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Course Syllabus

Course Information
Course Number/Section BA 4332 Honors
Course Title Negotiation and Dispute Resolution
Term Spring 2009
Days & Times Tues. 1:00 – 3:45 SM 2.902
Professor Contact Information
Professor Laurie Ziegler, Ph.D
Office Phone 972-883-2847
Email Address WebCT email
Office Location SM 4.210
Office Hours TBA
TA Vikram Kulkarni

Course Prerequisites
BA 3361

Course Description
Negotiation is the science and art of reaching agreements between interdependent parties who
seek to maximize their outcomes. Negotiations occur to either create something new that neither
party could create alone or to resolve an issue or dispute between parties. The development of
negotiation and other dispute management skills will help you analyze issues from a variety of
perspectives and secure acceptance of the solutions you reach. This course is conducted as an
upper division seminar and depends primarily on each student’s individual contribution. It is
experientially based and draws heavily on simulations, case studies, videotape, quizzes, and class
discussions. This is not a lecture course. Sound principles derived from the studies of conflict
management, negotiation and influence provide the theoretical underpinnings of the course.

Student Learning Objectives/Outcomes

Students will be able to assess a conflict situation and develop and implement a plan to manage it.

Students will break down negotiation situations into their constituent parts and choose the most
effective method to solve them.

Students will analyze their personal bargaining styles and learn how to interpret and apply them.

Students will understand and be able to apply influence techniques.

Required Textbooks and Materials

essentials of negotiation 4th ed., Lewicki, Barry & Saunders, McGraw-Hill Irwin,
ISBN: 0-07-310276-8
negotiation 5th ed., Lewicki, Saunders, & Barry, McGraw-Hill Irwin, ISBN: 0-07-297307-2

negotiation: readings, exercises, and cases, 5th ed. Lewicki, Barry & Saunders, McGraw-Hill
Irwin, ISBN: 0-07-297310-2

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Influence: Science and Practice, 4th ed., Robert Cialdini, ISBN: 0-321-01147-3

Name plaque

882 Scantrons/Bluebooks


Preparation and Participation (20%)

Contributions (18%)
In class contributions are assessed based on the quality of your contributions to the
negotiation exercises, simulations, and discussions. Your comments will be evaluated
based on the following criteria:
a. preparation and participation in class role plays and activities
b. reflective and critical thinking that contributes to the flow of the
discussion but does not dominate the discussion (you can actually lose
points if you consistently move the conversation off-topic).
c. insightful and creative ideas based on the concepts and theories
discussed in class
d. integration of relevant personal experiences and current events
e. builds on comments of others
f. goes beyond the “I feel” concept and provides some evidence or logic for
your comments.
g. Does not “reiterate/recap” your negotiations

You may also earn credit by sharing a media event, your own experience, etc. with the
class. Discussions should be based on content information you have gained through
your readings and exercises and be relevant to that day’s topics.

Periodically you may be required to meet outside of class time to complete a case,
simulation, or other exercise. Please make sure that you have the flexibility to do so as
this course is based on participation by all students. If you fail to participate, then you
reduce the learning of other members of the class.

Personal Statement (2%)

Let’s get to know each other. Post your personal statement on the discussion board.
Provide the following information numbered in the following order:

1. Your name
2. A description of your job and employer/industry information (current or previous)
3. Your familiarity with OB concepts (scan your textbook, the module outline, or your
course schedule for ideas)
4. Where you are located geographically
5. What you hope to gain from this course
6. Anything else that is important to you that will give us a fuller picture of who you are
7. You may also provide pictures of you, your spouse, your children, your best animal
friend, your car, etc.

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Due by 1/27/08 8:00 am. Submit your personal statement through the Discussion
Board: Personal Statement link.

