The art and science of negotiation is an interpersonal skill that can be learned and improved. This course is designed to provide theoretical knowledge and practical skills essential to being an effective negotiator. Participants will learn successful strategies and tactics for negotiation, as well as have ample opportunity to practice their skills in simulation exercises. The course offers a systematic approach to mastering the fundamentals of making favorable agreements that minimize conflict and maximize results.

Goals

1. Learn how to prepare for negotiation;

2. Learn how to maximize the potential of making an agreement on your terms;

3. Learn how to avoid making an unfavorable agreement;

4. Identify strengths and weaknesses in personal negotiating style;

5. Improve your ability to make good choices in negotiation strategy;

6. Understand the role of relationships in making good agreements;

7. Learn effective negotiation tactics;

8. Understand the complexities of multi-party negotiations

Class Policies

Class Attendance: Regular and punctual attendance is required. Missed classes will affect your participation grade and can result in an incomplete, unless excused by the instructor.

Late Exam: An exam that is turned in late is reduced by one-half grade for each portion of a 24 hour period that it is late, unless an extension has been given by the instructor.

Questions outside of class: Questions are welcomed before and after class, as well as by telephone and e-mail. Office appointments can also be scheduled.

Religious Observance: Religiously observant students wishing to be absent on holidays that require missing class should notify their professor in writing at the beginning of the term, and should discuss with them, in advance, acceptable ways of making up any work missed because of the absence.

Disability Accommodations: Students needing academic accommodations for a disability must first contact Ms. Rebecca Marin, Coordinator, Services for Students with Disabilities (214-768-4557) to verify the disability and establish eligibility for accommodations. They should then schedule an appointment with the professor to make appropriate arrangements.

Class Decorum: Turn off (or set on vibrate) all cell phones or pagers. Do not read newspapers, books for other classes, or other outside reading material during class. Walking into class late is disruptive as is leaving early. If you have to leave early, make arrangements before class begins, and then, when you leave, do so quietly. Professional respect and courtesy for your fellow students is imperative at all times.

Honor Code: 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. For a full text of the policy, which you should know, please see the following web link:

http://www.smu.edu/studentlife/PCL_05_HC.asp

Class Days & Times

Mondays, 6:00p.m. to 10:15p.m.

(Labor Day Sept. 7, no class.

Make-up day Thursday, Sept. 24 6:00p.m. to 10:15p.m

Required Books & Materials

G. Richard Schell, Bargaining for Advantage (2^nd ed. 2006) (“Text”)

Roger Fisher, et al., Getting to Yes (2^nd ed. 1991)

Thomas-Kilmann Conflict Mode Instrument (to be purchased in class)

Additional materials in the form of articles, notes, and role-play problems will be distributed throughout the course.

There will be a $20 course fee collected by the instructor for the Thomas-Kilmann at the first class meeting.

Grading

Class Participation & Assignments 20%

Exam 80%

Office Hours & Questions

I will be in the Dispute Resolution office at least one hour before class if you wish to drop by or schedule a meeting. Meetings at other times can also be arranged. I also welcome your questions by telephone and e-mail.

Class and Assignment Schedule

CLASS ONE (Monday, August 10)

Topic: Introduction & Overview of Course; Negotiation Basics and the Dynamics of Conflict

Reading for this class: None

CLASS TWO (Monday, August 17)

Topic: The Method of Principled Negotiation

Reading for this class: Getting to Yes pp. 1-94

CLASS THREE (Monday, August 24)

Topic: The Six Foundations of Effective Negotiation

Reading for this Class: Text: pp. 1-57

CLASS FOUR (Monday, August 31)

Topic: The Six Foundations of Effective Negotiation (cont.)

Reading for this Class: Text: pp. 58-113

CLASS FIVE (Monday, September 14)

Topic: The Negotiation Process

Reading for this class: Text: pp. 115-196

Assignment: Prepare for Negotiation

CLASS SIX (Monday September 21)

Topic: The Negotiation Process (cont.)

Reading for this Class: Text: TBA

CLASS SEVEN (Thursday, September 24)** Make up class

Topic: Problem Solving Strategies; Getting to Yes video

Reading for this Class: Getting to Yes pp. 95-187

CLASS EIGHT (Monday, September 28)

Topic: Multiple Parties and Coalitions

Reading for this Class: TBA

CLASS NINE (Monday, October 5)

Topic: Power, Persuasion and Ethics

Reading for this Class: Text: pp. 196-229

CLASS TEN (Monday, October 12)

Reading for this Class: Exam

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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 26^th, 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.