MANA 4341 – 001 Negotiations and Conflict Resolution

Spring 2013: Tuesday and Thursday5:30pm-6:50pm

Location: UTA COBA149

Instructor: Russell Prewitt

Office Number: 209A

E-Mail:

Office Hours: Available before/after class or by appointment.

Course Description:

This course is designed to better understand the nature of conflict and its resolution through persuasion, collaboration, and negotiation. Students will learn theories of interpersonal and organizational conflict and its resolution as applied to personal, corporate, historical, and political contexts. Students will assess their own styles, skills, and values, and develop techniques to better resolve disputes, achieve objectives, and exert influence.

Learning Outcomes:

  1. Understand the impact and effectiveness of different conflict resolution techniques.
  2. Differentiate distributive and integrative negotiation strategies.
  3. Diagnose, plan and strategize for different negotiation situations.
  4. Plan effectively to optimize the results in a negotiation or conflict situation.

Course Materials:

Required: Lewicki, Roy J., Saunders, David M. & Barry, Bruce. 2011. Essentials of Negotiations (5th Edition). McGraw-Hill

Optional: Fisher, Roger & Ury, William. 1991. Getting to Yes: Negotiating Agreement Without Giving In (2nd Edition). Penguin Books

Harvard Cases and Readings: A few required cases and readings will be available for purchase through Harvard Business School Publishing’s web page. A course link providing this information will be given out in class. This material is noted on the syllabus as HBSP

Course Requirements:

Class Participation and Attendance: Your participation and attendance in this class is ESSENTIAL. Students learn best when they are active and honest partners in all aspects of the class. Therefore, I strongly encourage you to speak your mind, ask questions, debate each other (and me), and even disagree with class material. Class discussions are a beneficial learning aspect of the class along with the exercises. Your participation is required.

It is expected that you will read each chapter from the textbook before the class meeting which it is assigned. This should help you to provide valuable contributions to the class. There will also be a variety of in-class assignments throughout the semester. These may be turned in to evaluate not only your attendance, but also your participation. As part of participation, you are encouraged to bring current articles that are relevant to the topic.

Make-Up Policy

Make-up exams and in-class assignments must be made with prior arrangements with me to arrange for any make-up. Any make up arrangement will be made on a case-by-case basis.

Grading Policy

Participation and Attendance10%

Article Analysis/Presentation10%

Team Presentation20%

Exam 130%

Exam 230%

Total 100%

A (100% - 90%)

B (89% - 80%)

C (79% - 70%)

D (69% - 60%)

F (Below 60%)

Calendar:

The contents of this calendar may be changed depending upon class size and other circumstances.

COURSE ASSIGNMENTS – tentative schedule

Homework and class exercises to be added

January / 15 / Introduction
January / 17 / Ch1
January / 22 / Ch2
January / 24 / Ch3
January / 29 / Ch3
January / 31 / Exercise
February / 5 / Ch4
February / 7 / Investigative Negotiation - HBS
February / 12 / Exercise
February / 14 / Article Presentations
February / 19 / Article Presentations
February / 21 / Article Presentations
February / 26 / Guest Speaker
February / 28 / Ch5
March / 5 / Ch6
March / 7 / Trips and Tips for Negotiation Self-Defense - HBS
March / 12 / Spring Break
March / 14 / Spring Break
March / 19 / Review
March / 21 / Test
March / 26 / Ch7
March / 28 / Six Habits of Merely Effective Negotiators - HBS
April / 2 / Ch8
April / 4 / Ch9/Pinch Model
April / 9 / Ch10/ Exercise
April / 11 / Ch10
April / 16 / Ch11/ Exercise
April / 18 / Ch11
April / 23 / Exercise
April / 25 / Ch12
April / 30 / Exercise
May / 2 / Review
May / 7 / Final (5:30pm – 8:00pm)

Drop Policy:

Americans with Disabilities Act: The University of Texas at Arlington is on record as being committed to both the spirit and letter of federal equal opportunity legislation; reference Public Law 93112-The Rehabilitation Act of 1973 as amended. With the passage of new federal legislation entitled Americans with Disabilities Act – (ADA), pursuant to section 504 of The Rehabilitation Act, here is renewed focus on providing this population with the same opportunities enjoyed by all citizens.

As a faculty member, I am required by law to provide "reasonable accommodation" to students with disabilities, so as not to discriminate on the basis of that disability. Student responsibility primarily rests with informing faculty at the beginning of the semester and in providing authorized documentation through designated administrative channels.

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