| Course Title: | Negotiation Skills |
|---|---|
| Course Number: | HRM595 |
| Course Description: | Negotiation Skills introduces students to general business negotiation techniques. Negotiation is viewed as an art, not a sport or game, with a set of strategies and tactics. Strategies focus on the approach to a negotiation situation. Tactics zero in on moves effectuated during the negotiation. In addition to developing and enhancing students' negotiating proficiency, the course emphasizes the processes and methods of conflict resolution. Topics include preparation for negotiations, strategy and tactics, such as distributive and integrative bargaining, resolution of impasse, ethics, the role of power and personality, and communication processes. Also included is the role of dispute resolution processes, such as arbitration and mediation, since negotiation is often used in these processes as well. Students are given the opportunity to use developed skills in the classroom, electronically, and in telephonic negotiation situations. |
| Course Prerequisites: | N/A |
Syllabus
Course Information
Course Specific Requirements
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Software Citation Requirements
This course uses open-source software, and as the end users of this software, students are required to cite the software for any student work, such as assignments, labs, or projects, where the software has been utilized. Open-source software does have end-user license agreements, and all students should read the entire agreement for a software prior to installation or usage. In order to use the software in this course, software citations have been created for students and can be located on the Open Source Applications page. These software citations must be included in all student work submissions that have used the software.
Textbooks and Resources
Required Textbooks
The following books are required for this course:
E-book Details
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Campus Additional Information
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Terminal Course Objectives
DeVry University course content is constructed from curriculum guides developed for each course that are in alignment with specific Terminal Course Objectives. The Terminal Course Objectives (TCOs) define the learning objectives that the student will be required to comprehend and demonstrate by course completion. The TCOs that will be covered in detail each week can be found in the Objectives section for that particular week. Whenever possible, a reference will be made from a particular assignment or discussion back to the TCO that it emphasizes.
A
Given examples of conflict at both the individual and organizational levels, define the key common social and behavioral aspects required for conflict resolution.
B
Given desired goals and outcomes for a negotiation process, describe a planning framework to achieve stated objectives and apply to a specific negotiation scenario.
C
Given the concepts and components of distributive (win-lose) and integrative (win-win) bargaining strategies, examine the preconditions and stages, appraise the strategies, and apply them to specific bargaining situations.
D
Given an understanding of the social context factors affecting negotiations (e.g., number of parties, multiparty negotiations), evaluate and apply various strategies and techniques to ensure effective negotiations.
E
Given the role of communication in negotiation and a basic model of communication, evaluate and apply the various communication and persuasion techniques designed to improve negotiating effectiveness.
F
Given the nature of leverage in negotiations, demonstrate and discuss how one can gain and use various sources of power in order to achieve the negotiation goals.
G
Given a framework of ethical decision making, analyze the ethical issues of a specific negotiation situation.
H
Given the role of an interactive participant in a negotiation simulation, develop effective assessment, planning, and bargaining skills to effectively manage a negotiation situation.
I
Given an international negotiation scenario, develop an effective set of strategies and tactics that reflect an understanding of the cross-cultural influences that will impact the outcome of the negotiation.
Lab Schedule
Week 1
Week 2
Week 3
Week 4
Week 5
Week 6
Week 7
Week 8
Course Schedule
| Week, TCOs, and Topics | Readings and Class Preparation | Activities and Assignments |
|---|---|---|
| Week 1 TCOs A and I The Nature of Negotiation in the World | Chapter 1 | Personal Bargaining Inventory Assessment and Reflection Assignment |
| Week 2 TCO B Strategy, Planning & Framing | Chapter 4 | Field Analysis Assignment |
| Week 3 TCO C Strategy and Tactics of Distributive Bargaining | Chapter 2 | Course Project Topic Proposal Assignment |
| Week 4 TCO C Strategy and Tactics of Integrative Negotiation | Chapter 3 | Negotiation Strategy and Tactics Tutorial Response: Marilyn and Len |
| Week 5 TCO E Communication, Individual Differences and Impasse | Chapter 7 | Case 1: Capital Mortgage Insurance Corporation Assignment |
| Week 6 TCOs D and H Group Negotiation, Difficult Situations and Third Party Approaches | Chapter 10 | You Decide: New Hire Salary Negotiation Assignment |
| Week 7 TCOs F and G Applying Leverage and Ethics in Negotiation | Chapter 5 | Course Project Final Paper Assignment |
| Week 8 All TCOs | Final Exam | |
Blended E-Learning
This course is an 8-week, intensive course that includes both classroom-based and e-learning activities. Your participation in both areas is essential to your success in this course. You should expect to spend time each week participating in the prescribed activities both before and after our class meeting.
Participation before, during, and after class meetings is critical to your success in this intensive environment.
To get the most out of our weekly class meetings, it is essential that you come to class prepared. The weekly readings listed in the Course Schedule will prepare you for class. Our class meetings, in turn, will prepare you for upcoming exams and assignments.