Spontaneous Responses (SR)

I will ask several questions throughout the semester that assess your understanding of
the assigned readings. You might consider these “oral quiz” questions. This is how it
works. I will ask the question and if you want to respond, raise your hand. If I agree with
your answer you will earn the highly desired “SR Bonus”. There are no partial points. I
will add these points at the end of the semester to the participation points you have
already accumulated. I will make every effort to call on a variety of people so that every
one has opportunities to earn these coveted points.

On-line Journal Entries (3 journal entries at 6% with 2% bonus = 20%)

Each student is expected to maintain a journal describing his/her experiences. Keeping
a journal encourages reflection on and analysis of the learning by experience based on
the activities we conduct in class and your readings. Your comments also give me a
sense of your individual progress, as well as some insight into your strengths and
weaknesses as a negotiator. Describe your reactions, perceptions, impressions and
significant insights gained from participation in or reflection on the assignments,
exercises, and simulations.

You are expected to submit 3 journal entries over the course of the semester. Each
journal entry is due by 8:00 am on the dates specified in your schedule. They will be
submitted on the WebCT Discussion Board: Journal Entries. These are private. Label
your Journal Entries Journal 1, Journal 2 and Journal 3.

Your journal entries should be in bullet format focusing on the following issues in this
order as it makes sense for your experiences:
• Course readings: What theories, concepts, or principles from the readings or
class discussions are useful in understanding the dynamics of the course
activities? Give citations to the readings when appropriate.
• Simulations and exercises completed that week:
o How did you prepare? What happened?
o What strategies/tactics did you use? Did the other party use?
o What did you learn from the activity about yourself? About others?
What strengths/weaknesses did you identify about yourself? About
o Outcome: What was the outcome? What would have improved the
• Personal experiences you had outside the course and how you dealt with
them in the context of course concepts.
• Other issues that have arisen as a consequence of the course and how they
impact your ability to resolve disputes and enhance negotiated outcomes.
• Absolutely, do not rehash the give and take or other diatribes of your

Although you will submit entries only 3 times during the semester. The entries should
contain one double-spaced page for each class period prior to the entry due date. This
means you should keep track of your experiences each week. Don’t try to go back and
“remember” what you did.

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Journal Evaluation
I expect to see an indication of how well you reflected upon and analyzed your
performance. In evaluating your performance, I will consider:

• Understanding: Demonstrating that you know the material by drawing on the

relevant concepts and lessons from the readings and lectures. These should be
cited in the text of your paper.
• Criticality: When examining others’ behaviors, be critical. This means not only
determining how a behavior was effective or ineffective and why, but also
realizing the inherent tradeoffs of actions taken. Every choice is based on
assumptions (which may be right or wrong) and has future implications. What
were they?
• Takeaways: Identifying basic points or ideas drawn from the exercises and
simulations that you will be able to generalize to other situations.

Individual or Team Presentations (15%)

You are responsible for providing a synopsis of a reading(s) from negotiation: readings,
exercises, and cases. The synopsis should highlight the key points of the readings as
you see them. You may use Power Point slides, handouts, video clips, or anything else
that illustrates the key points. Post your material under the Discussion Board:
Presentation Material by 8:00 am on the Monday morning prior to your Tuesday
presentation date. Presentations dates are: 2/10/09 – 4/21/09. I will provide your
evaluation rubric.

Exams (25%)

There will be two exams. Bring Scantron 882 and a blue book to each exam. The
exams will be a combination of multiple choice and short answer/essay and will be
based on the material preceding the exam. In other words, the second exam is not

Research Project: Film (Individual or Team) (20%)

Film is a powerful learning medium. Film offers a multi-sensory experience that

enables the viewer to understand abstract concepts and theories while seeing them put
into practice. Many films have organizational themes or contexts that make them
uniquely effective in illustrating management issues. Through analyzing a film, you will
see how various concepts are interrelated and, often, interdependent.

