Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation (7th ed.). New York, NY: McGraw-Hill Education.

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1 BSL 4160, Negotiation/Conflict Resolution Course Syllabus Course Description Presents the development of communication and management skills essential for successfully resolving conflict situations involving labor and management practices. The structural dysfunction of organizations is also explored. Course Textbook Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation (7th ed.). New York, NY: McGraw-Hill Education. Course Learning Outcomes Upon completion of this course, students should be able to: 1. Summarize the characteristics of international negotiations. 2. Explain the differences between two-party and multi-party negotiations. 3. Identify the sources of power and communication techniques used during negotiation. 4. Differentiate between the goals and strategies inherent in negotiation planning. 5. Name the factors that facilitate successful integrative negotiations. 6. Interpret the dual concerns model. 7. Describe the various styles utilized in handling interpersonal conflict. 8. Analyze the significance of the four key elements of the negotiation process in regards to managing relationships. 9. Examine the role of emotions or biases in negotiations. Credits Upon completion of this course, the students will earn three (3) hours of college credit. Course Structure 1. Study Guide: Each unit contains 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: Each unit contains a Unit Lesson, which discusses lesson material. 4. Reading Assignments: Each unit contains Reading Assignments from one or more chapters from the textbook and/or outside resources. 5. Suggested Reading: Suggested Readings are listed in each unit s 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. Chapter presentations are provided in each unit study guide as Suggested Reading to aid students in their course of study. 6. Learning Activities (Non-Graded): These non-graded Learning Activities are provided to aid students in their course of study. 7. Unit Assessments: This course contains four Unit Assessments, one to be completed in Units II, III, IV, and VI. Assessments are composed of short answer and short essay questions. 8. Unit Assignments: Students are required to submit for grading Unit Assignments in Units I, II, III, V, VII, and VIII. 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. BSL 4160, Negotiation/Conflict Resolution 1

2 9. Ask the Professor: This communication forum provides you with an opportunity to ask your professor general or course content related questions. 10. Student Break Room: This communication forum allows for casual conversation with your 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. Unit Assignments Unit I Assignment Conflict/Negotiation Styles For the Unit I Assignment, you will complete two parts: Part 1: Complete the Negotiation Style Self-Assessment located here. Once you have completed the self-assessment, write a response that includes the following: A description of your conflict style results How you feel this information can be useful to you as you negotiate with others When your style is appropriate and inappropriate What bargaining tactics you prefer Part 1 must be a minimum of one full page in length. Please note that you do not need to submit your completed selfassessment. Part 1 of your assignment is to provide only the description of your results, as detailed above. Part 2: For the second part of this assignment, you will explain when negotiation is appropriate. Please explain the following points: When you should negotiate (including a specific example) When you should not negotiate (including a specific example) When mutual adjustment occurs and what part it plays in negotiations. Part 2 must be at least one full page in length. You are required to use at least your textbook as a reference. You may use the CSU Online Library or the Internet for other resources. Submit Part 1 and Part 2 in one Word document. Please label the parts for clarity by using headings. Follow proper APA format, and include a title page and reference page. Cite and reference all outside sources used. BSL 4160, Negotiation/Conflict Resolution 2

3 Unit II PowerPoint Presentation Integrative Negotiation Presentation For the Unit II PowerPoint Presentation, you will explain integrative negotiation. You may create your presentation using PowerPoint or your presentation software of choice. Within your presentation, include the following: A description of the four key steps in the integrative process. o Please include a description of each of the four stages on separate PowerPoint slides. An explanation of the seven factors that facilitate successful integrative negotiation. o Include a description of each factor o Include one real-life example of each factor You are required to use at least your textbook as a reference. You may use the CSU Online Library or the Internet for other resources. Your presentation must be a minimum of 11 PowerPoint slides in length, not including the title and reference slides. Please utilize the speaker notes to add additional details. Follow proper APA format, including citing and referencing all outside sources used. Feel free to use creativity when selecting graphics and fonts/backgrounds. For information on how to create strong presentations, watch the Success Center s tutorial located here. Unit III Project Negotiation Planning Guide For the Unit III Project, you will create a negotiation planning guide for an organization to implement. In your planning guide, you will explain the ten-step planning process outlined on page 125 in your course textbook. Within your project, include the following: An introduction explaining the importance of planning goals and strategies during the negotiation process and a description of the difference between goals and strategies A planning guide that includes an explanation of each step in the planning, as well as a real-world example of how the step is applied. This example can be something you have witnessed, researched, or an original idea and should assist the organization in understanding how to implement this plan. Your plan must be a minimum of 750 words or three pages in length (not including the title page and reference page). Within your plan, please label each step for clarity. Feel free to be creative, but keep in mind that an organization will be following your descriptions. You are required to use at least your textbook as a source. Remember to cite and reference all outside sources used. Unit V PowerPoint Presentation Negotiation Presentation Project For the Unit V PowerPoint Presentation, you will design a presentation for an organization that you work for, have worked for, or would like to work for in the future. You may create your presentation using PowerPoint or your presentation software of choice. This presentation will be used to teach new employees about the sources of power and communication techniques for in-person and virtual negotiations. Your presentation should be addressed to new employees and should include the following: A profile of the clients your company serves The types of negotiations your company encounters Sources of power in negotiation BSL 4160, Negotiation/Conflict Resolution 3

