Welcome to Negotiation and Conflict Resolution. I look forward to having you in class.

PUAD 5440 E01-NEGOTIATION AND CONFLICT RESOLUTION SYLLABUS- SPRING SEMESTER 2017 Instructor: Robyn Mobbs, Ph.D., M.B.A. Email: robyn.mobbs@ucdenver.edu Office Hours: By appointment Class location/format: online Welcome to Negotiation and Conflict Resolution. I look forward to having you in class. COURSE DESCRIPTION and OBJECTIVES: Conflict is a part of our daily lives. This course examines conflict and its resolution through negotiation. We will focus on the concepts and skills necessary to help you identify and resolve interpersonal, intra-group, and inter-group conflicts through negotiation. The course is designed to help you understand the dynamics that affect conflict, negotiations, and subsequent resolution. It will help you apply these concepts to a variety of decision-making and dispute contexts. This is not a course in collective bargaining, salesmanship, or purchasing (though the course principles and negotiation techniques covered in the course certainly apply to each of these contexts). The course objective is to help you think about, practice, and (hopefully) improve your ability to negotiate and bargain your way through life (both personal and professional). Throughout the semester you will have the opportunity to practice by negotiating in earnest within the context of different cases and simulations. After working through each negotiation exercise, we will discuss the strategies and tactics you used and consider why they worked or did not work, and explore the ethical issues surrounding the negotiation. TEACHING METHOD: My teaching method is based on an active learning model, which places greater emphasis on knowledge and skill development through online discussion and activities, and less emphasis on passive listening. This model requires that you prepare for each week by reading the textbook chapters, cases and/or articles detailed in this syllabus, and participate in the negotiation exercises and online discussions. Page 1 of 12

REQUIRED READING MATERIAL: The following texts are required for this course: 1. Lewicki, R. (2015). Essentials of negotiation, 6th ed. New York, NY: McGraw-Hill. Older editions are acceptable. 2. Fisher, R. and Ury, W. (2011). Getting to yes: Negotiating agreement without giving in, revised ed. New York, NY: Penguin Books. Any edition is fine. Additional required reading material (articles and reports) are detailed in the course outline at the end of this document, and will be posted on our course s Canvas site throughout the semester: https://ucdenver.instructure.com/login. You are also strongly encouraged to read journals within the field. If you need any recommendations, please don t hesitate to ask. There may also be additional reading assigned by the instructor during the semester. COURSE REQUIREMENTS: Canvas: This course is entirely online. You can access our Canvas course site at https://ucdenver.instructure.com/login, starting on the first day of the semester. You will need your UCD Access/email username and password to access the site. If you have any problems accessing the site, please call the CU Online Helpdesk Toll Free number: 1-877-823-3644 or email them at: cuonlinehelp@ucdenver.edu. They are quite knowledgeable and available to help you between the hours of 7am and 7pm Monday through Friday. We also have 24/7 support from Canvas. Their phone number is 855-631-2250 and email is: support@instructure.com. You can also click the help link in the upper right hand corner from any Canvas page to view the Canvas guides, report a problem, love chat with Canvas support, ask the community or request a new feature. Course Navigation: All of the course material and activities are integrated into our Canvas course s weekly modules. I will develop an overview page each week that will contain my narrated lectures, videos, and other notes, along with links to all activities for the week (i.e. articles, negotiation exercises, discussion forums, debriefs, etc.). **The weekly overview page should be your starting place every time you log-in.** I will post a presentation on our first day of class to help you feel comfortable with the course objectives, syllabus, schedule of assigned readings, project due dates, and overall format and expectations, as well as share some tips for success in this course. Page 2 of 12

