Negotiation and Conflict Resolution BUS 526 Student Course Guide Prerequisite: None INSTRUCTIONAL MATERIAL - Required Lewicki,

, R., Saunders, D. & Barry, B. (2007). Essentials of negotiation (5th ed.). Boston: McGraw Hill. Lewicki, R, Saunders, D. & Barry, B. (2007). Negotiation: Readings, exercises and cases (6th ed.). Boston: McGraw Hill.

INSTRUCTIONAL MATERIAL - Supporting The following resources provide additional background and supporting information for this course. There is no need to purchase these items for the course. Allen Nan, S. (2008). Conflict resolution in a network society. International Negotiation, 13(1), 111-131. Andrade, L., Plowman, D. A., & Duchon, D. (2008). Getting past conflict resolution: A complexity view of conflict. Emergence: Complexity & Organization, 10(1), 23-38. Guttman, H. M. (2009). Conflict management as a core competency for HR professionals. People & Strategy, 32(1), 32-39. Mahony, D., & Klaas, B. (2008). Comparative dispute resolution in the workplace. Journal of Labor Research, 29(3), 251-271.

COURSE DESCRIPTION Examines conflict negotiation in organizations. Provides a background in negotiation, mediation, ombudsmen and investigator systems, peer review boards, arbitration and dispute resolution. Presents specialized concepts in managerial negotiations such as cross-culturally, making effective group decisions, negotiating mergers and acquisitions, and managing business integration teams. COURSE OUTCOMES Upon the successful completion of this course, the student will be able to: 1. Analyze the functions of conflict in the workplace and develop actions to effectively manage conflict and enhance operations.
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2. Given a negotiation requirement, develop a distributive bargaining strategy. 3. Given a negotiation requirement, develop an integrative negotiation strategy that satisfies all parties. 4. Analyze the dynamics of a negotiation process and determine specific tactics to effectively implement the steps of negotiation. 5. Determine effective techniques for improving communications during negotiations. 6. Formulate guidelines to improve the ethical behavior in negotiations. 7. Formulate strategies that build trust and improve negotiations based on relationships. 8. Analyze the dynamics of multiparty negotiation and develop strategies to effectively manage the negotiations. 9. Given a negotiation requirement in a diverse cultural environment, adapt negotiation styles to accommodate cultural norms and differing negotiating norms. 10. Use technology and information resources to research issues in negotiation and conflict resolution.

COURSE EXPECTATIONS To obtain the most benefit from this class: Follow Strayer Universitys policies and procedures as well as those specific to this class. o Class specific information can be found within the Class Information section within the Student Center.

WEEKLY COURSE SCHEDULE The weekly schedule describes the learning activities that will help you achieve the course outcomes and the assignments that will be used to measure your mastery of the outcomes. Each week is divided into sections consisting of readings, lectures, discussions, and assignments. For selected assignments, a grading rubric is included in this course guide and will be used to evaluate your performance. Week 1 2 3 4 5 6 7 8 9 10 11 Assignments Date

Assignment 1: Conflict Management and Negotiations Assignment 2: Integrative Negotiations Assignment 3: Negotiation Issues Assignment 4: Communication, Power, Ethical guidelines Assignment 5: Multiparty negotiations, Trust/Reputation

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WEEK 1 Course outcome in focus: Analyze the functions of conflict in the workplace and develop actions to effectively manage conflict and enhance operations. Activities: Readings: Read Chapter 1 of Essentials of Negotiation Review Case: Negotiating with Disordered People in Negotiation: readings, exercises, and cases. Review Case: When and How to use Third-Party Help in Negotiation: readings, exercises, and cases. Review Case: Investigative Negotiation in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: Characteristics of negotiation situation Interdependence Claiming vs. creating value Function and dysfunctions of conflict Duel concerns model Lectures/Discussions: Faculty introduction, course overview and expectations Review course philosophy, expectations, assignments, late policy, grading, academic integrity, APA use if appropriate, and attendance policy. Student introductions Lecture on characteristics of negotiation situation, interdependence, claiming vs. creating value, function and dysfunctions of conflict, duel concerns model. Discussion 1: Negotiation and Human Behavior. Students will read Case: Negotiating with Disordered People and respond to the following: o Discuss whether or not you think assuming that negotiators are rational. Based on your response, discuss what you recommend negotiators do to help them have successful outcomes.

