Professional Documents
Culture Documents
Course Outline
Instructor:
Michelle T. Ross
Email: michelle.ross@natuniv.edu
Course Textbook:
Thompson, L. (2005). The mind and heart of the negotiator (3 rd ed.). Upper
Saddle River, NJ: Prentice Hall.
Course Prerequisites:
None
Course Description:
This course examines the nature and process of leadership and developing
negotiation strategies in executive environments. It surveys theories of
leadership, negotiations, bargaining and conflict resolution. The course
emphasizes case studies and problem solving employing ethical business
models.
Learning Outcomes:
Upon successful completion of this course, the student will be able to:
Plus/Minus Grading:
National University utilizes a plus/minus grading system. The
grades of A+, F+ and F- are not issued. The grade points per
credit used in the calculation of the grade point average are as
follows:
Diversity:
Learning to work with and value diversity is essential in every
business program. Students are required to act respectfully
toward other students and instructors throughout the course.
Students are also expected to exhibit an appreciation for
multinational and gender diversity in the classroom and develop
management skills and judgment appropriate to such diversity in
the workplace.
Ethics:
Ethical behavior in the classroom is required of every student.
Students are also expected to identify ethical policies and
practices relevant to course topics.
Technology:
Students are expected to be competent in using word-
processing, spreadsheet, and presentation software in this
course. Use of the Internet and E-Mail may also be required.
Plagiarism:
Plagiarism is the presentation of someone else’s ideas or work as
one’s own. Students found plagiarizing are subject to the
penalties outlined in the Policies and Procedures section of the
University Catalog, which may include a failing grade for the
work in question or for the entire course.
Attendance Procedures:
Students are expected to attend all class sessions. An absence
is assessed each time a student is not in attendance during a
regularly scheduled class period, whether or not it is an excused
absence. An instructor may withdraw a student from class prior
to the seventh session in undergraduate courses, and prior to
the sixth session in graduate courses if there are more than two
unexcused absences. Students who have more than three
absences, excused or unexcused, cannot be given a satisfactory
grade.
Quizzes:
There will be no mid-term exam or final exam. Instead there will
be four quizzes to test for understanding of the course materials.
The questions will be in the form of true/false, multiple choice
and/or short answer. Quizzes will be given during class and must
be completed in the time allotted. There will be no make-ups for
the quizzes.
Paper:
Your paper is to be ten to fifteen pages in length, be typed,
double-spaced, have a minimum of six separate sources
listed as references and to utilize the APA style.
You may use the APA Internet site to assist you in formatting
your paper. All papers must be relevant to the course
subject matter.
Leadership:
Leadership has long been a key topic in several disciplines. Business
organizations recognize that leadership transcends senior executives.
With the recent exposure of the dark side of business leadership, such
as CEO’s finding ways to create fortunes for themselves at the expense
of employees and stockholders, more attention than ever is being paid
to the values and personal characteristics of leaders. Good leadership is
crucial to the effectiveness of any organization. Good teachers and
trainers need strong and visionary leaders at all levels to create an
environment in which they can flourish and in which learners can
achieve. We’ll examine an array of timely questions about leadership
such as: Why do we tolerate bad leaders? Why is leadership everyone's
business? And how does the new economy influence leadership?
Negotiation:
As a manager in today's complex business environment, we require
negotiation skills for business success. We need to develop a toolkit of
negotiation strategies and understand how these strategies affect and
are affected by the environment in which we operate. In addition, we
must recognize when taking a short-term loss will lead to a long-term
gain. The purpose of this course is to help you understand the theory
and processes of leadership & negotiation so that we can not only lead
but also negotiate successfully in a variety of settings.
The course is designed to be relevant to the broad spectrum of
problems faced by the managers and professionals. Our class sessions
explore the many ways that individuals think about and practice
leadership & negotiation – with colleagues, employers, employees,
clients, Corporations, Government agencies, and others.
You are responsible for reading the material in the textbook as well as the
website topics. Please, try to synchronize with the following agenda.
Topics Reading
Reading:
Week 1
Dubrin:
1 – The nature and importance of leadership Intro
2 - Traits, motives, and characteristics of Chapters 1–2
leaders
Homework:
Case study – Problem B (Dubrin – pp. 60-61)
Week 2 Reading:
Dubrin:
4 – Leadership behaviors, attitudes and styles
5- Contingency and situational leadership Chapters 4-5
Thompson:
5 – Developing a negotiating style
6 – Establishing trust/building a relationship Chapters 5-6
Homework:
Case study – Problem A (Dubrin – pp. 161-163)
Week 3 Reading:
Dubrin:
6 – Leadership ethics and social responsibility
7 – Power, Politics, and leadership Chapters 6-7
Thompson:
7 – Power, persuasion, and ethics
8 – Creativity and problem solving in Chapters 7-8
negotiations
Homework:
Reading:
Week 4 Dubrin:
8 – Influence tactics of leaders
11 – Creativity, innovation, and leadership Chapters 8,11,
12 – Communication and Conflict Resolution 12
Skills
Thompson:
9 – Multiple parties, coalitions, and teams
10 – Cross-cultural negotiation Chapters 9-11
11 – Tacit negotiations and social dilemmas
Homework:
Paper due
Saturday
Grading Policies:
Total Points
500 points
Extra Credit:
The graded assignments associated with this course are designed to support
the high level of intellectual inquiry, analysis, and scholarship expected in a
quality graduate program. Therefore, extra credit work will neither be
assigned nor authorized for any grading consideration.
GENERAL POLICIES
Additional Resources:
Library Electronic Resources:
http://www.psywww.com/resource/apacrib.htm