DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution. Upper Saddle River, NJ: Prentice Hall.

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1 DBA 8758, Negotiations and Business Strategy Course Syllabus Course Description Provides a theoretical approach to negotiations and business strategy by examining persuasion, communication, power, game, and trust theories. Examines the increasingly complex nature of business negotiations. Market forces have shifted business strategies from a personal relationship model to a process-oriented and analytical one, resulting in a new approach to negotiating. Focuses on understanding and applying a strategic negotiation process essential to success in the business environment. Learners differentiate between individual and organization-wide negotiation strategies and achieve consensus regarding how negotiations are to be conducted and what results are expected. Course Textbook(s) DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution. Upper Saddle River, NJ: Prentice Hall. Course Learning Outcomes Upon completion of this course, students should be able to: 1. Interpret the various types and causes of conflict. 2. Examine the characteristics of negotiation. 3. Appraise the impact of framing in negotiating and resolving conflict. 4. Develop strategies for distributive and integrative negotiations. 5. Compare the advantages and disadvantages of various dispute resolution techniques. 6. Contrast the advantages and disadvantages of various communication styles related to negotiating and resolving conflicts. 7. Assess the challenges that may arise when engaging in international negotiations. 8. Evaluate the benefits and challenges of engaging in multiparty and team negotiations. Credits Upon completion of this course, the students will earn three (3) hours of college credit. Course Structure 1. Study Guide: Course units contain a Study Guide that provides students with the learning outcomes, unit lesson, required reading assignments, and supplemental resources. 2. Learning Outcomes: Each unit contains Learning Outcomes that specify the measurable skills and knowledge students should gain upon completion of the unit. 3. Unit Lesson: Unit Lessons, which are located in the Study Guide, discuss lesson material. 4. Reading Assignments: Units contain Reading Assignments from one or more chapters from the textbook and/or outside resources. 5. Suggested Reading: Suggested Readings are listed within the Study Guide. Students are encouraged to read the resources listed if the opportunity arises, but they will not be tested on their knowledge of the Suggested Readings. 6. Learning Activities (Non-Graded): Non-Graded Learning Activities are provided to aid students in their course of study. 7. 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. DBA 8758, Negotiations and Business Strategy 1

2 8. Unit Assessments: This course contains eight Unit Assessments, one to be completed at the end of each unit. Assessments are composed of written response questions. 9. Unit Assignments: Students are required to submit for grading Unit Assignments. Specific information and instructions regarding these assignments are provided below. Grading rubrics are included with each assignment. Specific information about accessing these rubrics is provided below. 10. Ask the Professor: This communication forum provides students with an opportunity to ask their professor general questions or questions related to course content. 11. Student Break Room: This communication forum allows for casual conversation with other classmates. CSU Online Library The CSU Online Library is available to support your courses and programs. The online library includes databases, journals, e-books, and research guides. These resources are always accessible and can be reached through the library webpage. To access the library, log into the mycsu Student Portal, and click on CSU Online Library. You can also access the CSU Online Library from the My Library button on the course menu for each course in Blackboard. The CSU Online Library offers several reference services. and telephone ( ) assistance is available Monday Thursday from 8 am to 5 pm and Friday from 8 am to 3 pm. The library s chat reference service, Ask a Librarian, is available 24/7; look for the chat box on the online library page. Librarians can help you develop your research plan or assist you in finding relevant, appropriate, and timely information. Reference requests can include customized keyword search strategies, links to articles, database help, and other services. Assignments Unit I Assignment Ethical Dilemma Part I Read Ethical Dilemma: The Research Project on page 18 in your textbook, and answer the three questions that follow the dilemma. Part II Read Ethical Dilemma: To Reciprocate or Not to Reciprocate? on page 37 of your textbook, and answer the three questions that follow the dilemma. Make sure you write in an essay format and follow APA guidelines in your response. Unit II Assignment Exercise Review the scenario on page 76 under Exercise 3.5: My Distributive Negotiation Experience. Write a one to three-page paper which addresses your distribute negotiation experience. Make sure you incorporate all of the Background, Negotiation, and Analysis questions in your analysis. Follow APA guidelines when writing your paper. Information about accessing the Blackboard Grading Rubric for this assignment is provided below. Unit III Assignment Exercise Read the scenario provided on page 125 in Exercise 5.5: A Loaf of Bread, a Jug of Wine... Choose the role of either Giada Lombardi (Owner of Vive la Vino!) or Ramona Ruiz (Healthy Kneads Proprietor). Write a three-page paper which clearly states the issues as you see it (from either Giada or Ramona s point of view), your opening demand, your target, and the resistance you might incur. Focus on providing arguments to resolve the dispute through open discussion and rebuilding the relationship between the two shop owners. Use specific conflict and dispute resolution techniques in your argument. Support your paper with at least three scholarly sources (one of which may be your textbook) and make sure your paper follows APA guidelines. DBA 8758, Negotiations and Business Strategy 2