o Discuss one mental condition that may pose a problem to a negotiator. Discuss the implications of this condition, what could be placed at risk because of the condition and a strategy for negotiating with a person with this condition. Discuss what you have learned about the nature of negotiating that you did not know before.
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Discussion 2: Conflict management. Students will read Cases: When and How to use Third-Party Help and Investigative Negotiation, and respond to the following: o Analyze the argument presented for when one should use third-party help. Do you agree? Why or why not? o From the list of advantages and disadvantages found in Case: When and How to use Third-Party Help, explain which advantage and which disadvantage is the most significant and why? o Discuss one of the principles of investigative negotiation. Be sure to share your thoughts on the principle in addition to what the principle postulates. WEEK 2 Course outcome in focus: Given a negotiation requirement, develop a distributive bargaining strategy. Activities: Readings: Read Chapter 2 of Essentials of Negotiation Review Case: Three Approaches to Resolving Disputes: Interests, Rights, and Power in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: Distributive bargaining Resistance points Tactical tasks in distributive bargaining Various hardball tactics Lectures/Discussions: Lecture on distributive bargaining, resistance points, tactical tasks in distributive bargaining and various hardball tactics. Discussion 1: Communication and Negotiation. the following: o Discuss the strategic impact of position taking during a negotiation and the role of concession. o Discuss the significance of communication in negotiating. o Think back to an example of distributive bargaining from your own experience. Knowing what you know now, explain the experience and what you might have done differently. Discussion 2: Solving disputes. Students will read Case: Three Approaches to Resolving Disputes: Interests, Rights, and Power and respond to the following:
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o Think of a dispute you have had in the past. How did you resolve it- reconciling interests, determining who was right, or determining who was more powerful? Include discussion as to how you know what method you used. o Discuss the role of cost considerations played a role in your resolution to the same dispute. o Was the resolution to your dispute distressed or effective? Explain. WEEK 3 Course outcome in focus: Given a negotiation requirement, develop an integrative negotiation strategy that satisfies all parties. Activities: Readings: Read Chapter 3 of Essentials of Negotiation Review Case: Defusing the Exploding Offer in Negotiation: readings, exercises, and cases. Review Case: Implementing a Collaborative Strategy in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: Integrative process Integrative negotiation process Factors affecting integrative negotiation Lectures/Discussions: Lecture on the integrative process, integrative negotiation process and factors affecting integrative negotiation Discussion 1: Integrative Negotiation. Students will respond to the following: o Assume you are a manager over operations and it is budget season. You have been trying for two years to receive approval for two full-time employees. The finance manager does not see how or why you should receive this increase in budget. o Provide examples of how you and the finance manager can use integrative negotiation techniques to generate ideas. Discussion 2: Successful integration. Students will respond to the following: o Given the situation provided in Discussion 1 for this week, provide guidelines to narrow the options that should be considered between both parties.

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Assignment 1: Conflict Management and Negotiations. Analyze the situations below, complete the actions, and prepare a four to five (4-5) page double-spaced report with your conclusions: (Note: Please do not simply provide a generic description extracted from the textbook, relate your examples to the situation). You manage a team of internal auditors and the business units that your team audit is complaining about the samples being selected for audit. The main issue the business unit managers are having is the perception that one team is being audited more than another. This factor negatively impacts a few of the business units because their performance appears to be below the stated goals on a monthly basis. 1. Given the conflict situation provided, explain how to apply three conflict management approaches. Which one do you think would be the most effective and explain why. 2. Given the situation provided involving distributive bargaining, determine the fundamental distributive bargaining strategy you would use and explain why this would be effective. 3. Outline the tactical tasks and give an example of actions you would take related to each task. Explain why these actions would facilitate a successful negotiation. 4. Given the negotiation situation provided explain the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation. The format of the report is to be as follows: o Typed, double spaced, Times New Roman font (size 12), one inch margins on all sides (APA format). o Use headers for each of the criteria, followed by your response. o In addition to the four to five (4-5) pages required, a title page is to be included. The title page is to contain the title of the assignment, your name, the instructors name, the course title, and the date. NOTE: You will be graded on the quality of your answers, the logic/organization of the report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

Analyze the functions of conflict in the workplace and develop actions to effectively manage conflict and enhance operations. Given a negotiation requirement, develop an integrative negotiation strategy that satisfies all parties. Use technology and information resources to research issues in negotiation and conflict resolution.

Outcomes Assessed

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Grading Rubric for Assignment 1 Conflict Management and Negotiations 0 Unacceptable Did not complete the assignment or did not explain how to apply three of the conflict management approaches, which one would be the most effective or why; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not determine the fundamental distributive bargaining strategy you would use or explain why this would be effective; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not outline the tactical tasks or give an example of actions you would take related to each task, or explain why these actions would facilitate a successful negotiation; omitted key information and/or included irrelevant 20 Developing Partially explained how to apply three of the conflict management approaches, which one would be the most effective and why; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic. 30 Competent Sufficiently explained how to apply three of the conflict management approaches, which one would be the most effective and why. Completed with 80-89% accuracy, thoroughness, and logic. 40 Exemplary Fully explained how to apply three of the conflict management approaches, which one would be the most effective and why. Completed with 90-100% accuracy, thoroughness, and logic.

Criteria 1. Explain how to apply three of the conflict management approaches, which one would be the most effective and why.

2. Determine the fundamental distributive bargaining strategy you would use and explain why this would be effective.

Partially determined the fundamental distributive bargaining strategy you would use and explained why this would be effective; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic.