Through the DeVry e-learning platform, you will be able to
- review the Syllabus and weekly assignment information;
- submit completed work for grading;
- take quizzes and exams;
- obtain copies of class handouts and notes;
- e-mail the instructor and other students; and
- participate in online discussion of class material.
iConnect Live
This course contains iConnect Live sessions that provide students with the opportunity to attend live presentations, which cover course materials, projects, and assignments. Please see the iConnect Live items for the days and times of the live sessions and for the link to enter each session. You will also receive e-mail reminders each week.
If you are unable to attend the live session, you can watch the recorded session by clicking on the Recordings link that will appear in the iConnect Live item after the lecture has concluded. Please contact your instructor with any questions.
Please note that because of unavoidable technological issues and presenter availability, the live lectures may be substituted with prerecorded lectures.
Due Dates for Assignments & Exams
Unless otherwise specified, the following applies.
- Access to most weeks begins on Sunday at 12:01 a.m. mountain time (MT).
- All assignments are to be submitted on or before Sunday at the end of the specified week that they are due, by 11:59 p.m. (MT).
- All quizzes and exams are to be completed on or before Sunday at the end of the specified week that they open, by 11:59 p.m. (MT).
Week 8 opens at 12:01 a.m. (MT) on the ending Sunday of Week 7. Any assignments or exams must be completed by 11:59 p.m. (MT) Saturday of the eighth week.
Due Dates for Assignments & Exams
All assignments, quizzes, and exams are to be completed per the schedule indicated by your instructor.
Assignment Values and Letter Grades
The maximum score in this class is 1,000 points. The categories, which contribute to your final grade, are weighted as follows.
| Assignment | Points | Weighting |
|---|---|---|
| Discussions(40 points, Weeks 1–7) | 280 | 28% |
| Application Assignments: Personal Bargaining Inventory—30 points, Week 1Field Analysis Assignment—60 points, Week 2 Tutorial Assignment—60 points, Week 4 Case Study Assignment—60 points, Week 5 You Decide Assignment—60 points, Week 6 | 270 | 27% |
| Course Project Assignments: Topic Proposal Assignment—20 points, Week 3 Final Paper Assignment—180 points, Week 7 | 200 | 20% |
| Final Exam | 250 | 25% |
| Total Points | 1,000 | 100% |
All of your course requirements are graded using points. At the end of the course, the points are converted to a letter grade using the scale in the table below.
Final grades are based on the percentage equivalent in the chart below and are not rounded to the next higher letter grade.
| Letter Grade | Points | Percentage |
|---|---|---|
| A | 930–1,000 | 93% to 100% |
| A- | 900–929 | 90% to 92.9% |
| B+ | 870–899 | 87% to 89.9% |
| B | 830–869 | 83% to 86.9% |
| B- | 800–829 | 80% to 82.9% |
| C+ | 770–799 | 77% to 79.9% |
| C | 730–769 | 73% to 76.9% |
| C- | 700–729 | 70% to 72.9% |
| D+ | 670–699 | 67% to 69.9% |
| D | 630–669 | 63% to 66.9% |
| D- | 600–629 | 60% to 62.9% |
| F | 599 and below | Below 60% |
DeVry Graduate Academic Policy and Relevant Resources
DeVry Undergraduate Academic Policy and Relevant Resources
Frequently Asked Questions
When are grades calculated, and how can I view my grades?
- You must complete any quizzes and post your written assignments (if necessary) to the weekly Dropbox by Sunday 11:59 p.m. (MT) each week, except Week 8 which closes at 11:59 p.m. (MT) Saturday.
- Once your work is reviewed, you should see comments and total points for each assignment in the Gradebook. Instructors should have Discussion work graded by the following Tuesday and all other assignments by the following Friday.
- You may check your progress at any time by going to the Gradebook, selecting the week and then your name.
- Click on the points earned for each assignment in the Gradebook to see any instructor comments.
What should I do if a discrepancy is found with my grade?
- Double-check the error and try to determine what caused it.
- Send your instructor an email explaining your findings.
- Trust that any error in grading will be corrected quickly
What if I cannot get my work submitted on time?
- If you have an emergency that will cause your work to be late, please contact your instructor in advance of the due date so that arrangements can be made. Your instructor may reserve the right to deduct points for work turned in late based on the reason and the timeliness of notice.
- If a technical problem prevents you from meeting the scheduled due date, please contact the Help Desk at 1-800-594-2402 and immediately email your instructor about the situation.
How can I get extra credit?
Extra credit is not an option.
Questions and Concerns
Please feel free to contact me for help with coursework or other areas that may impact your progress. Here are some examples.
- Do you have general questions about attendance, deadlines regarding your courses, student financial aid, or other areas?
- Are you a member of the military service? Do you need to adjust your schedule due to active duty, or do you have questions about your GI Bill® benefits or have other unforeseen military and veteran-related issues that have developed?
- Do you need supplementary student assistance? Please let me know if you are having academic difficulty and would like an ADA accommodation. Although I can talk with you about getting assistance, an excellent point of contact is the Office of Student Disability Services. You can reach the Office by calling 877-496-9050, option 3, or by e-mailing adaofficer@devry.edu or adaofficer@keller.edu.
Regardless of your situation, please feel free to contact me for assistance in whatever area of concern you might have. I will do everything I can to assist you or put you in contact with University colleagues who are trained to assist you in whatever area of concern you might have.
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