Time Commitment and Expectations: Material and activities will generally be posted early each Monday morning. You are expected to log in multiple times every week to our Canvas course to access lectures, articles and cases, and to participate in the online activities or and/or discussion forums. Participation and Activities (25%): Your active participation is an essential part of this course and is necessary for a full learning experience in this class. To take advantage of the online environment, and to prepare for future work scenarios that require online/video communication and teamwork across geographical boundaries, we will be working together in a number of different formats. (It also helps to keep things interesting!) VoiceThreads and Discussion forums: Narrated lectures will be posted as interactive VoiceThreads. These asynchronous discussions will take the place of all the lively discussion that would occur during face-to-face class sessions. Please be ready to participate in these discussions, having read and reflected upon the required textbook chapter(s) and article(s). You should have an understanding of the main topics and issues presented in the readings, as well as some thoughts on the underlying concepts, and connections to your own experiences and knowledge. All of the technology/programs that we will use are quite user-friendly and among the best available. Negotiations: Negotiation is an art form that you simply can t master by reading and talking about alone. Thus, you will participate in five negotiation exercises designed to highlight an aspect of negotiation or negotiation strategy and enable you the chance to develop your negotiation skills. Armed with the concepts and research in the lecture and reading materials, you can use this new knowledge to test or try out negotiation strategies or actions. The negotiation exercises will require that you commit to a time that you can participate in the negotiation synchronously with your negotiation partner(s) via web conference. We will use the integrated functions within Canvas, so no additional programs or software is required. You will have flexibility in the scheduled negotiation times (you just need to agree on a time with your negotiation partner(s). We will schedule these in the first week of class. You will also submit a negotiation strategy sheet and self-evaluation for each exercise. Templates will be provided. In the week following each negotiation exercise, we will discuss and de-brief the experience as a class. We ll explore the strategies and tactics that everyone attempted to execute, responses of the other parties, reactions to the other parties, negotiation outcomes, etc. Page 3 of 12

The negotiation exercises include: 1. Yerba Mate o This is a two person negotiation. o Please plan for 20-30 minutes online with your negotiating partner. 2. Premiere Computers Social Enterprise o This is a two person negotiation. o Please plan for 45-60 minutes online with your negotiating partner. 3. The Family Center o This is a two person negotiation. o Please plan for 30-60 minutes online with your negotiating partner. 4. World Trade Center Redevelopment o This is a 6+ person negotiation. o Please plan for up to 1.5 hours online with your negotiating group. 5. Elmwood Community Hospital o This is a 6+ person negotiation. o Please plan for up to 1.5 hours online with your negotiating group. Your participation grade will be based upon your preparation for each exercise, your participation in the exercises and your contribution to the debrief discussions afterwards. Together, these will account for 25% of your final grade. If you are concerned about your schedule or online connection, please email me in the first week of the term so that we can discuss ways to overcome the challenges, alternative assignments, etc. Journal (not graded) I encourage you to take some time to reflect upon and put in writing the tactics, critical factors, and results of in-class and out-of-class negotiations so that you can learn more about yourself and your negotiation strengths and weaknesses. Your journal will also likely be very helpful as you write your final project (detailed below). Mid Term Exam (15%): The open book mid-term exam will be offered within Canvas in week 9 of the course. The exam will be available from Sat, March 11 through Sun, March 19. You may begin the exam at any time within that period. You will have 2 hours from the time you begin. Your mid-term exam must be completed by Sunday, March 19, 11:00pm. Additional guidance will be posted on our course site prior to the test. Final Project (60%): The final project will be a culmination of your growth in negotiation and conflict resolution. A key to improving your negotiation skills is to reflect upon your experiences. Thus, at the end of the semester, you will write a paper with two components. Part one is a reflective paper (five pages, double-spaced) highlighting the dominant themes or critical events that demonstrate what you have learned over the course about yourself, how you negotiate, and about negotiating in general. Please identify at least two key areas that you would like to continue to develop. In Page 4 of 12