Sufficiently determined the fundamental distributive bargaining strategy you would use and explained why this would be effective. Completed with 80-89% accuracy, thoroughness, and logic.

Fully determined the fundamental distributive bargaining strategy you would use and explained why this would be effective. Completed with 90-100% accuracy, thoroughness, and logic.

3. Outline the tactical tasks and give an example of actions you would take related to each task, and explain why these actions would facilitate a successful negotiation.

Partially outlined the tactical tasks and gave an example of actions you would take related to each task, and explained why these actions would facilitate a successful negotiation; omitted some key information. Completed with 70-79% accuracy,

Sufficiently outlined the tactical tasks and gave an example of actions you would take related to each task, and explained why these actions would facilitate a successful negotiation. Completed with 80-89% accuracy, thoroughness, and logic.

Fully outlined the tactical tasks and gave an example of actions you would take related to each task, and explained why these actions would facilitate a successful negotiation. Completed with 90-100% accuracy, thoroughness, and logic.

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4. Explain the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation.

5. Clarity

6. Writing Grammar, sentence structure, paragraph structure, spelling, punctuation, APA usage. Included 3 references (textbook and 2 appropriate, relevant references).

information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not explain the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or explanations are unclear and not organized. (Major issues) Did not complete the assignment or had 8 or more different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Major issues)

thoroughness, and logic.

Partially explained the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic.

Sufficiently explained the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation. Completed with 80-89% accuracy, thoroughness, and logic.

Fully explained the role commitment of the deal has in relation to closing the deal and how these actions would facilitate a successful negotiation. Completed with 90-100% accuracy, thoroughness, and logic.

Explanations generally unclear and not well organized. (Many issues) Had 6 - 7 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Many issues)

Explanations generally clear and/or organized. (Minor issues)

Explanations very clear and well organized. (Added helpful details.) Had 0 - 3 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage.

Had 4 - 5 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Minor issues)

WEEK 4 Course outcome in focus: Analyze the dynamics of a negotiation process and determine specific tactics to effectively implement the steps of negotiation. Activities: Readings: Read Chapter 4 of Essentials of Negotiation
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Review Case: The Tension Between Principals and Agents in Negotiation: readings, exercises, and cases. Review Case: When a Contract isnt Good Enough: How to be Sure Your Agent gets the Best Deal in Negotiations: readings, exercises, and cases. Supporting Topics: Lecture Topics: Role of goals and strategy in negotiation Phases of the negotiation process Negotiation planning Considerations in the use of agents Lectures/Discussions: Lecture on the role of goals and strategy in negotiation, phases of the negotiation process, negotiation planning and considerations in the use of agents. Discussion 1: Drivers of Negotiation. Students will respond to the following: o Discuss the significance of goal setting before a meeting. Include discussion regarding what could happen if this preparation is not done. o Discuss the difference between a tactic and a strategy. Are both needed, if so, discuss when. o Considering the planning process to implement a strategy, discuss the significance of two phases and whether or not you think they are imperative. Discussion 2: Strategy Implementation. Students will read Cases: The Tension between Principals and Agents and When a Contract isnt Good Enough: How to be Sure Your Agent gets the Best Deal, and respond to the following: o Discuss the difference between a principle and an agent. Explain why or why not you think both are needed. o Discuss the different costs associated with hiring an agency. Discuss whether or not you think the costs are worth it. Ensure you support your responses. o Discuss one of the types of agents and the implications of that type of agent obtaining the best deal for you.

Assignment 2: Integrative Negotiations. Read the scenario below and respond to the statements. You are an employee and heard about an opportunity to job shadow in a department that you have been trying to gain entry for over one year. Your immediate manager has told you that you cannot apply for the job shadowing opportunity because you did not respond during the stated deadline. He is also concerned that you will not be able to effectively perform your current role while you shadow for the six month time period. You are a good employee who is very reliable and
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because of this, your manager has given you the opportunity to make a case for why he should grant your request. Prepare a four to five (4-5) page double-spaced report with your conclusions: (Note: Please provide details to demonstrate your knowledge of the processes and approaches addressed.) 1. Outline the steps you would take following an integrative negotiations strategy. 2. Determine which steps pose the greatest challenge(s) and explain why. 3. Discuss the cognitive considerations that you would need to factor in as you prepare and present your case to your manager. Include discussion on the assumed mental state your manager may have based on the situation. Provide support for your classifications. 4. Assess whether it would be possible to negotiate the same case using both integrative and distributive strategies and explain why or why not. The format of the report is to be as follows: o Typed, double spaced, Times New Roman font (size 12), one inch margins on all sides, APA format. o Use headers for each of the criteria, followed by your response. o In addition to the four to five (4-5) pages required, a title page is to be included. The title page is to contain the title of the assignment, your name, the instructors name, the course title, and the date. NOTE: You will be graded on the quality of your answers, the logic/organization of the report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

Analyze the dynamics of a negotiation process and determine specific tactics to effectively implement the steps of negotiation. Given a negotiation requirement, develop an integrative negotiation strategy that satisfies all parties. Use technology and information resources to research issues in negotiation and conflict resolution. Grading Rubric for Assignment 2 Integrative Negotiations 0 Unacceptable Did not complete the assignment or did not outline the steps you would take following an integrative 20 Developing Partially outlined the steps you would take following an integrative negotiations strategy; omitted 30 Competent Sufficiently outlined the steps you would take following an integrative negotiations 40 Exemplary Fully outlined the steps you would take following an integrative negotiations strategy.

