BL5304/BU5303

NEGOTIATION AND DISPUTE RESOLUTION

Academic Year 2022/2023 Semester 1
Course Coordinator A/P Valerie Du Toit-Low
Course Code BL5304/BU5303
Course Title Negotiation & Dispute Resolution
Pre-requisites Nil
No of AUs 3
Contact Hours 3 (includes online and physical)

A) Course Aims/Description

This course aims to increase awareness of the negotiation process, to equip you with a basic
framework with which to analyse and prepare for negotiations, and to help you develop a more
effective negotiating style. This course also aims to introduce you to the concept of mediation,
which is essentially negotiation with the aid of a neutral third party who is skilled in negotiation
techniques. These skills are relevant to everyone and cut across all industries and professions, and
are necessary in your personal as well as professional life.

B) Intended Learning Outcomes (ILO)/Objectives

By the end of this course, you should be able to:

1. Use a prescribed framework to plan for negotiation

2. Employ your negotiation plan to carry out a negotiation
3. Explain the concept of mediation
4. Apply mediation skills to resolve disputes between other parties

C) Course Content

1. Interest-based negotiation
2. Dispute resolution through mediation

D) Assessment (includes both continuous and summative assessment)

Component ILO Learning Goal Weightage # Team/Individual Assessment

Tested Rubrics
1. Individual ILO1, Negotiation 40% Individual Negotiation
Journal ILO2 Journal
(written Rubric
report) (Annex A)
2. Class ILO1, Negotiation 20% Individual Class
Participation ILO2 Participation
Rubric
(Annex B)
3. Class ILO1, Negotiation 20% Individual Class
Presentation ILO2 Presentation
Rubric
 (Annex C)
4. In-class ILO3, Mediation 20% Individual In-class
Assignment ILO4 Assignment
Rubric
(Annex D)
Total 100%

E) Formative feedback

You will receive formative feedback through verbal feedback during in-class discussion.

F) Learning and Teaching approach

Approach How does this approach support you in achieving the learning outcomes?

Seminars (Online The interactive seminar session where there are ample opportunities for
and/or physical) open discussion on the conceptual questions raised in the class allows you
to think critically and share your ideas and concept with the class. This also
allows the instructor to get the concepts clearly through to the entire class
by involving you and to ensure that the targeted learning outcomes are
being achieved.

Videos Videos and video clips are used as illustrations of negotiation concepts and
strategies as well as the material for discussion of such concepts and
strategies.

In-class activities Much of the learning outcomes for this course are skills which are practical
(Online and/or in nature and cannot be achieved by reading and writing alone. The
physical) attainment of such learning outcomes requires hands-on experience, and
in-class activities such as negotiation role-plays provide such opportunities.

E-Learning and/or There will be some portions of the course content which will be delivered
outside classroom through E-Learning and/or outside of classroom activities. For eg., the
activities reading materials and audio-visual content for mediation will be made
available on a virtual platform for you to review outside of the specified
class times. You will also be required to conduct some of your negotiation
and mediation role-play activities outside of the specified class times.

Site visit/Webinar A site visit to a dispute resolution centre (for eg the Singapore Mediation
Centre or the Singapore State Courts Centre for Dispute Resolution) will be
organised if the prevailing circumstances permit. If this is not possible, a
webinar discussion will be organised in its place. The site visit or webinar
will give you real-life insight into the topic of mediation as a method of
dispute resolution.

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G) Reading and References

FUP Roger Fisher, William Ury & Bruce Patton (ed.), Getting to Yes – Negotiating Agreement
Without Giving In, Penguin, 3rd Edition, 2011 (Call No. BF637.N4F535 2011 Reserve Room)

MPT Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, Beyond Winning – Negotiating to
Create Value in Deals and Disputes, Belknap Press of Harvard University Press, 2000 (Call No.
K120.M686 Reserve Room)

LS David A. Lax, James K. Sebenius, The Manager as Negotiator: Bargaining for Cooperation and
Competitive Gain, The Free Press, 1986 (Call No. HD58.6.L425 Reserve Room)

