SYLLABUS

Abilene Christian University

Negotiation:  Principles and Practice

PSYC 605.01 (13047)

Spring Semester 2006 – Dallas

Joe L. (Joey) Cope, J.D., CFP

Executive Director, Center for Conflict Resolution

Office:  809-B N. Judge Ely Boulevard

ACU Box 28070

Abilene, Texas 79699

Office Telephone:  325-674-2015

Office Fax:  325-674-2427

E-mail:  copej@acu.edu

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Purpose:

Consistent with the mission of ACU, “To educate students for Christian service and leadership around the world.”  “Negotiation” is simply the interaction of individuals to resolve differences or conflicts – regardless of their source or severity. Designed to equip you to serve as a peacemaker through the activities of negotiation, this course addresses opportunities and challenges for persons with leadership roles in church, education, community, or workplace as well as those who wish to pursue negotiation as a professional activity.  Through your participation in this course, you should develop abilities that would allow you to:

·        Determine the appropriateness of a situation for negotiation

·        Assess a dispute and plan negotiation strategy

·        Effectively employ personal skills of communication, analysis, and solution engineering

·        Conduct negotiation sessions in a productive manner

·        Document and evaluate the quality of agreements made as a result of negotiation

·        Integrate ethical and biblical principles in the negotiation and decision-making process   

Course competencies and grading:

The attached “Course Competencies and Grade Assessment” describes in detail the specific objectives of this course and the criteria for assigning grades.

Attendance:

Because of the essential skill development nature of this course, ample opportunity to observe demonstrations and to practice skills is necessary.  Consequently, attendance is expected at all class meetings.  In the event that absence is necessary, work equivalent to the classroom work missed will be required.  Class attendance at all class meetings or appropriate make-up work is required to make a grade of “D” or higher in the course.

Textbooks:

·        Fisher, R., Ury, W., and Patton, B. (1991).  Getting to Yes (2^nd ed.).  New York:  Penguin.

·        Lewicki, R.J., Saunders, D. M., Barry, B., & Minton, J. W. (2004).  Essentials of Negotiation (3^rd ed.). Chicago:  Irwin/McGraw-Hill.

Student Integrity:

Students must adhere to a strict code of honor.  No academic dishonesty will be tolerated.  Evidence of cheating, plagiarism, or other unethical behavior will result in expulsion from the course with a grade of “F.”  Students must cooperate fully in all activities and must be in class on time and prepared.

Course Competencies and Grade Assessment

Competencies	Grade Weight	Measurement
Knowledge	20%
1. Explain the concepts of conflict, dispute, negotiation.   2. Explain the dispute resolution continuum and the context of negotiation in the continuum.   3. Explain the dual concern model of conflict resolution and its implications for negotiation strategy selection.   4. Explain the principles of distributive bargaining.   5. Explain the principles of integrative bargaining.   6. Describe the dynamics and strategic negotiation implications of the following complex negotiation situations:  multi-party, parties with constituencies, negotiating teams.   7. Identify and explain three ethical issues which might arise in negotiation situations.	This category counts for 20 of the total 100 points possible for the course grade.	Written answers to the Knowledge Competency statements (Written Assignment #1).  Due at 6 p.m. on February 2.

Competencies	Grade Weight	Measurement
Analysis Skills	60%
1.  Given case study materials describing a dispute, identify and describe the positions, issue, and interests.   2.  Given a role-play negotiation, identify and document the points of agreement; assess the quality of the agreement reached.   3.  Given written case study materials, identify and apply relevant biblical principles to the issues of fairness, honesty, ethics, and use of power in negotiation situations.   4.  Given written case study materials and using the planning tool provided, prepare a negotiation plan for a collaborative negotiation.     5.  Write a reflective paper that, based on your participation in the Tappett/Go-For Broke role-play negotiation, assesses your strengths and weaknesses as a negotiator.  As part of your reflection, identify and articulate personal emotional reactions, experiences, or bias that may affect your performance.  Also identify your leading personal mode of handling conflict (from the dual concern model) and articulate the implications for negotiator performance that results.  (2-3 pages)   Contrast and compare your style, strengths and weaknesses with the other party in the roleplay negotiation.  (1 page)   Finally prepare a plan for personal improvement as a negotiator.  (1-2 pages)   Typed, double-spaced, 4-6 pages, 1-inch margins, maximum 12 pt font.   6. Write a research paper on a negotiation topic approved by the instructor.  Typed, double-spaced, 15-18 pages, 1-inch margins, maximum 12 pt font, minimum of 7 sources (including texts for the course).	This category counts for up to 60 of the 100 possible points for the course grade.	Items 1, 2, & 3 will be assessed by the instructor through observation and through class discussion.                   Item 4 will be written and submitted to instructor by end of class on February 4 (“Written Assignment #2).   Item 5 will be a single non-research written assignment of 4-6 pages (“Written Assignment #3).  Due on March 3.                                   The final paper described in Item 6 will be due on March 3 (“Written Assignment #4).

Grade Scale

Tentative Course Schedule*

Meeting	Reading Assignment and Written Work Due	Class Activity
January 5	Lewicki, Chap. 1, 2	Overview of conflict and systems, and dispute resolution continuum, Analysis of Mad City.
January 6	Lewicki, Chap. 3, 5	Modes of conflict resolution; Distributive Bargaining; Roleplay 1; X-Y Game.
January 7	Lewicki, Chapter 4 Fisher & Ury, All	Roleplay 2; Integrative Bargaining and Planning to Negotiate; Roleplay 3; Intro to Roleplay 4
February 2	Written Assignment #1 Due Lewicki, Chap. 7	Sluggers Come Home video and analysis
February 3	Negotiation Plan Due Lewicki, Chap. 8, 9	Difficult Negotiations; Roleplay 4
February 4	Written Assignment #2 Due	Ethics & Codes of Conduct for Negotiators;  Roleplay 5 and debriefing; Course Assessment
March 3	Written Assignments #3 & 4 Due