Professor Nina Meierding MS, JD
(206)780-8487
16412 Agate Point Road NE
Bainbridge Island, Washington 98110
Welcome to the Advanced Negotiation class. Attached are the syllabus and reading assignments. Some of the assignments are from a course manual that I have prepared – others are from the assigned textbook, Negotiation: Theory and Practice. The textbook was designed for law students, but due to the number of excellent excerpts by top dispute resolution experts, I have decided to “cut and paste” pertinent articles to our specific topics. Please read them in the order I have indicated in your class agenda.
You will notice that there is a section on culture and gender in the textbook. I am not requiring that you read this section because there is a Cross Culture and Gender Issues in Dispute Resolution course offered as part of the SMU program where you will be focusing specifically on these issues. However, I think there are many valuable insights in the section and would encourage you to read it (in all your free time!)
There is also a section on The Lawyer-Client Relationship. This is interesting if a) you are a lawyer, or b) you want to know how lawyers prepare for a case and think about issues.. However, this will be touched on only briefly in class (so this section is optional reading) and we are using only one required excerpt from this section on communication skills.
The section on Mediation (pages 435-465) is a good review, but not required, as I assume you will have a firm foundation in mediation from your earlier coursework. If you are not familiar with the Riskin grid (styles of mediators) please read Riskin’s excerpt beginning on page 452.
This is an advanced course. I will presume that you have had the basic negotiation course, the mediation course and the initial ADR survey course. If you have not already read Getting To Yes (and Getting Past No, if possible) for your basic negotiation course, please read them before class begins. I know that several different textbooks have been used for the basic negotiation class, and I have tried my best not to repeat your readings.
As you are all aware, the SMU model of teaching is highly interactive – with many simulations, exercises, and role-plays. You will be practicing negotiation skills in pairs, in mediations, in multi-party situations, and in team bargaining. Attendance is essential and required. If an emergency arises and you need to miss any portion of class, please notify me as soon as possible.
You will be graded on class assignments (30%), class participation (20%) and a final paper (50%). The final paper should be 12 pages of content, plus a bibliography and endnotes. It should be 12 point, Times New Roman type, and standard margins. We will talk about topics the first night of class. Due date for this paper will be 9:00am January 7, 2010.
I look forward to working with all of you. It is always a pleasure to come to SMU.
Nina Meierding
Goals and Objectives:
Students will review basic negotiation concepts of distributive and integrative bargaining and demonstrate knowledge through class discussion and role-plays.
Students will learn about the dynamics of power, the differences between innate power and situational power, and how to deal with power imbalances both in negotiations and mediations.
Students will learn how emotions impact negotiation and how to deal with tactics that create emotion in negotiations. Through small group discussion, students will explore how their own emotions can impact a negotiation.
Students will learn specific causes of resistance and impasse. Through interactive discussion, students will diagnose the source of resistance and practice the most effective techniques to move towards resolution.
Students will break down the components of apologies and the timing, sincerity, and effectiveness of apologies in negotiation. Students will explore apologies that worked and apologies that didn’t work - both in personal, national, and international negotiations.
Students will learn the dynamics of multi-party negotiation and team bargaining and how it differs from two-party negotiation. Through an extensive role-play, students will pre-plan a negotiation with their team and then demonstrate negotiation skills in a multi-party negotiation.
Statement on Academic Integrity:
Students are reminded of the SMU Honor Code as referenced in the Student Handbook. Intellectual integrity and academic honesty are both the foundation and the goals for this program. Please reference and review the university policies on the responsibilities, policies, and penalties regarding academic honesty found at:
http://www.smu.edu/studentlife/PCL_05_HC.asp
Statement on Class Decorum:
Please turn off (or set on vibrate) all cell phones or pagers. Please do not read outside reading material during class, nor use lap tops for non class related activities during class. Walking into class late is disruptive, as is leaving early, so please avoid this whenever possible. If you have to leave early, make arrangements before class begins. Attendance in mandatory - roll will be taken. Professional respect and courtesy for your fellow students is expected at all times.
