below. Click here for instructions on how to subscribe/unsubscribe and post to the Communication Forums. Ask the Professor This communication forum provides you with an opportunity to ask your professor general or course content questions. Questions may focus on Blackboard locations of online course components, textbook or course content elaboration, additional guidance on assessment requirements, or general advice from other students. Questions that are specific in nature, such as inquiries regarding assessment/assignment grades or personal accommodation requests, are NOT to be posted on this forum. If you have questions, comments, or concerns of a nonpublic nature, please feel free to your professor. Responses to your post will be addressed or ed by the professor within 48 hours. Before posting, please ensure that you have read all relevant course documentation, including the syllabus, assessment/assignment instructions, faculty feedback, and other important information. Student Break Room This communication forum allows for casual conversation with your classmates. Communication on this forum should always maintain a standard of appropriateness and respect for your fellow classmates. This forum should NOT be used to share assessment answers. Grading Discussion Board 2%) = 16% Unit Assessments 5.25%) = 42% Unit Assignments 4%) = 12% Final Exam = 30% Total = 100% BSL 4160, Negotiation/Conflict Resolution 4

5 Course Schedule/Checklist (PLEASE PRINT) The following pages contain a printable Course Schedule to assist you through this course. By following this schedule, you will be assured that you will complete the course within the time allotted. BSL 4160, Negotiation/Conflict Resolution 5

6 BSL 4160, Negotiation/Conflict Resolution Course Schedule By following this schedule, you will be assured that you will complete the course within the time allotted. Please keep this schedule for reference as you progress through your course. Unit I The Nature of Negotiation Chapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining Chapter 3: Strategy and Tactics of Integrative Negotiation Problem Solving Scenario by Unit II Strategy and Tactics of Distributive Bargaining Chapter 4: Negotiation: Strategy and Planning Chapter 5: Perception, Cognition, and Emotion Chapter 6: Communication Proctor Approval Form BSL 4160, Negotiation/Conflict Resolution 6

7 BSL 4160, Negotiation/Conflict Resolution Course Schedule Unit III Planning, Perception, Cognition, and Emotion Chapter 7: Finding and Using Negotiation Power Chapter 8: Influence Chapter 9: Ethics in Negotiation Unit IV Communication and Negotiation Power Chapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, Audiences Chapter 12: Coalitions Article Review by BSL 4160, Negotiation/Conflict Resolution 7

8 BSL 4160, Negotiation/Conflict Resolution Course Schedule Unit V Ethics in Negotiation Chapter 13: Multiple Parties and Teams Chapter 14: Individual Differences I: Gender and Negotiation Unit VI Relationships, Multiple Parties, and Teams Chapter 15: Individual Differences II: Personality and Abilities Chapter 16: International and Cross-Cultural Negotiation Article Critique by BSL 4160, Negotiation/Conflict Resolution 8

9 BSL 4160, Negotiation/Conflict Resolution Course Schedule Unit VII International and Cross-Cultural Negotiation Chapter 17: Managing Negotiation Impasses Chapter 18: Managing Difficult Negotiations Request to take Final Exam Unit VIII Best Practices in Negotiation Chapter 19: Third-Party Approaches to Managing Difficult Negotiations Chapter 20: Best Practices in Negotiations Final Exam by BSL 4160, Negotiation/Conflict Resolution 9