4 Communication techniques for in-person and virtual negotiations How the communication techniques can be used at this organization As you define each source or technique, please include scenarios to help employees understand how to utilize each source and technique for your company. Your presentation must contain at least seven PowerPoint slides, not including the title slide and reference slide. Please utilize the speaker notes to add additional details. You are required to use at least your textbook as a reference. You may use the CSU Online Library or the Internet for other resources. Follow proper APA format, including citing and referencing all outside sources used. Feel free to use creativity when selecting graphics and fonts/backgrounds. For information on how to create strong presentations, watch the Success Center s tutorial located here. Unit VII Essay Multi-Party Negotiation For the Unit VII Essay, you will explore the complexities that occur with multi-party negotiations and groupthink. Your essay will address the following points. Describe two-party, coalitions, and multi-party negotiations. o Within your description, include a real-life example of how these types of negotiation are used in the business world. Describe the social complexities of the Space Shuttle Challenger explosion. Please start by reviewing Figure 13.1 located on page 409 of your course textbook for background information on the event. What is groupthink, and how did it affect this Challenger? o Make sure you include your source used for this portion of your research. What do you think you would have done if you were in that Challenger meeting? Your essay must be a minimum of three pages in length, not including the title page and reference page. You are required to use your textbook as a reference and one additional source for your paper. Follow proper APA format, including citing and referencing all outside sources used. Unit VIII Final Project International Negotiations Plan For your final assignment in this course, you will apply all of the skills you learned to create an international negotiation plan. You have been asked by your supervisor to create a proposal for negotiating the sale of your product with a Japanese company. You know that Japanese business practices may be different than what you have experienced in the Unites States, and you do not want to offend the prospective clients. How would you handle the negotiation with the Japanese company? How would you introduce yourself, your company, and your product? Create a step-by-step international negotiation plan for how you would approach this business venture. In Unit III, you created a negotiation planning guide as part of the Unit III Project. Revisit that project and Table 4.3: Negotiation Planning Guide on page 125 of your course textbook. Use the steps listed on Table 4.3: Negotiation Planning Guide to create your business plan. As part of your plan, you will address the ways culture can impact the negotiation process and how you will ensure cultural sensitivity. Using the 10 ways that culture can influence negotiations (described on pages of your course textbook) as a guide, include how you will handle details such as time sensitivity, protocol, and communications. You are required to cover at least four of the ten ways culture can influence negotiation. You will need to research Japanese culture to address these issues. BSL 4160, Negotiation/Conflict Resolution 4

5 Your plan should be a minimum of three full pages (not including the title and reference pages). Introduction and conclusion paragraphs are not necessary. Include at least three sources, including your textbook. You may use the CSU Online Library or the Internet for other resources as needed. Follow proper APA format, including citing and referencing all outside sources used. 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 CSU s Citation Guide by clicking here. This document includes examples and sample papers and provides information on how to contact the CSU Success 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- BSL 4160, Negotiation/Conflict Resolution 5

6 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 7%) = 28% Unit I Assignment = 12% PowerPoint Presentations 12%) = 24% Unit III Project = 12% Unit VII Essay = 12% Unit VIII Final Project = 12% 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. BSL 4160, Negotiation/Conflict Resolution 6

7 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 Unit Study Guide Learning Activities (Non-Graded): See Study Guide Chapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining Suggested Reading: See Study Guide Assignment Unit II Integrative Negotiations Unit Study Guide Learning Activities (Non-Graded): See Study Guide Chapter 3: Strategy and Tactics of Integrative Negotiation Suggested Reading: See Study Guide Assessment PowerPoint Presentation Unit III Planning Unit Study Guide Chapter 4: Negotiation: Strategy and Planning Suggested Reading: See Study Guide Assessment Project BSL 4160, Negotiation/Conflict Resolution 7

8 BSL 4160, Negotiation/Conflict Resolution Course Schedule Unit IV Ethics, Perception, Cognition, and Emotion Unit Study Guide Learning Activities (Non-Graded): See Study Guide Chapter 5: Ethics in Negotiation Chapter 6: Perception, Cognition, and Emotion Suggested Reading: See Study Guide Assessment Unit V Communication and Power in Negotiation Unit Study Guide Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Additional Reading Assignment(s): See Study Guide Suggested Reading: See Study Guide PowerPoint Presentation Unit VI Influence and Relationships in Negotiation Unit Study Guide Learning Activities (Non-Graded): See Study Guide Chapter 9: Influence Chapter 10: Relationships in Negotiation Suggested Reading: See Study Guide Assessment BSL 4160, Negotiation/Conflict Resolution 8

9 BSL 4160, Negotiation/Conflict Resolution Course Schedule Unit VII Multi-Party Negotiation Unit Study Guide Chapter 11: Agents, Constituencies, Audiences, pp : Chapter 12: Coalitions, pp Chapter 13: Multiple Parties, Groups, and Teams in Negotiation Suggested Reading: See Study Guide Essay Unit VIII Characteristics in International Negotiations Unit Study Guide Chapter 14: Individual Differences I: Gender and Negotiation, pp Chapter 15: Individual Differences II: Personality and Abilities, pp : Chapter 16: International and Cross-Cultural Negotiation, pp Suggested Reading: See Study Guide Final Project BSL 4160, Negotiation/Conflict Resolution 9

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