Viewers use their own unique perceptual lens when they experience a film. They
also have a variety of responses, emotional and cognitive, to film. The use of film for
this assignment has the following learning functions:
Film as Case Study – A “good” film presents material much more forcefully than a written
case. This film is actually a video case. It will help you develop your analytic skills
because you will apply the material you have learned.
Film as Meaning – Visual and auditory elements of film provide meaning to theories and
concepts that are not provided in written or spoken formats.
Film as Experience – The film you choose may evoke strong feelings. You may use film
to experience other cultures, other organizational roles, etc.

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Film as Time - You may also view a film and its remake to note changes over time.

Steps to Completing Your Analysis

Your learning objectives are to develop a deeper understanding about course concepts;
learn how they interrelate; apply the concepts; and demonstrate that learning to me.

1. Submit the film title and a brief description (4-6 bullets) of the concepts you will cover
using the Assignment: Film Description link due 3/10/09. This will help you in your
goal-setting endeavors for this project and will provide me the opportunity to review the
films. Your choices are not set in stone. You may change the topic (your film) and the
concepts as you gain more knowledge about course concepts. Please keep in mind if
you change the topic at a later date I may not have the opportunity to review the film.

2. Before viewing, write down the concepts identified in step 1 and any additional
concepts you wish to analyze. You may adjust these as you view the film.

3. View the film taking note of the concept(s) you are using to analyze the film. Think
about how the film relates to your own experiences or newsworthy topics. Incorporate
these into your paper.

4. Research these concepts. This is very important. Don’t rely exclusively on your
textbook. You should also access journals, magazines, newspapers, books, etc. to
supplement your analysis. Particular emphasis is placed on academic, refereed
publications. The quality of your external resources is vital to the quality of your paper.
You should not rely on internet sources unless you are accessing full text journal and
news articles. Check with the UTD Library SOM Liaisons for help with resources. The
SOM liaison is Loreen Phillips at 972-883-2126 (

5. Guidelines: The paper should be 7-8 numbered pages in length (excluding

appendices), double-spaced containing 12 point fonts and standard margins.

All assignments must have a cover sheet containing in this order:

Your team name (If you choose to do this as a team project)

Team member names in alphabetical order (if a team project) otherwise your name.

Date submitted

Unique Title

Table of Contents with Page Numbers Be specific.

6. Film Information (Page 1): Write the name of the film, the director, producer, the main
actors and the characters they play, and the year of release. Then, in one good
paragraph, retell the plot. Do not relate all of the details. Just condense the main story
line into 5 – 8 sentences.

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7. Introduction (Page 2): Tell me why you are interested in the research you conducted.
Build your case. Provide a thesis statement and tell me “what you are going to tell me”
in the rest of the paper. Do not title this “Introduction”. Use your term paper title.

8. (Page 2 or 3) Write the body of you paper incorporating outside resources properly
cited (MLA format). Include personal experiences or current events to support your

9. Conclusion (Page 7 or 8): Include a brief summary of you paper; limitations of your
research and the resources used; and directions for further study.

10. Reference List (not included in page limit): Alphabetized using MLA format.

11. Appendices (not included in page limit)

You will submit these online through and will provide a hard copy. The due
date is listed on your schedule.

Grading Breakdown and Policy

Assignment Percentages:

Preparation and Participation 20%

Journal Entries 20%
Presentations 15%
Exams 25%
Team Research Film Analysis 20%

Final Grade Breakdown:

89.6 – 100 A
79.6 – 89.5 B
70 – 79.5 C
Below 70 F

Note: There has to be a grading cut-off somewhere. This is where our course grades
are delineated. Do not ask me to give you a different cutoff at the end of the semester.
In other words, don’t negotiate this with me.