part two, you will explore an important research question in the field in one or both of these areas. Further details of this assignment will provided. There may be additional academic exercises assigned during semester. GRADING: Grades are distributed as follows: Participation and activities 25% Mid-term exam 15% Final project 60% Total: 100 Please note that late submissions will be penalized with 5% grade deduction per day. The following grading scale will be followed: Percentage Grade 100% 93% A 92.9% 90% A- 89.9% 87% B+ 86.9% 83% B 82.9% - 80% B- 79.9% 77% C+ 76.9% 73% C 72.9% 70% C- Less than 70% F I expect students to perform the assignments according to the University of Colorado Denver honor code. Evidence of plagiarism or cheating will not be tolerated and will result in a failing grade. If one has a question regarding the academic honor code please visit the University s website, as listed below, or contact me in person or via email. Your final grade is permanent and final. Adhering to the School of Public Affair s grading scheme: a grade of an A means that the student has exceeded expectations and demonstrated superior competencies in all aspects of the course. (Please note: this denotes exceptional effort and performance). A grade of a B means the student has met general expectations for graduate student performance and demonstrates competence in the subject matter studied. A grade of a C indicates the student needs more work to achieve competence in the study area. Incompletes are reserved solely for documented emergencies situations- please refer to the Handbook for the Master in Public Administration Program: http://www.ucdenver.edu/academics/colleges/spa/academics/programs/publicaffairsadmin/ Master/Documents/MPA%20Handbook.pdf. If you find yourself unable to complete the course, please speak with me as soon as possible to discuss options. Page 5 of 12

Formatting: I encourage you to use APA style formatting and citations for all written assignments. The Writing Center at Purdue has a free and comprehensive online reference guide at: http://owl.english.purdue.edu/owl/section/2/10/. I will not deduct points if you choose to use another style; however, your citation style needs to be consistent throughout an assignment. Communication formats: Being able to communicate to a number of different audiences, both verbally and in writing, is crucial in today s public sector workforce. To this end, the different assignments require different writing styles and tones, and include both written and verbal elements. A complete course outline follows. Page 6 of 12

COURSE OUTLINE: Date: Week 1: Jan. 17-20 *Jan 16 is a holiday Week 2: Jan. 23-27 Class Topics and Requirements: Welcome / Introduction to the study of negotiations Please review the material in Week 1 Overview and explore course site. Introduce yourself to class in the whole-class discussion forum. Complete VoiceThread Registration and try out VoiceThread. Nature of Negotiation Please review the material in Week 2 Overview. Lewicki text- chapter 1, The Nature of Negotiation and chapter 5, Ethics in Negotiation Week 3: Jan. 30- Feb. 3 Distributive Strategies and Tactics Please review the material in Week 3 Overview. Lewicki text- chapter 2: Strategies and Tactics of Distributive Bargaining PON Newsletter: BATNA Basics: Boost Your Power at the Bargaining Table Yerba Mate Negotiation Exercise - please read the scenario information and prepare for your role in the negotiation. Negotiation exercise: Yerba Mate- please complete the negotiation with your negotiation partner at a mutually agreed upon time during the week (approx. 30 min). Please submit your negotiation strategy sheet and self-evaluation after you conclude the exercise. Week 4: Feb. 6-10 Integrative Strategies and Tactics Please review the material in Week 4 Overview, including the Yerba Mate debrief. Lewicki text- chapter 3, Strategies and Tactics of Integrative Negotiation Week 5: Feb. 13-17 Strategy and Planning Please review the material in Week 5 Overview. Lewicki text- chapter 4, Negotiation: Strategy and Planning Premiere Computers Social Enterprise Negotiation Exercise - please read the scenario information and prepare for your role in the negotiation. CONTINUED Page 7 of 12