Course Withdrawal: Students must consult with the instructor before withdrawing from the course. Notifying the instructor does not constitute official withdrawal. To withdraw officially, the student must submit either a Drop or a Withdrawal form to the Counseling Office. Students may not submit Drop or Withdrawal forms online.
Disability Accommodations: If you need academic accommodations for a disability, you must first contact Ms. Rebecca Marin, Coordinator, and Services of Students with Disabilities (214-768-4557; 220Memorial Health Center) to verify the disability and to establish accommodations. Then you should schedule an appointment with the instructor to make appropriate arrangements. (See university Policy No. 2.4)
Religious observance: Religiously observant students wishing to be absent on holidays that require missing class should notify their professors in writing at the beginning of the semester, and should discuss with them, in advance, acceptable ways of making up any work missed because of the absence. (See university Policy No. 1.9)
December 4th Please note: Today’s readings should be read before the
first night of class
Introduction of Course, Professor and Students
Class Requirements
Negotiation as A Process
Win As Much As You Can
Axelrod’s Theory of Avoiding Exploitation
Readings: Theory and Practice
Eisenberg, pgs. 4-9
Williams 19-27
Chpt. 5 Intro 197-202
Mnooken 211-219
Manual
Articles: What Makes a Great Negotiator – Pynchon
Introduction to Negotiation Theory Section
December 5th The Predictability of Distributive Bargaining
Role-play and Debrief
The Opening Offer
Role-play and Debrief
Tactics
Ethics of Competitive Bargaining
Small Group Work
Role-play and Debrief
Readings: Theory and Practice
Introduction to Chapter 2 33-48
Goodpaster 61-77
Goodpaster 84-90
Lax 53-54
Schneider 58-61
Lowenthal 77-80
Condlin 182 – 187
Friedman 137-142
Wetlaufer 402-406
Law 410-417
Manual
Articles: No Way Out – Parselle
Negotiating Techniques
Saying No to Demands – Ury
Interpersonal Deception Theory - Hearn
Distributive Bargaining Section
December 6th Integrative Bargaining
Four Steps of Integrative Bargaining
Review Getting to Yes
Role-play
Emotions in Negotiation
Power in Negotiation
Readings: Theory and Practice
Menkel-Meadow 80-84
Menkel Meadow 103-111
Greenhalgh 111-118
Nadler 142-143
Brown 119-124
Benjamin 349-358
Moffitt 144-148
Adler 235-245
Lytle 171
Fisher 124-137
Manual
Integrative Bargaining Section
Power Section
Emotions Section
December 11th Impasse in Negotiation
Causes of Resistance
Specific Techniques to Overcome Impasse
Cross Cultural Issues in Negotiation
Readings: Theory and Practice
Korobkin 55-58
Rosenstein 190-196
Mnookin 231-234
Manual
Impasse Section
Culture Section
December 12th Apology in Negotiation
Types of Apology
Timing, Sincerity, Effectiveness
Small group work
Working with Attorneys
Multiparty Negotiations and Team Bargaining
Components of Multi-party Negotiations
Changing Dynamics
Working as a Team (Internal Team Bargaining)
Readings: Theory and Practice
Chapter 10 – Intro (B is optional) 475-487
Brett 487-490
Sally 496-500
Manual
Why Don’t They Listen to Us
Apology Section
Multi-party Section
December 13th Continuation of Multi-party and Internal Team Bargaining
Putting it All Together
Role-play
Evaluations
Concluding Remarks
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SMU Fall 2009 Emergency Preparedness Syllabus Insert:
As part of the federal government response to the H1N1 (Swine Flu) virus, the Department of Health and Human Services issued a nationwide public health emergency preparedness declaration on April 26th, 2009. The declaration was renewed on July 23, 2009 and is currently in force. For the semester ahead, there is concern that the level and intensity of flu cases could increase substantially.
1) For updates on the campus-wide status of flu conditions at SMU, please visit http://www.smu.edu.
2) If flu conditions require cancellation of a class session or other changes for this course, an email will be sent to all class members.
3) In the event of a major campus emergency at SMU, course requirements, deadlines and grading percentages are subject to changes that may be necessitated by a revised semester calendar or other circumstances beyond the instructor’s control.