Outcomes Assessed

Criteria 1. Outline the steps you would take following an integrative negotiations strategy.

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2. Determine which steps pose the greatest challenge(s) and explain why.

3. Discuss the cognitive considerations that you would need to factor in as you prepare and present your case to your manager.

4. Assess whether it would be possible to negotiate the same case using both integrative and distributive strategies and explain why or why not.

negotiations strategy; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did determine which steps pose the greatest challenge(s) and explain why; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not discuss the cognitive considerations that you would need to factor in as you prepare and present your case to your manager; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not assess whether it would be possible to negotiate the same case using both integrative and distributive

some key information. Completed with 70-79% accuracy, thoroughness, and logic.

strategy. Completed with 80-89% accuracy, thoroughness, and logic.

Completed with 90100% accuracy, thoroughness, and logic.

Partially determined which steps pose the greatest challenge(s) and explained why; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic.

Sufficiently determined which steps pose the greatest challenge(s) and explained why. Completed with 80-89% accuracy, thoroughness, and logic.

Fully determined which steps pose the greatest challenge(s) and explained why. Completed with 90100% accuracy, thoroughness, and logic.

Partially discussed the cognitive considerations that you would need to factor in as you prepare and present your case to your manager; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic.

Sufficiently discussed the cognitive considerations that you would need to factor in as you prepare and present your case to your manager; omitted some key information. Completed with 80-89% accuracy, thoroughness, and logic.

Fully discussed the cognitive considerations that you would need to factor in as you prepare and present your case to your manager; omitted some key information. Completed with 90100% accuracy, thoroughness, and logic.

Partially assessed whether it would be possible to negotiate the same case using both integrative and distributive strategies and explained why or

Sufficiently assessed whether it would be possible to negotiate the same case using both integrative and distributive strategies and explained why or

Fully assessed whether it would be possible to negotiate the same case using both integrative and distributive strategies and explained why or

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5. Clarity

6. Writing Grammar, sentence structure, paragraph structure, spelling, punctuation, APA usage. Included 3 references (textbook and 2 appropriate, relevant references).

strategies and explain why or why not; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or explanations are unclear and not organized. (Major issues) Did not complete the assignment or had 8 or more different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Major issues)

why not; omitted some key information. Completed with 70-79% accuracy, thoroughness, and logic.

why not. Completed with 80-89% accuracy, thoroughness, and logic.

why not. Completed with 90100% accuracy, thoroughness, and logic.

Explanations generally unclear and not well organized. (Many issues) Had 6 - 7 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Many issues)

Explanations generally clear and/or organized. (Minor issues)

Explanations very clear and well organized. (Added helpful details.) Had 0 - 3 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage.

Had 4 - 5 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Minor issues)

WEEK 5 Course outcome in focus: Analyze the dynamics of a negotiation process and determine specific tactics to effectively implement the steps of negotiation. Activities: Readings: Read Chapter 5 of Essentials of Negotiation Review Case: Negotiating Rationally: The Power and Impact of Negotiators Frame in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: Perception and the impact on negotiations Framing Cognitive biases Role of emotions in negotiations Considerations for managing stress in negotiation
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Lectures/Discussions: Lecture on perception and the impact on negotiations, framing, cognitive biases, role of emotions in negotiations, and considerations for managing stress in negotiation. Discussion 1: Cognition and Negotiation. Students will respond to the following: o Discuss one implication that you associate with perceptual distortion. o Explain how you will apply a method to help you manage perception, cognition, or emotions. o Discuss one perceptual distortion that you think you have applied to someone or that was applied to you. Discuss how this error affected the situation. Discuss how this error would have affected the situation if you were in negotiations. Discussion 2: Bias and negotiation. Students will read Case: Negotiating Rationally: The Power and Impact of Negotiators Frame and respond to the following: o Discuss the role of framing when negotiating. Think of an argument you have framed for negotiating in the past. What steps or tactics did you employ? Were they successful? Why or why not? o Discuss how framing a risky negotiation differs, if at all, from other framing practices. o Discuss what makes the framing process strategic.

