Syllabus for NEG-7310
NEGOTIATIONS
Negotiation is a critical skill for leadership and management as well as for daily life. This course will examine the major concepts and theories of bargaining and negotiation as well as the dynamics of interpersonal and intergroup conflict and its resolution. The course will explore the nature of negotiation and the importance of strategizing and planning for negotiation in the context of both distributive bargaining and integrative negotiation. Additionally the course will cover negotiation subprocesses including communication, perception, biases, social contexts, multiparty negotiations, individual differences, global negotiation, and identifying or creating leverage. Finally, the course will examine the key concepts of outcomes, dispute resolution, and remedies. Students will participate in a group negotiation project, and each student will complete a personal “Best Practices Manual for Negotiation” as a final project for the course. This manual will provide a practical framework for approaching business and personal negotiation.
After completing this course, you should be able to:
You will need the following materials to complete your coursework. Some course materials may be free, open source, or available from other providers. You can access free or open-source materials by clicking the links provided below or in the module details documents. To purchase course materials, please visit the University's textbook supplier.
ISBN-13: 978-0073530369
Negotiations is a three-credit online course, consisting of eight modules. Modules include an overview, topics, study materials, and activities. Module titles are listed below.
For your formal work in the course, you are required to participate in online discussion forums, complete written assignments, attend three synchronous events and complete a final project. See below for details.
You will find Evaluation Rubrics for the discussion forums, cumulative midterm assignment, and final project in the Evaluation Rubrics area of the course site.
Consult the Course Calendar for assignment due dates.
One or more of your course activities may utilize a tool designed to promote original work and evaluate your submissions for plagiarism. More information about this tool is available in this document.
You are required to participate in eight graded discussion forums. Discussion forums are on a variety of topics associated with the course modules. There is also an ungraded but required introduction forum in Module 1.
You are required to complete a cumulative midterm written assignment within module 5.
Synchronous events will be held during modules 2, 4, 6, and 7 of the semester. To access the event, click the Collaboration Space link in the Edison Live! section of the course site a few minutes before the designated time. Use the following link for directions and helpful videos about how to use the Edison Live! tool in Moodle. Your mentor will work with the class to propose a time that works best and accommodates the majority.
Students will be organized into teams and will prepare for and conduct a live negotiation.
You will work throughout the term to create a personal “Best Practices for Negotiation Manual” that will serve as your final project. This final project will require you to apply the knowledge you have gained in a 2,000- to 2,500-word report (8 to 10 pages with typical font and spacing) outlining and analyzing best practices in bargaining and negotiation.
A fuller description of the final project is available in the Final Project section of the course Web site.
Your grade in the course will be determined as follows:
All activities will receive a numerical grade of 0–100. You will receive a score of 0 for any work not submitted. Your final grade in the course will be a letter grade. Letter grade equivalents for numerical grades are as follows:
A | = | 93–100 | B | = | 83–87 | |
A– | = | 90–92 | C | = | 73–82 | |
B+ | = | 88–89 | F | = | Below 73 |
To receive credit for the course, you must earn a letter grade of C or higher on the weighted average of all assigned course work (e.g., assignments, discussion postings, projects, etc.). Graduate students must maintain a B average overall to remain in good academic standing.
To succeed in this course, take the following first steps:
Consider the following study tips for success:
TESU's Academic Code of Conduct permits student AI use in support of their writing and research process--not as a replacement for original writing. Document AI use with an acknowledgment statement at the end of each assignment, noting the tools and prompts used. Cite any AI-generated content on the References page. Please review Using AI Ethically: A Guide for TESU Students for more detailed information.
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