Classroom Citizenship

Honor Code: Students are expected to respect the integrity of the course and their
fellow students. Do not share any information about your classmates with others. We
need to feel secure in our classroom environment in order to fully gain from the course
experiences. Regarding experiential exercises, you may not share confidential
information with the other parties. However, you may reveal what you like during the
negotiation process as long as you do not fabricate information that substantially
changes the power distribution of the exercise or read verbatim from your confidential
information. You may use any strategy except physical violence to reach agreement.
This includes the misrepresentation of information or, as known in the media, spin. You
may not borrow notes, discuss exercises and cases, or, in any other manner, obtain

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information related to this course from previous or current students. All of your work
must be original. Plagiarism in any form will not be tolerated.

Course Policies

Attendance (You will lose 4 points off your overall grade for every absence above
2 in this one day a week course). No exceptions.

Experiential exercises are crucial to the achievement of the stated course objectives.
You are expected to come to class prepared and to fully participate in the negotiation
exercises and discussions. The attendance policy is commensurate with these
expectations. You may miss two classes without penalty provided you notify me via
WebCT email at least 24 hours prior to the class session. This is a no-fault attendance
policy. Every additional class missed will result in a loss of four points from your overall
course average regardless of reason. I am not trying to punish you; however, this is a
highly interactive course and if you are not here you will not be able to regain the
experiences you missed. Additionally, your classmates depend on you to fulfill your
simulation and exercise responsibilities. If you are unable to consistently attend class,
this course may not be the right one for you.

Missing Assignments

There are no make-ups. Late work will not be accepted.

Course Schedule

The course schedule may be modified based on the class dynamics.

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Legend: T = Text R = Readings, exercises, cases I = Influence

Date Topics/Assignments

1/13 Introduction, Syllabus, Icebreaker

Negotiation Fundamentals

1/20 The Nature of Negotiation and Conflict Chapter 1 (T)

1/27 Strategy and Tactics of Distributive Bargaining Chapter 2 (T)

Personal Statement Due

2/3 Strategy and Tactics of Distributive Bargaining Chapter 2 (T)

Strategy and Tactics of Integrative Negotiation Chapter 3 (T)

2/10 Strategy and Tactics of Integrative Negotiation cont. Chapter 3 (T)

2/17 Negotiation: Strategy and Planning Chapter 4 (T)

2/24 Weapons of Influence Chapter 1 (I)

Perception, Cognition, Emotion Chapter 5 (T)
Complete before class The Influence Tactics Inventory pp. 694-695 (R)

3/3 Reciprocation Chapter 2 (I)

Communication Chapter 6 (T)
Complete before class: Communication Competence Scale pp. 701-702 (R)

3/10 Exam 1
Film Description Due

3/17 Spring Break: My Gift to You

3/24 Commitment and Consistency Chapter 3 (I)

Social Proof Chapter 4 (I)

3/31 Liking Chapter 5 (I)

Relationships Chapter 9 (T)
Multiparty and Teams Chapter 10 (T)
Complete before class: The Trust Scale pp. 696-700

4/7 Authority Chapter 6 (I)

Power Chapter 7 (T)

4/14 Scarcity Chapter 7 (I)

Instant Influence Chapter 8 (I)

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4/21 Ethics Chapter 8 (T)
International and Cross Cultural Chapter 10 (T)
Complete before class: The SINS II Scale pp. 692 - 693

Research Film Analysis Due

4/28 Exam 2

Due Dates:

Personal Statement: 1/27

Film Description: 3/10/09

Film Analysis: 4/21/09

Journal entries: Journal 1: 2/15 8:00 pm Journal 2: 3/29 8:00 pm Journal 3: 4/26 8:00 pm.

Presentation dates: 2/10/09 – 4/21/09

Exam 1: 3/10 Exam 2: 4/28

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University Policies

Technical Support

If you experience any problems with your UTD account you may send an email to: or call the UTD Computer Helpdesk at 972-883-2911.

Field Trip Policies

Off-campus Instruction and Course Activities

Off-campus, out-of-state, and foreign instruction and activities are subject to state law and
University policies and procedures regarding travel and risk-related activities. Information
regarding these rules and regulations may be found at the website address Additional information is
available from the office of the school dean. Below is a description of any travel and/or risk-
related activity associated with this course.