CD Ruth Charlton & Micheline Dewdney, The Mediator’s Handbook, Skills and Strategies for
Practitioners, LBC Information Services (Call No. KF9084.C481 Reserve Room)

H) Course Policies and Student Responsibilities

(1) Attendance and Preparation for Class

To get the most out of the course, it is important that you are well-prepared for class and actually
attend the class. Your lack of preparedness, or absence from class without valid reason, will severely
compromise your personal learning experience as well as the experience of the rest of the class and
will be viewed very seriously in assessing the final grade. You are required to attend every seminar,
including the site visit. Valid reasons include falling sick supported by a medical certificate and
participation in NTU’s approved activities supported by an excuse letter from the relevant bodies. If
you are going to miss a class, you must inform the course instructor via email prior to the start of
the class.

(2) Course materials

As the course uses Harvard Law School materials for the simulation exercises, the cost of acquiring
these will be borne by you. The amount varies depending on the actual exercises used, but it should
not be more than S$50 per person. The instructors will provide more details when the course
begins.

I) Academic Integrity

Good academic work depends on honesty and ethical behaviour. The quality of your work as a student
relies on adhering to the principles of academic integrity and to the NTU Honour Code, a set of values
shared by the whole university community. Truth, Trust and Justice are at the core of NTU’s shared
values.

As a student, it is important that you recognise your responsibilities in understanding and applying
the principles of academic integrity in all the work you do at NTU. Not knowing what is involved in
maintaining academic integrity does not excuse academic dishonesty. You need to actively equip

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yourself with strategies to avoid all forms of academic dishonesty, including plagiarism, academic
fraud, collusion and cheating. If you are uncertain of the definitions of any of these terms, you should
go to the academic integrity website for more information. Consult your instructor(s) if you need any
clarification about the requirements of academic integrity in the course.

J) Course Instructors

Consultation
Instructors Office Location Phone Email
Hours
Assoc Prof Lum S3-01A-28 6790 4645 akwlum@ntu.edu.sg Online by
Kit-Wye appointment

Assoc Prof Valerie Lvl 4, SAO, Student 6904 2075 acclow@ntu.edu.sg Online by
Du Toit-Low Services Centre appointment

K) Planned Weekly Schedule (Please note that the order of the seminars may change in the event
of unforeseen circumstances, for eg. external partners’ scheduling constraints.)

Topic Mode of Readings/

Week ILO
delivery Activities
1 National Day Public Holiday (9 August) No class

2 1 Introduction Physical 1&2

class
1. Course objectives/requirements
& teaching/assessment methods
2. Negotiation Exercise (Oil pricing)
3. Discussion & Debrief

3 2 Principled Negotiation Physical 1&2 FUP Ch 1

Class
1. Lecture: Principled Negotiation -
Overview
2. Negotiation Exercise (Sally
Soprano)
3. Discussion & Debrief

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4 3 Value Creation Physical 1&2 FUP Ch 3 & 4
Class MPT Ch 1
1. Presentation on Sally Soprano LS Ch 4 & 5
2. Lecture: Interests & Options
3. Negotiation Exercise (GEII)
4. Discussion & Debrief

5 4 Legitimacy Physical 1&2 FUP Ch 5

Class MPT Ch 1
1. Presentation on GEII
2. Lecture: Legitimacy
3. Negotiation Exercise (Eazy’s)
4. Discussion & Debrief

6 5 Alternatives Physical 1&2 FUP Ch 2

Class MPT Ch 2
1. Presentation on Eazy’s
2. Lecture: BATNA
3. Negotiation Exercise (Bullard
Houses)
4. Discussion & Debrief

7 6 Communication & Relationship Physical 1&2 FUP Ch 6

Class MPT Ch 1
1. Presentation on Bullard Houses LS Ch 3
2. Lecture: Communication &
Relationship
3. Negotiation Exercise (Carter’s)
4. Discussion & Debrief

8 Recess week

9 7 Complicating Factors Physical 1&2 FUP Chs 7 & 8

Class MPT Ch 3
1. Presentation on Carter’s LS Chs 15 & 17
2. Lecture: Obstacles & Hard Tactics
3. Negotiation Exercise
(PowerScreen)
4. Discussion & Debrief