WEEK 6 Course outcome in focus: Determine effective techniques for improving communications during negotiations. Activities: Readings: Read Chapters 6 and 7 of Essentials of Negotiation Supporting Topics: Lecture Topics: Nature of communications in negotiation Verbal and non-verbal communications in negotiation Techniques to improve communications Power Sources of power Techniques for situations of more powerful parties Lectures/Discussions: Lecture on the nature of communications in negotiation, verbal and non-verbal
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communications in negotiation, techniques to improve communications, power, sources of power and techniques for situations of more powerful parties. Discussion 1: The Role of Communication. Students will respond to the following: o Discuss at least two topics that are communicated during negotiation. Include your rationale as to why these topics matter. o Discuss whether or not negotiators are consistent or adaptive; defend your position. o Discuss what you have learned about how negotiators communicate. o Discuss how power, when based on a position in the organization or on relationships, impacts, if at all, the negotiation process. Discussion 2: Power and negotiation. Students will respond to the following: Assume you administered Questionnaire 5: Communication Competence Scale in the Readings book to your negotiating team. The following are the average results on selected questions: When I first enter into a new situation, I watch who is talking to whom.= 1 After a conversation, I think about what the other person thought of me.= 2 Generally, I am aware of peoples interests.= 2 During a conversation, I know if I have said something rude/inappropriate.=1

o Develop actions that you would take to improve the communication competencies of your team. Assignment #3: Negotiation Issues Using the Sick Leave Case, analyze the situations below, complete the actions, and prepare a four to five (4-5) page double-spaced report with your conclusions. 1. Outline the negotiation phases and provide an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation. 2. Apply two different types of frames to frame the main issue in the negotiation. 3. Explain the pros and cons of each type of frame and which one would be most effective in this situation. 4. Select three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation. The format of the report is to be as follows: o Typed, double spaced, Times New Roman font (size 12), one inch margins on all sides, APA format.
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o Use headers for each of the criteria, followed by your response. o In addition to the four to five (4-5) pages required, a title page is to be included. The title page is to contain the title of the assignment, your name, the instructors name, the course title, and the date. NOTE: You will be graded on the quality of your answers, the logic/organization of the report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

Analyze the dynamics of a negotiation process and determine specific tactics to effectively implement the steps of negotiation. Use technology and information resources to research issues in negotiation and conflict resolution Grading Rubric for Assignment 3 Negotiation Issues. 0 Unacceptable Did not complete the assignment or did not outline the negotiation phases or provide an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not apply two different types of frames to frame the main issue in the negotiation; omitted key information and/or included irrelevant information. Completed with 20 Developing Partially outlined the negotiation phases and provided an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic. 30 Competent Sufficiently outlined the negotiation phases and provided an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation. Completed with 8089% accuracy, thoroughness, and logic. 40 Exemplary Fully outlined the negotiation phases and provided an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation. Completed with 90100% accuracy, thoroughness, and logic.

Outcomes Assessed

Criteria 1. Outline the negotiation phases and provide an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation.

2. Apply two different types of frames to frame the main issue in the negotiation.

Partially applied two different types of frames to frame the main issue in the negotiation; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently applied two different types of frames to frame the main issue in the negotiation. Completed with 8089% accuracy, thoroughness, and logic.

Fully applied two different types of frames to frame the main issue in the negotiation. Completed with 90100% accuracy, thoroughness, and logic.

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3. Explain the pros and cons of each type of frame and which one would be most effective in this situation.

4. Select three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation.

5. Clarity

less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not explain the pros and cons of each type of frame and which one would be most effective in this situation; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not select three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or explanations are unclear and not organized. (Major issues)

Partially explained the pros and cons of each type of frame and which one would be most effective in this situation; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently explained the pros and cons of each type of frame and which one would be most effective in this situation. Completed with 8089% accuracy, thoroughness, and logic.

Fully explained the pros and cons of each type of frame and which one would be most effective in this situation. Completed with 90100% accuracy, thoroughness, and logic.

Partially selected three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently selected three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation. Completed with 8089% accuracy, thoroughness, and logic.

Fully selected three different cognitive biases and suggest how these can be overcome or reduced in this negotiation situation. Completed with 90100% accuracy, thoroughness, and logic.

Explanations generally unclear and not well organized. (Many issues)

Explanations generally clear and/or organized. (Minor issues)

Explanations very clear and well organized. (Added helpful details.)

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6. Writing Grammar, sentence structure, paragraph structure, spelling, punctuation, APA usage. Included 3 references (textbook and 2 appropriate, relevant references).

Did not complete the assignment or had 8 or more different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Major issues)

Had 6 - 7 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Many issues)

Had 4 - 5 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Minor issues)

Had 0 - 3 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage.