Student Conduct & Discipline

The University of Texas System and The University of Texas at Dallas have rules and regulations
for the orderly and efficient conduct of their business. It is the responsibility of each student and
each student organization to be knowledgeable about the rules and regulations which govern
student conduct and activities. General information on student conduct and discipline is contained
in the UTD printed publication, A to Z Guide, which is provided to all registered students each
academic year.

The University of Texas at Dallas administers student discipline within the procedures of
recognized and established due process. Procedures are defined and described in the Rules and
Regulations, Series 50000, Board of Regents, The University of Texas System, and in Title V,
Rules on Student Services and Activities of the university’s Handbook of Operating Procedures.
Copies of these rules and regulations are available to students in the Office of the Dean of
Students, where staff members are available to assist students in interpreting the rules and
regulations (SU 1.602, 972/883-6391) and online at

A student at the university neither loses the rights nor escapes the responsibilities of citizenship.
He or she is expected to obey federal, state, and local laws as well as the Regents’ Rules,
university regulations, and administrative rules. Students are subject to discipline for violating the
standards of conduct whether such conduct takes place on or off campus, or whether civil or
criminal penalties are also imposed for such conduct.

Academic Integrity

The faculty expects from its students a high level of responsibility and academic honesty. Because
the value of an academic degree depends upon the absolute integrity of the work done by the
student for that degree, it is imperative that a student demonstrate a high standard of individual
honor in his or her scholastic work.

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Scholastic Dishonesty, any student who commits an act of scholastic dishonesty is subject to
discipline. Scholastic dishonesty includes but is not limited to cheating, plagiarism, collusion, the
submission for credit of any work or materials that are attributable in whole or in part to another
person, taking an examination for another person, any act designed to give unfair advantage to a
student or the attempt to commit such acts.

Plagiarism, especially from the web, from portions of papers for other classes, and from any other
source is unacceptable and will be dealt with under the university’s policy on plagiarism (see
general catalog for details). This course will use the resources of, which searches the
web for possible plagiarism and is over 90% effective.

Copyright Notice

The copyright law of the United States (Title 17, United States Code) governs the making of
photocopies or other reproductions of copyrighted materials, including music and software.
Copying, displaying, reproducing, or distributing copyrighted works may infringe the copyright
owner’s rights and such infringement is subject to appropriate disciplinary action as well as
criminal penalties provided by federal law. Usage of such material is only appropriate when that
usage constitutes “fair use” under the Copyright Act. As a UT Dallas student, you are required to
follow the institution’s copyright policy (Policy Memorandum 84-I.3-46). For more information
about the fair use exemption, see

Email Use

The University of Texas at Dallas recognizes the value and efficiency of communication between
faculty/staff and students through electronic mail. At the same time, email raises some issues
concerning security and the identity of each individual in an email exchange. The university
encourages all official student email correspondence be sent only to a student’s U.T. Dallas email
address and that faculty and staff consider email from students official only if it originates from a
UTD student account. This allows the university to maintain a high degree of confidence in the
identity of all individual corresponding and the security of the transmitted information. UTD
furnishes each student with a free email account that is to be used in all communication with
university personnel. The Department of Information Resources at U.T. Dallas provides a method
for students to have their U.T. Dallas mail forwarded to other accounts.

Withdrawal from Class

The administration of this institution has set deadlines for withdrawal of any college-level courses.
These dates and times are published in that semester's course catalog. Administration procedures
must be followed. It is the student's responsibility to handle withdrawal requirements from any
class. In other words, I cannot drop or withdraw any student. You must do the proper paperwork
to ensure that you will not receive a final grade of "F" in a course if you choose not to attend the
class once you are enrolled.