10 8 Putting it all together Physical 1&2

class
1. Presentation on PowerScreen
2. Lecture: Review & Summary
3. Negotiation Exercise (Newtowne)
4. Discussion & Debrief

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11 9 Mediation To be 3 CD Chs 1-7
confirmed
1. Field Trip/Webinar

12 10 Mediation Physical 3
class
1. Presentation on Newtowne
2. Mediation Exercises

13 11 Mediation Physical 3
class
1. Mediation Exercises

14 12 Mediation Physical 3
Class
In-class Assignment (Mediation)

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Negotiation Journal Rubric ANNEX A

Traits Performance
Scant Substantially Developed
Does not identify underlying interests; does not explain them sufficiently; focuses Identifies and explains fully all interests underlying positions.
Identifies and clarifies underlying interests overly on positions.

Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Assesses alternatives and identifies the best no- Does not identify the best no-agreement alternative. Identifies and explains all alternatives; identifies the BATNA.
agreement alternative
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Does not generate or identifies only weak or infeasible Develops a range of specific and creative options that reflect understanding of each
options; proposes only one-sided options. party’s interests.
Generates options

Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Does not identify any standards or criteria. Researches/develops/assesses several good standards and objective criteria and
selects the most appropriate.
Identifies appropriate standards and objective criteria
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Lacks clarity in defining ideas and messages, with insufficient attention paid to Devises effective communication strategies and fully understands the importance of
Conveys messages in a constructive way to aid in the relationships. relationships.
process of negotiation; pays attention to the
importance of relationships
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Able to reflect on and analyse the lessons learnt from Does not reflect on or analyse the lessons learnt. Coherent and insightful reflection and analysis of lessons learnt.
the negotiation
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed

Numerous errors in spelling, grammar, sentence structure and paragraphing. No or very minimal errors in spelling, grammar, sentence structure and paragraphing.
Uses acceptable style and grammar

Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Reference: Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating agreement without giving in. New York, N.Y: Penguin Books. Class Participation Assessment Rubrics

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Class Participation Rubric ANNEX B

Traits Performance
Scant Substantially Developed
Did not sufficiently participate in most or all sessions Fully participated in most or all sessions
Active participation in all sessions

Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

Scant Substantially Developed
Demonstrated knowledge and understanding of Did not demonstrate sufficient knowledge of the key processes and Demonstrated sufficient knowledge of the key processes and concepts
the key processes and concepts covered in each concepts
session
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Did not demonstrate sufficient knowledge of the key processes and Demonstrated sufficient knowledge of the key processes and concepts
Able to analyse scenario with a balance of theory concepts
and application
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

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Class Presentation Rubric ANNEX C

Traits Performance
Scant Substantially Developed
Demonstrated knowledge and understanding of Did not demonstrate sufficient knowledge of the key processes and Demonstrated sufficient knowledge of the key processes and concepts
the key processes and concepts relevant to the concepts
role-play
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Was not able to analyse role-play using negotiation theory and application Was able to analyse role-play using negotiation theory and application to the
Able to analyse role-play scenario with a balance to the facts facts
of theory and application
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Able to communicate thoughts in systematic and Was not able to communicate thoughts systematically and effectively Was able to communicate thoughts systematically and effectively
effective manner, using where appropriate, visual
or other aids Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Projected a confident and professional image, in Did not project a confident and professional image Projected a confident and professional image
terms of use of language, attire and body
language Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

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In-class Assignment Rubrics ANNEX D

Traits Performance
Scant Substantially Developed
Did not sufficiently identify and/or discuss relevant stages of mediation Fully identified and discussed relevant stages of mediation process
Able to identify and discuss relevant stages of process
mediation process
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Did not demonstrate sufficient understanding of mediation techniques Demonstrated sufficient understanding of mediation techniques
Demonstrated understanding of mediation
techniques
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed
Scant Substantially Developed
Insufficient critical discussion of use of mediation techniques Full critical discussion of use of mediation techniques
Able to critically discuss use of mediation
techniques
Evaluation: Scant 1 2 3 4 5 6 Substantially Developed

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