WEEK 7 Course outcome in focus: Formulate guidelines to improve the ethical behavior in negotiations. Activities: Readings: Read Chapter 8 of Essentials of Negotiation Review Case: The Three Schools of Bargaining Ethics in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: Ethics Approaches to ethical reasoning Common ethical issues in negotiation Deceptive tactics Responses to the use of deceptive tactics Lectures/Discussions: Lecture on ethics, approaches to ethical reasoning, common ethical issues in negotiation, deceptive tactics, and responses to the use of deceptive tactics Discussion 1: Ethics and Negotiation. Students will respond to the following: Consider situation three in the Ethics and Negotiation Chapter. o Which of the three approaches in The Three Schools of Bargaining Ethics would you recommend be applied to this situation? Discussion 2: The Ethic Effect. Students will respond to the following: o Discuss how ethics affect negotiations. o Discuss at least two ethical quandaries negotiators face and what you think about them.
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o Discuss what ethics means to you in the negotiation process and provide an example of what could happen when ethical decisions are not made. WEEK 8 Course outcome in focus: Formulate strategies that build trust and improve negotiations based on relationships. Activities: Readings: Read Chapters 9 and 12 of Essentials of Negotiation Supporting Topics: Lecture Topics: Negotiating with relationships Role of reputation in negotiations Trust Role of justice in negotiations Best practices in negotiation Lectures/Discussions: Lecture on negotiating with relationships, role of reputation in negotiations, trust, role of justice in negotiations, best practices in negotiation Discussion 1: Understanding Negotiations. Students will respond to the following: Assume you are the buyer for a regional grocery store chain and you will routinely have to negotiate with multiple distributors for produce items for the stores. o Recommend actions that can be taken to develop a positive reputation with the distributors. Discussion 2: Best Practices. Student will respond to the following: o Think of an unsuccessful negotiation situation and suggest actions could have been taken to improve future like negotiations by applying the best practices in negotiations.

Assignment 4: Communication, Power, Ethical guidelines. Refer to the questions below and complete the actions, and prepare a four to five (4-5) page double-spaced report with your conclusions: 1. Outline the actions you would take to address major communication issues in a situation. Explain how these actions would improve the effectiveness of communications during the negotiation. 2. Explain how you would use any two sources of power that would be
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appropriate to move the negotiation to resolution. 3. Explain the pros and cons of using each of these power sources. Of the two sources of power, explain which one you think would be the most effective. 4. Assume you are the leader of a negotiating team for your company. Your company will be negotiating with Wal-Mart to address Wal-Marts decision to sell your company, Vlasic, pickles for under three dollars per gallon. Your company is concerned about this because of the impact the low cost leader can have on its brand and price of products in the market place. Develop a set of ethical guidelines for your team to address what you see as significant issues your team might experience. Explain why these guidelines would be effective. The format of the report is to be as follows: o Typed, double spaced, Times New Roman font (size 12), one inch margins on all sides, APA format. o Use headers for each of the criteria, followed by your response. o In addition to the four to five (4-5) pages required, a title page is to be included. The title page is to contain the title of the assignment, your name, the instructors name, the course title, and the date. NOTE: You will be graded on the quality of your answers, the logic/organization of the report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

Determine effective techniques for improving communications during negotiations. Formulate guidelines to improve the ethical behavior in negotiations Outcomes Assessed Use technology and information resources to research issues in negotiation and conflict resolution. Grading Rubric for Assignment 3 Communication, Power, Ethical guidelines 0 20 30 40 Unacceptable Developing Competent Exemplary Did not complete Partially outlined Sufficiently Fully outlined the the assignment or the actions you outlined the actions actions you would did not outline the would take to you would take to take to address the actions you would address the major address the major major take to address the communication communication communication major issues and explained issues and explained issues and explained communication how these actions how these actions how these actions issues or explain would improve the would improve the would improve the how these actions effectiveness of effectiveness of effectiveness of would improve the communications communications communications effectiveness of during the during the during the communications negotiation; omitted negotiation. negotiation. during the some key Completed with 80- Completed with 90negotiation; omitted information. 89% accuracy, 100% accuracy, key information Completed with 70- thoroughness, and thoroughness, and and/or included 79% accuracy, logic. logic. 2010 Strayer University, All Rights Reserved. This document contains Strayer University Confidential and Proprietary information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written permission of Strayer University. Criteria 1.Outline the actions you would take to address the major communication issues and explain how these actions would improve the effectiveness of communications during the negotiation.

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2. Explain how you would use any two sources of power that would be appropriate to move the negotiation to resolution.

3. Explain the pros and cons of using each of these power sources and explain which one you think would be the most effective.

4. Develop a set of ethical guidelines for your team to address what you see as significant issues your team might experience and explain why these guidelines would be effective.

irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not explain how you would use any two sources of power that would be appropriate to move the negotiation to resolution; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not explain the pros and cons of using each of these power sources or explain which one you think would be the most effective; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not develop a set of ethical guidelines for your team to address what you see as significant issues your team might experience and explain why these guidelines would be effective; omitted key information and/or included

thoroughness, and logic.

Partially explained how you would use any two sources of power that would be appropriate to move the negotiation to resolution; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently explained how you would use any two sources of power that would be appropriate to move the negotiation to resolution. Completed with 8089% accuracy, thoroughness, and logic.

Fully explained how you would use any two sources of power that would be appropriate to move the negotiation to resolution. Completed with 90100% accuracy, thoroughness, and logic.