Student Grievance Procedures

Procedures for student grievances are found in Title V, Rules on Student Services and Activities,
of the university’s Handbook of Operating Procedures.

In attempting to resolve any student grievance regarding grades, evaluations, or other fulfillments
of academic responsibility, it is the obligation of the student first to make a serious effort to
resolve the matter with the instructor, supervisor, administrator, or committee with whom the
grievance originates (hereafter called “the respondent”). Individual faculty members retain
primary responsibility for assigning grades and evaluations. If the matter cannot be resolved at
that level, the grievance must be submitted in writing to the respondent with a copy of the

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respondent’s School Dean. If the matter is not resolved by the written response provided by the
respondent, the student may submit a written appeal to the School Dean. If the grievance is not
resolved by the School Dean’s decision, the student may make a written appeal to the Dean of
Graduate or Undergraduate Education, and the deal will appoint and convene an Academic
Appeals Panel. The decision of the Academic Appeals Panel is final. The results of the academic
appeals process will be distributed to all involved parties.

Copies of these rules and regulations are available to students in the Office of the Dean of
Students, where staff members are available to assist students in interpreting the rules and

Incomplete Grade Policy

As per university policy, incomplete grades will be granted only for work unavoidably missed at
the semester’s end and only if 70% of the course work has been completed. An incomplete grade
must be resolved within eight (8) weeks from the first day of the subsequent long semester. If the
required work to complete the course and to remove the incomplete grade is not submitted by the
specified deadline, the incomplete grade is changed automatically to a grade of F.

Disability Services

The goal of Disability Services is to provide students with disabilities educational opportunities
equal to those of their non-disabled peers. Disability Services is located in room 1.610 in the
Student Union. Office hours are Monday and Thursday, 8:30 a.m. to 6:30 p.m.; Tuesday and
Wednesday, 8:30 a.m. to 7:30 p.m.; and Friday, 8:30 a.m. to 5:30 p.m.

The contact information for the Office of Disability Services is:

The University of Texas at Dallas, SU 22
PO Box 830688
Richardson, Texas 75083-0688
(972) 883-2098 (voice or TTY)

If you anticipate issues related to the format or requirements of this course, please meet with the
Coordinator of Disability Services. The Coordinator is available to discuss ways to ensure your
full participation in the course. If you determine that formal, disability-related accommodations
are necessary, it is very important that you be registered with Disability Services to notify them of
your eligibility for reasonable accommodations. Disability Services can then plan how best to
coordinate your accommodations.

It is the student’s responsibility to notify his or her professors of the need for such an
accommodation. Disability Services provides students with letters to present to faculty members
to verify that the student has a disability and needs accommodations. Individuals requiring special
accommodation should contact the professor after class or during office hours.

Religious Holy Days

The University of Texas at Dallas will excuse a student from class or other required activities for
the travel to and observance of a religious holy day for a religion whose places of worship are
exempt from property tax under Section 11.20, Tax Code, Texas Code Annotated.

The student is encouraged to notify the instructor or activity sponsor as soon as possible regarding
the absence, preferably in advance of the assignment. The student, so excused, will be allowed to
take the exam or complete the assignment within a reasonable time after the absence: a period
equal to the length of the absence, up to a maximum of one week. A student who notifies the

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instructor and completes any missed exam or assignment may not be penalized for the absence. A
student who fails to complete the exam or assignment within the prescribed period may receive a
failing grade for that exam or assignment.

If a student or an instructor disagrees about the nature of the absence [i.e., for the purpose of
observing a religious holy day] or if there is similar disagreement about whether the student has
been given a reasonable time to complete any missed assignments or examinations, either the
student or the instructor may request a ruling from the chief executive officer of the institution, or
his or her designee. The chief executive officer or designee must take into account the legislative
intent of TEC 51.911(b), and the student and instructor will abide by the decision of the chief
executive officer or designee.

These descriptions and timelines are subject to change at the discretion of the Professor.

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