Course Syllabus

Course Information
Course Number/Section BA 4332 - Honors
Course Title Negotiation and Dispute Resolution
Term Fall 2010
Days & Times Tuesday/Thursday 11:30 – 12:45 Room 2.904

Professor Contact Information

Professor Dr. Laurie Ziegler (Dr. Z.)
Office Phone 972-883-2847
Email Address eLearning email
Office Location SM 4.210
Office Hours Tuesday/Wednesday/Thursday 9:30 – 11:00 and by appointment

TA TBA
Phone
Email Address
Office Location
Office Hours

Course Pre-requisites, Co-requisites, and/or Other Restrictions

This is the honor’s section of BA 4332. You must meet eligibility/GPA requirements and
completed 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.

Comprehensive Learning Objectives/Outcomes

1) Students will be able to assess a conflict situation and develop and implement a plan to
manage it.
2) Students will break down negotiation situations into their constituent parts and choose the
most effective method to solve them.
3) Students will analyze their personal bargaining styles and learn how to interpret and apply
them.
4) Students will understand and be able to apply influence techniques.

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Required Textbooks and Materials
essentials of negotiation 4th ed., Lewicki, Barry & Saunders, McGraw-Hill Irwin,
ISBN: 0-07-310276-8

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

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

Name Plaque

882 Scantrons/Bluebooks

Assignments
Preparation and Participation (20%)

Contributions (14%)

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.

Field Trip (4%)*

We will meet at the State Fair for a Negotiation Scavenger Hunt on 10/16 at 2:00 pm. Please plan
accordingly.

Personal Statement (2%)

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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.

Due by 9/2 at 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
or am persuaded by 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.

Journal Entries (2 evaluations at 10% each = 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. I will assess your journal two times during the semester (see
the schedule for due dates).

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
others?
o Outcome: What was the outcome? What would have improved the
outcome?

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 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
experiences.

The entries should contain one double-spaced page for each class period prior to the
entry due date. Don’t try to go back and “remember” what you did.

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.

Facilitations (25%)

You are responsible for a presentation and facilitating a discussion based on material
from negotiation: readings, exercises, and cases or other academic material. You may
use Power Point slides, handouts, video clips, or anything else that illustrates the key
points. Create interactives: discussion questions, role plays, surveys, etc. Post your
material under the Discussion Board: Presentation Material at least 48 hours before
your presentation. I will provide you with examples and will give you the evaluation
rubric.

Exams (35%)

There will be two exams. Bring Scantron 882 and a blue (essay) book to each exam.
There is no final comprehensive exam. The exams cover my lectures and the textbook
materials. They do not cover the presentations/facilitation material.

Course and Instructor Policies

Grade Scale Conversion:

96 and above A+
89 to 95.99 A

86 to 88.99 B+

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 79 to 85.99 B

76 to 78.99 C+
69 to 75.99 C

66 to 68.99 D+
59 to 65.99 D

Below 59 F

Note: There has to be a grading cut-off somewhere. This is where our course grades are
delineated. Do not try to negotiate a different cutoff at the end of the semester.

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 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.

Attendance

You will lose 3 points off your overall grade for every absence above four. 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. This is a no-fault
attendance policy. 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 … and other things

I do not accept late assignments and do not offer extra credit. However, I do listen to you. Please
do not hesitate to talk to me about concerns you may have about excelling in this course and
gaining the knowledge and skills you desire.

If you must come to class late, please do so quietly. If you need to leave class early, please get
my approval at the beginning of the session. Turn off all electronic equipment unless I give you
prior permission to use them. This includes computers, cell-phones, etc.

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 Academic Schedule

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

Date Topics/Assignments

8/19 Introduction, Syllabus

Negotiation Fundamentals

8/24 The Nature of Negotiation and Conflict

Ice Breaker Chapter 1 (T)

8/26 The Nature of Negotiation and Conflict Chapter 1 (T)

8/31 Strategy and Tactics of Distributive Bargaining Chapter 2 (T)

9/2 Strategy and Tactics of Distributive Bargaining Chapter 2 (T)

Personal Statement Due

Facilitation 1

9/7 Strategy and Tactics of Integrative Negotiation Chapter 3 (T)

9/9 Strategy and Tactics of Integrative Negotiation Chapter 3 (T)

Facilitation 2

9/14 Strategy and Tactics of Integrative Negotiation Chapter 3 (T)

9/16 Strategy and Tactics of Integrative Negotiation Chapter 3 (T)

Facilitation 3

9/21 Negotiation: Strategy and Planning Chapter 4 (T)

9/23 Negotiation: Strategy and Planning Chapter 4 (T)

Facilitation 4

9/28 Weapons of Influence Chapter 1 (I)

Perception, Cognition, Emotion Chapter 5 (T)
Complete before class The Influence Tactics Inventory (R)

9/30 Perception, Cognition, Emotion Chapter 5 (T)

Facilitation 5

10/ 5 Reciprocation Chapter 2 (I)

Communication Chapter 6 (T)
Complete before class: Communication Competence Scale (R)

10/7 Exam 1 Journal 1 Due

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10/12 Field Trip Substitution Day – no class
10/14 Field Trip Substitution Day – no class
10/16 Field Trip: Scavenger Hunt at the State Fair

10/19 Commitment and Consistency Chapter 3 (I)

Social Proof Chapter 4 (I)

10/21 Social Proof Chapter 4 (I)

Facilitation 6

10/26 Liking Chapter 5 (I)

Relationships Chapter 9 (T)
Complete before class: The Trust Scale (R)

10/28 Relationships Chapter 9 (T)

Facilitation 7

11/2 Authority Chapter 6 (I)

Power Chapter 7 (T)

11/4 Power Chapter 7 (T)

Facilitation 8

11/9 Multiparty and Teams Chapter 10 (T)

11/11 Ethics Chapter 8 (T)

Facilitation 9

11/23 International and Cross – Cultural Chapter 11 (T)

Complete before class: The SINS II Scale (R)

11/30 Exam 2 Journal 2 Due

12/2 Best Practices Chapter 12 (T)

Culture Day

Note: This schedule may be modified.

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University Policies

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.

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
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.

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
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.

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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 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.

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
regulations.

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)
disabilityservice@utdallas.edu

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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