Partially explained the pros and cons of using each of these power sources and explained which one you think would be the most effective; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently explained the pros and cons of using each of these power sources and explained which one you think would be the most effective. Completed with 8089% accuracy, thoroughness, and logic.

Fully explained the pros and cons of using each of these power sources and explained which one you think would be the most effective. Completed with 90100% accuracy, thoroughness, and logic.

Partially developed a set of ethical guidelines for your team to address what you see as significant issues your team might experience and explain why these guidelines would be effective; omitted some key information. Completed with 7079% accuracy,

Sufficiently developed a set of ethical guidelines for your team to address what you see as significant issues your team might experience and explain why these guidelines would be effective. Completed with 8089% accuracy, thoroughness, and logic.

Fully developed a set of ethical guidelines for your team to address what you see as significant issues your team might experience and explain why these guidelines would be effective. Completed with 90100% accuracy, thoroughness, and logic.

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5. Clarity

6. Writing Grammar, sentence structure, paragraph structure, spelling, punctuation, APA usage. Included 3 references (textbook and 2 appropriate, relevant references).

irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or explanations are unclear and not organized. (Major issues) Did not complete the assignment or had 8 or more different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Major issues)

thoroughness, and logic.

Explanations generally unclear and not well organized. (Many issues) Had 6 - 7 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Many issues)

Explanations generally clear and/or organized. (Minor issues)

Explanations very clear and well organized. (Added helpful details.) Had 0 - 3 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage.

Had 4 - 5 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Minor issues)

WEEK 9 Course outcome in focus: Analyze the dynamics of multiparty negotiation and develop strategies to effectively manage the negotiations. Activities: Readings: Read Chapter 10 of Essentials of Negotiation Supporting Topics: Lecture Topics: Multiparty negotiations Characteristics of effective groups Considerations for managing multiparty negotiations Lectures/Discussions: Lecture on multiparty negotiations, characteristics of effective groups, and considerations for managing multiparty negotiations. Discussion 1: Managing a Multiparty Negotiation: Part I. Students will respond to the following discussion based on this scenario: Assume you are the manager of a non-profit organization and you have to conduct the negotiations with your prime donors and volunteer/special interest groups in the community to settle on the resourcing and completion schedule of a community project to
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develop a new park. o Outline the actions that the manager should take to manage the negotiations and reach a final strategy of resourcing and completing the project. Discussion 2: Managing Multiparty Negotiation: Part II. Students will respond to the following discussion based on this scenario: Assume you are chairing a multiparty negotiation session and the negotiations are not going well; tempers are flaring, and it seems impossible to arrive at a positive outcome. o Discuss the process you would employ to diffuse the problem and explain your process. Discuss the expected outcomes of your process and what you would do it your attempts did not work. o Discuss if there is a difference in approach between the scenarios (Discussion 1 and Discussion 2) and explain your response. WEEK 10 Course outcome in focus: Given a negotiation requirement in a diverse cultural environment, adapt negotiation styles to accommodate cultural norms and differing negotiating norms. Activities: Readings: Read Chapter 11 of Essentials of Negotiation Review Case: Culture and Negotiation in Negotiation: readings, exercises, and cases. Review Case: Intercultural Negotiation in International Business in Negotiation: readings, exercises, and cases. Review Case: American Strength and Weaknesses in Negotiation: readings, exercises, and cases. Supporting Topics: Lecture Topics: International negotiations Culture Impact of culture on negotiations Strategies for culturally diverse negotiations Lectures/Discussions: Lecture on international negotiations, culture, impact of culture on negotiations, and strategies for culturally diverse negotiations. Discussion 1: International Negotiation. Students will read Case: Culture and Negotiation and respond to the following: o Discuss how culture is like an iceberg. What are the main implications of this analogy and how do the implications affect cultural negotiation.
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o Assume you are speaking with a co-worker who complained about the problems he encounters when dealing with someone from another culture, what negotiation cultural considerations would you share with this person. Discuss whether or not you think sharing the information alone is sufficient enough to change the experience of your co-worker; support your response. Discussion 2: Cultural Considerations. Students will respond to the following: o Discuss in what way international and cross-cultural negotiations differ. Recommend actions that negotiators can take to prepare themselves for the differences and support your recommendations. o Discuss how you would describe yourself as a negotiator in regard to Hofstedes cultural dimensions. On which side of the continuum are you on for each category; explain the reasons behind the way you identified yourself. o Discuss your opinion on the colloquialism When in Rome, do as the Romans when it comes to negotiation.