Negotiation exercise: Premiere Computers Social Enterprise- please complete the negotiation with your negotiation partner at a mutually agreed upon time during the week (approx. 45-60 min). Please submit your negotiation strategy sheet and self-evaluation after you conclude the exercise. Week 6: Feb. 20-24 Perception, Cognition and Emotion Please review the material in Week 6 Overview, including the Premiere Computers Social Enterprise debrief. Lewicki text- chapter 6, Perception, Cognition and Emotion Harvard PON Newsletter: Dealing with Difficult People (optional) Week 7: Feb. 27- Mar. 3 Communication Please review the material in Week 7 Overview. Lewicki text- chapter 7, Communication in Negotiation PON Report: Salary Negotiations (optional) The Family Center Salary Negotiation Exercise - please read the scenario information and prepare for your role in the negotiation. Negotiation exercise: The Family Center- please complete the negotiation with your negotiation partner at a mutually agreed upon time during the week (approx. 30-60 min). Please submit your negotiation strategy sheet and self-evaluation after you conclude the exercise. Week 8: Mar. 6-10 Getting to Yes Please review the material in Week 8 Overview, including The Family Center debrief. Fisher and Ury text- first half Week 9: Mar. 13-17 Exam Mid-term exam on Canvas Week 10: Mar. 20-24 Spring Break Enjoy your break! Page 8 of 12

Week 11: Mar. 27-31 Getting to Yes, continued Please review the material in Week 11 Overview. Fisher and Ury text- complete PON Report: Dispute Resolution: Working Together Toward Conflict Resolution on the Job and at Home (optional) Week 12: Apr. 3-7 Negotiation Power Please review the material in Week 12 Overview. Lewicki text- chapter 8, Finding and Using Your Negotiation Power World Trade Center Redevelopment Negotiation Exercise - please read the scenario information and prepare for your role in the negotiation. Negotiation exercise: World Trade Center Redevelopment - please complete the negotiation with your negotiation group at a mutually agreed upon time during the week (approx. 1.5 hours). Please submit your negotiation strategy sheet and self-evaluation after you conclude the exercise. Week 13: Apr. 10-14 Multi-party Negotiations Please review the material in Week 13 Overview, including the World Trade Center Redevelopment debrief and videos. Lewicki text- chapter 10, Multiple Parties, Groups and Team in Negotiations Week 14: Apr. 17-21 Week 15: Apr. 24-28 Final Project Preparation Please review the material in Week 14 Overview. No new reading or activities. Please use this time to recharge, reflect, catch up on reading and begin your final project. Relationships and Cultures Please review the material in Week 15 Overview. Lewicki text- chapter 9, Relationships in Negotiation and chapter 10, International and Cross-Cultural Communication Elmwood Community Hospital Negotiation Exercise - please read the scenario information and prepare for your role in the negotiation. CONTINUED Page 9 of 12

Negotiation exercise: Elmwood Community Hospital - please complete the negotiation with your negotiation group at a mutually agreed upon time during the week (approx. 1.5 hours). Please submit your negotiation strategy sheet and self-evaluation after you conclude the exercise. Week 16: May 1-5 Conclusion and Wrap up Please review the material in Week 16 Overview, including the Elmwood Community Hospital debrief. Lewicki text- chapter 12, Best Practices in Negotiation COMMUNICATION Email is the best way to reach me. Please feel free to email questions or concerns at any time: robyn.mobbs@ucdenver.edu. I will endeavor to check email each day, and to reply within 24 hours during the week/ 48 hours over the weekend. If the matter is particularly complicated or sensitive, I may request that we set up a time to speak in person or over the phone. I am also available during office hours and by appointment throughout the semester. Please email to set up an appointment at any time. If you are experiencing a problem, please do not wait to speak with me until after you miss a class or assignment deadline. If you are unable to turn in work on time due to unexpected circumstances, you must make prior arrangements with me; otherwise, your grade on the assignment will be penalized with a ½ letter grade deduction per day. Student email addresses: Throughout the semester, I may be contacting you through your UCD student email address. Please check your student email account regularly, or have it forwarded to an account that you do check often. If you do not know how to access your student email, please contact the Help Desk at: 303-724-4357. ADDITIONAL REQUIREMENTS: Academic Honesty: All students must read and abide by the University of Colorado Denver policy regarding academic honesty. Any suspected form of cheating or plagiarism will be thoroughly investigated and a mark will be filed with the Associate Dean. The University policy on academic honesty may be accessed at http://catalog.ucdenver.edu/content.php?catoid=6 andnavoid=530#academic_honor_code_and_discipline_policies. Page 10 of 12

