Академический Документы
Профессиональный Документы
Культура Документы
Course Information
Course Number/Section BA 4332
Course Title Negotiation and Dispute Resolution
Term Fall 2007
Days & Times Wed. 1 – 3:45 SM 2.801
Course Prerequisites
BA 3361 or my permission
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.
Students will be able to assess a conflict situation and develop an implementation plan.
Students will break down negotiation situations into their constituent parts and choose the most
effective method of solving them.
Students will analyze their personal bargaining styles and learn how to interpret and apply them.
negotiation: readings, exercises, and cases, 5th ed. Lewicki, Barry & Saunders, McGraw-Hill
Irwin, ISBN: 0-07-297310-2
Scantrons 882E
Suggested Material
Fisher, Ury, & Patton, Getting to Yes (2nd edition). New York: Penguin, 1991.
Assignments
Contributions
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. reflective and critical thinking that contributes to the flow of the
discussion but does not dominate the discussion
b. insightful and creative ideas based on the topics and theories
discussed in class
c. integration of relevant personal experiences and current events
d. builds on comments of others
e. goes beyond the “I feel” concept and provides some evidence or logic for
your comments.
f. 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
Let’s get to know each other. Post your personal statement on the discussion board.
Provide the following information 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.
Due by 9/5/07 at 8:00 AM CST. Submit your personal statement through the
Discussion Board: Personal Statement link.
Journal (15%)
Each student is expected to maintain a journal describing his/her role experiences and
reflecting on the learning experiences as a negotiator. Keeping a journal encourages
reflection on and analysis of the learning by experience simulations we conduct in class.
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.
Your journal entries (JE) should be in bullet format focusing on the following issues in
this order:
• 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 I use? Did the other party use?
o What did I learn from the activity about myself? About others? What
strengths/weaknesses did I identify about myself? About others?
o Outcome: What was the outcome? What would have improved the
outcome?
• 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.
Each journal entry should be no less than one and no more than two type-written,
double-spaced pages using 12 point font and standard margins. I will assess your
journal entries two times during the semester.
Journal Evaluation
Grades are evaluated on a High Pass (exceeds expectations) / Pass (meets
expectations) / Fail (does not follow criteria) basis. It is possible to fail by not following
the instructions. That is, I expect to see an indication of how well you reflected upon and
analyzed your performance. In evaluating your performance, I will consider:
Your journal entries are due on: 10/10 and 11/21. They should be in a bound
format.
Presentations (15%)
Each team is responsible for providing a synopsis of a reading(s) related to the course
material. 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. Do not merely regurgitate the reading(s). Find your own unique way to
get the material across to the rest of us. You have 30 minutes for your presentation.
The evaluation rubric I will use to assess your presentation is attached to the end of this
syllabus. Each of you will also evaluate the presenting team using the same evaluation
form. You will turn these into me after each presentation.
Exams (30%)
There will be three, multiple-choice exams (10% each) covering lectures, readings, and
other course material. The exams assess new material only (i.e. they are not
comprehensive per se). Bring Scantron 883E to each exams. Exams will take place at
the end of class as designated on the course schedule.
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.
Film as Time - You may also view a film and its remake to note changes over time.
1. Submit the film title and a brief description (4-6 bullets) of the concepts you will cover
by 9/26/07 8:00 AM CST using the Assignment: Film Description link. 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 (lsp014100@utdallas.edu).
Date submitted
Unique Title: e.g. Ocean’s 11 Revisited: Influence, Ideas, and Idiots Over Time
6. Film Information (Page 2): Write the name of the film, the director, producer, the main
actors, 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.
7. Introduction (Page 3): 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.
9. Conclusion: 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 APA or MLA format.
Peer Evaluations
You are required to complete an evaluation of your participation and the participation of
your team mates on the team projects. I want to know how well you worked with each
other, how you divided the tasks, and how well each member executed his/her part.
Among other issues you may find important, consider each member’s ability to adhere to
deadlines, availability, interpersonal skills, creativity, leadership, and responsibility to the
team. The Team Peer Evaluation is confidential.
You have two ways to evaluate your team process. The first is to rate each team
member by assigning a letter grade. The second is a forced-ranking of each team
member. You must include yourself in both evaluations.
Rating/Grading
Above and beyond: (A+) went above and beyond and deserves a score higher
than the majority of the team members
Full contributor: (A) receives all team points; contributed fully to the team project
Less than full: (B, C. F) give support for why you graded them as less than full
contributors
Overall Evaluation
I will review the feedback and determine if you deserve a “0” (full participation),
“+” points (members rate you consistently above and beyond the other team
members) or “-“ points (members rate your participation consistently below that
of full participation). If you contribute fully you will receive a “0” on the peer
evaluation and receive full credit on your team assignment. It is possible for you
to earn or lose points based on your overall team contribution assessment. If you
are consistently rated low (social loafing) you may fail the team project.
1. Explain the roles each member took and the contributions that each team member
made. Be specific.
2. Why did you grade each person the way you did? Why did you rank your #1 person
the way you did?
3. What worked well with your team? What would you do to improve the team process?
Grading Policy
Assignment Percentages:
97 and above A+
92 to 96.99 A
89 to 91.99 A-
87 to 88.99 B+
82 to 86.99 B
79 to 81.99 B-
77 to 78.99 C+
72 to 76.99 C
69 to 71.99 C-
67 to 68.99 D+
62 to 66.99 D
59 to 61.99 D-
Below 59 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.
Classroom Citizenship
Course Policies
Attendance
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 the
instructor 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 five 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
Course Schedule
The course schedule and associated reading may be modified based on the class
dynamics.
Date Topics/Readings
Exam 1
10/17 Influence
2.6 Harnessing the Science of Persuasion
3.6 The Closer
Journal 2 Entry
11/28 Wrap-Up
1.12 Negotiating Lessons from the Browser Wars
7.1 Best Practices in Negotiation
Exam 3
Technical Support
If you experience any problems with your UTD account you may send an email to:
assist@utdallas.edu or call the UTD Computer Helpdesk at 972-883-2911.
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
http://www.utdallas.edu/BusinessAffairs/Travel_Risk_Activities.htm. 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.
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
http://www.utdallas.edu/judicialaffairs/UTDJudicialAffairs-HOPV.html
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.
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 turnitin.com, 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 http://www.utsystem.edu/ogc/intellectualproperty/copypol2.htm
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.
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.
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
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.
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.
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.
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
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.
DELIVERY:
_______ Physical: poise, gestures, eye contact, movement
COMMENTS:
STRUCTURE:
________ Introduction: gains attention, creates ethos, previews
COMMENTS:
CONTENT:
________ Main Points: clear, logically presented, adequately explained
________ Language Use: jargon explained, clear, appropriate, vivid, not colloquial
COMMENTS:
AUDIENCE ANALYSIS:
________ WIIFT (What’s in it for them)
COMMENTS:
Format (15%)
Adherence to guidelines:
Title and Description submitted on time
Unique Title
Outline with page numbers
Citation Style
Page Limit
Film Information
Content (50%)
Depth of understanding of
Conflict/Negotiation/Influence issues (40%)
Quality (35%)
Organization/Continuity/Style/Spelling/Grammar (20%)
Comments:
Grade ________________