Assignment 5: Multiparty Negotiations, Trust/Reputation. Complete the actions listed below and prepare a three to five (3-5) page double-spaced report with your conclusions: (Note: Please do not simply provide a generic description extracted from the textbook, relate your examples to the situation). 1. Explain how you would develop an effective negotiating team to work on multiparty negotiations. Outline the actions you would take and explain why these would be effective. 2. Describe an event that would cause damage to the level of trust during negotiation and explain the actions you would take to repair the trust and maintain positive relationships with the negotiating parties. 3. Explain why you think these actions would be effective. The format of the report is to be as follows: o Typed, double spaced, Times New Roman font (size 12), one inch margins on all sides, APA format. o Use headers for each of the criteria, followed by your response. o In addition to the three to five (3-5) pages required, a title page is to be included. The title page is to contain the title of the assignment, your name, the instructors name, the course title, and the date. NOTE: You will be graded on the quality of your answers, the logic/organization of the report, your language skills, and your writing skills.

The assignment will be graded using the following rubric:

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Analyze the dynamics of multiparty negotiation and develop strategies to effectively manage the negotiations. Outcomes Assessed Formulate guidelines to improve the ethical behavior in negotiations. Use technology and information resources to research issues in negotiation and conflict resolution. Grading Rubric for Assignment 5 Multiparty Negotiations, Trust/Reputation 0 Unacceptable Did not complete the assignment or did not explain how you would develop an effective negotiating team to work on multiparty negotiations or outline the actions you would take and explain why these would be effective; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not describe an event that would cause damage to the level of trust during negotiation and explain the actions you would take to repair the trust and maintain positive relationships with the negotiating parties; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or did not explain why 20 Developing Partially explained how you would develop an effective negotiating team to work on multiparty negotiations and outlined the actions you would take and explained why these would be effective; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic. 30 Competent Sufficiently explained how you would develop an effective negotiating team to work on multiparty negotiations and outlined the actions you would take and explained why these would be effective. Completed with 8089% accuracy, thoroughness, and logic. 40 Exemplary Fully explained how you would develop an effective negotiating team to work on multiparty negotiations and outlined the actions you would take and explained why these would be effective. Completed with 90100% accuracy, thoroughness, and logic.

Criteria 1. Explain how you would develop an effective negotiating team to work on multiparty negotiations and outline the actions you would take and explain why these would be effective.

2. Describe an event that would cause damage to the level of trust during negotiation and explain the actions you would take to repair the trust and maintain positive relationships with the negotiating parties.

Partially described an event that would cause damage to the level of trust during negotiation and explained the actions you would take to repair the trust and maintain positive relationships with the negotiating parties; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

Sufficiently described an event that would cause damage to the level of trust during negotiation and explained the actions you would take to repair the trust and maintain positive relationships with the negotiating parties; omitted some key information. Completed with 8089% accuracy, thoroughness, and logic. Sufficiently explained why you think these actions

Fully described an event that would cause damage to the level of trust during negotiation and explained the actions you would take to repair the trust and maintain positive relationships with the negotiating parties; omitted some key information. Completed with 90100% accuracy, thoroughness, and logic.

3. Explain why you think these actions would be

Partially explained why you think these actions would be

Fully explained why you think these actions would be

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effective.

4. Clarity

5. Writing Grammar, sentence structure, paragraph structure, spelling, punctuation, APA usage. Included 3 references (textbook and 2 appropriate, relevant references).

you think these actions would be effective; omitted key information and/or included irrelevant information. Completed with less than 70% accuracy, thoroughness, and logic. Did not complete the assignment or explanations are unclear and not organized. (Major issues) Did not complete the assignment or had 8 or more different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Major issues)

effective; omitted some key information. Completed with 7079% accuracy, thoroughness, and logic.

would be effective. Completed with 8089% accuracy, thoroughness, and logic.

effective. Completed with 90100% accuracy, thoroughness, and logic.

Explanations generally unclear and not well organized. (Many issues) Had 6 - 7 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Many issues)

Explanations generally clear and/or organized. (Minor issues)

Explanations very clear and well organized. (Added helpful details.) Had 0 - 3 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage.

Had 4 - 5 different errors in grammar, sentence structure, paragraph structure, spelling, punctuation, or APA usage. (Minor issues)

WEEK 11 Course outcome in focus: No new material. Activities: Readings: Review Pembertons Dilemma found in Negotiation: readings, exercises, and cases. Exercise 2 and complete the profit chart. Lectures/Discussions: Discussion 1: Pembertons Dilemma. Students will respond to the following: o Demonstrate how you arrived at your responses. Discussion 2: What I Understand. Students will respond to the following: o Think about what you have learned about negotiation and discuss two of those concepts. Discuss why you selected the two concepts and how you plan to apply what you learn.

ASSIGNMENT OUTLINE AND GRADING

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Assignment Type Assignment 1 Assignment 2 Assignment 3 Assignment 4 Assignment 5 Participation Total

Total Points 240 240 240 240 200 220 1,380

Percentage* 17.4% 17.4% 17.4% 17.4% 14.5% 16.0%

* The percentages may not total 100% due to rounding. Grading Scale Points Percentage Grade 1242-1380 90-100 A 1104-1241 80-89 B 966-1103 70-79 C Below 966 Below 70 F

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