Policy on Plagiarism Plagiarism is generally defined as incorporating words or ideas from an outside information source into one s written work without acknowledging the original source of the words or ideas; that is, creating the impression that the words or/and the ideas are the student s rather than those of the source from which they have been taken. The best way to avoid committing plagiarism is to carefully note the citation to all sources of outside information that are being used in preparation of the research paper, and then to use these citations to carefully reference all of these outside sources whenever a direct quote or well-defined substance of a concept or principle from that information is being incorporated into a paper. Any paper that exhibits plagiarism will be given a failing grade. Please note that any evidence of plagiarism or cheating will be filed with the Program Director and Associate Dean. After two violations students are expelled from the program without possibility of readmittance. SPA Academic Policies: Further SPA academic policies can be found in the Handbook for the Master in Public Administration Program at: http://www.ucdenver.edu/academics/colleges/spa/academics/programs/publicaffairsadmin/ Master/Documents/MPA%20Handbook.pdf ADDITIONAL RESOURCES: CU Online Help Desk (24/7) and Computer Labs: If you have technical questions or problems specific to Canvas, please contact the CU Online Helpdesk at 1-877-823-3644 or: cuonlinehelp@ucdenver.edu. If you have questions regarding the university s computing and networking facilities, please contact the help desk by phone at 303-724-4357. Internet access is available on campus: 1) SPA offers a PC computer lab for student use. The lab is located in the SPA office (1380 Lawrence Street Center, Suite 500, Denver CO 80217). This lab is accessible seven days a week, but you must use your student ID after hours or on weekends (ID must be coded for access). 2) Other computer labs are located around Auraria campus. These labs are accessible with a valid student ID. Student Services: Dawn Savage and Antoinette Sandoval are the liaisons for the School of Public Affairs Student Services. If you have questions concerning registration, adding/dropping courses, paperwork, financial aid, graduation, etc., please contact them directly. They are extremely knowledgeable and can assist you in your graduate process. Student Services physical location is with the School of Public affairs. Alternatively, you can email either of them directly at dawn.savage@ucdenver.edu or antoinette.sandoval@ucdenver.edu. Page 11 of 12

Auraria Library: The Auraria Library is a great resource for graduate students, with a vast collection of full-text online journals. In addition, the library also has resources such as Endnote Web, interlibrary loan, general and specialized databases, and an online librarian chat service. In order to access and use these e-resources you must secure a student ID number. The library staff provides trainings and assistance with using the online database for research. The website is: http://library.auraria.edu/. University of Colorado Denver Writing Center: The UCD Writing Center is a free service that will assist you in building sound arguments and refining work appropriate at the graduate level. I strongly encourage you to utilize the resources available through the Writing Center. The website is: http://www.ucdenver.edu/academics/colleges/clas/centers/writing/pages/thewritingcenter. aspx. Disability Services Information: To ensure disability-related concerns are properly addressed, students with disabilities who require assistance to participate in this class should contact the Office of Disability Resources and Services, 177 Arts Building at 303.556.3450 to request accommodation. UCD is committed to provide reasonable accommodation and access to students with disabilities. In order to be eligible for accommodation, students must be officially registered with the Auraria Disability Services Office (DSO). The DSO staff works in an advisory capacity with students and faculty to developer reasonable instructional accommodations at the beginning of the semester to ensure full participation in academic programs. It is the responsibility of the student, not the instructor, to contact the DSO! Family Educational Rights and Privacy Act: FERPA was created to protect the privacy rights of the students. Due to the privacy restrictions, you will need to refer to your syllabus for each class for specific information regarding the collection and the return of student work. For more information on FERPA please go to: http://www.ed.gov/policy/gen/guid/fpco/ferpa/index.html. Call to Military Duty: If you are a student in the military with the potential of being called to military service and /or training during the course of the semester, you are encouraged to contact your school/college Associate Dean or Advising Office immediately. Page 12 of 12