3 Unit IV Assignment Exercise Complete Exercise 6.1: Locus of Control on page 145 in your textbook to determine your locus of control. Use the scoring sheet below to score your results. In a two to three-page paper discuss the following: What were your results? Discuss any surprises you encountered relative to your results. What does it mean to be internal? How does this impact one s preparation for and approach toward negotiation? What are the associated drivers and barriers with this style? How can you work best with other internals, as well as externals? What does it mean to be external? How does this impact one s preparation for and approach toward negotiation? What are the associated drivers and barriers with this style? How can you work best with other externals, as well as internals? What barriers to effective communication do you see affecting an internal person? External person? Use at least three scholarly resources in your paper, one of which can be your textbook. Follow APA guidelines. LOC scoring sheet True False Total: Unit V Assignment Ethical Dilemma Read Ethical Dilemma: Power of the Professor? on page of your textbook. In a three-page paper answer the five discussion questions. Make sure you follow APA guidelines in composing your essay. Use examples and outside resources to support your points. Unit VI Assignment Ethical Dilemma Read Ethical Dilemma-Take it or Leave It: This is the Way We Do It Here on page 241 in your textbook. In a two to threepage paper, answer the five case questions that follow the scenario. Make sure you write it in essay format following APA guidelines. Use at least two outside resources to support your responses. Unit VII Assignment Ethical Dilemma Read Ethical Dilemma: Cash Sales on page 285 of your textbook. In a two to three-page paper, answer the six questions which follow the scenario. Make sure you follow APA guidelines and use at least two outside resources in your response. DBA 8758, Negotiations and Business Strategy 3

4 Unit VIII Assignment Research Paper Subprime lending involves loaning money to people who purchase a house, but would not quality for a conventional mortgage usually due to poor credit. Using your textbook, the CSU Online Library, and the Internet, research subprime mortgages, and discuss the pros and cons of this type of lending in a two to three page APA formatted paper. Include at least three outside resources. Make sure to discuss the lenders, borrowers, and the government s responsibility in these types of mortgages. APA Guidelines The application of the APA writing style shall be practical, functional, and appropriate to each academic level, with the primary purpose being the documentation (citation) of sources. CSU requires that students use APA style for certain papers and projects. Students should always carefully read and follow assignment directions and review the associated grading rubric when available. Students can find The CSU Citation Guide by clicking here. This document includes examples and sample papers and provides information on how to contact the CSU Writing Center. Grading Rubrics This course utilizes analytic grading rubrics as tools for your professor in assigning grades for all learning activities. Each rubric serves as a guide that communicates the expectations of the learning activity and describes the criteria for each level of achievement. In addition, a rubric is a reference tool that lists evaluation criteria and can help you organize your efforts to meet the requirements of that learning activity. It is imperative for you to familiarize yourself with these rubrics because these are the primary tools your professor uses for assessing learning activities. Rubric categories include: (1) Assessment (Written Response) and (2) Assignment. However, it is possible that not all of the listed rubric types will be used in a single course (e.g., some courses may not have Assessments). The Assessment (Written Response) rubric can be found embedded in a link within the directions for each Unit Assessment. However, these rubrics will only be used when written-response questions appear within the Assessment. Each Assignment type (e.g., article critique, case study, research paper) will have its own rubric. The Assignment rubrics are built into Blackboard, allowing students to review them prior to beginning the Assignment and again once the Assignment has been scored. This rubric can be accessed via the Assignment link located within the unit where it is to be submitted. Students may also access the rubric through the course menu by selecting Tools and then My Grades. Again, it is vitally important for you to become familiar with these rubrics because their application to your Assessments and Assignments is the method by which your instructor assigns all grades. 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. Once you have completed Unit VIII, you MUST unsubscribe from the forum; otherwise, you will continue to receive updates from the forum. You will not be able to unsubscribe after your course end date. 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 non- DBA 8758, Negotiations and Business Strategy 4

5 public 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 Assessments 8%) = 64% Assignments 4.5%) = 36% Total = 100% 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. DBA 8758, Negotiations and Business Strategy 5

6 DBA 8758, Negotiations and Business Strategy 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 Foundations of Negotiation and Dispute Resolution Chapter 1: Introduction Chapter 2: The Language of Negotiation Unit II The Negotiation Process Chapter 3: Distributive Negotiations Chapter 4: Integrative Negotiations Unit III The Negotiation Process Part II Chapter 5: Conflict and Dispute Resolution DBA 8758, Negotiations and Business Strategy 6

7 DBA 8758, Negotiations and Business Strategy Course Schedule Unit IV Interpersonal and Contextual Characteristics Part I Chapter 6: Understanding Yourself and How That Impacts Negotiation Chapter 7: Communication in Negotiation Unit V Interpersonal and Contextual Characteristics Part II Chapter 8: The Role and Importance of Persuasion in Negotiation Chapter 9: The Nature of the Relationship in Negotiating and Resolving Disputes Unit VI Interpersonal and Contextual Characteristics Part III Chapter 10: International Negotiations Chapter 11: Team and Multiparty Negotiations DBA 8758, Negotiations and Business Strategy 7

8 DBA 8758, Negotiations and Business Strategy Course Schedule Unit VII Negotiation and Dispute Resolution Applications Part I Chapter 12: Negotiating in the Workplace Chapter 13: Negotiating the Purchase or Sale of an Automobile Unit VIII Negotiation and Dispute Resolution Applications Part II Chapter 14: Real Estate Negotiations: Commercial and Residential Chapter 15: Negotiating Your Future DBA 8758, Negotiations and Business Strategy 8