PUAD 5440 NEGOTIATION & CONFLICT RESOLUTION

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1 University of Colorado Denver School of Public Affairs 1380 Lawrence Street, Suite 500 Campus Box 142 Denver, CO PUAD 5440 NEGOTIATION & CONFLICT RESOLUTION Instructor: Office: Phone: Office Hours: Class: Jen Gartner, MPA, JD Lawrence Street Center, Suite 500, Office 500Z (office) By appointment (generally available from 8:00 am 3:00 pm) January 22, 2013 March 16, 2013, Mon/Thurs, 1:00 pm 3:30 pm Classroom 500 & Blackboard Please go to for Blackboard access Course Description & Scope Conflict is a part of our daily lives. This course examines conflict and its resolution through negotiation. We will focus on the concepts and skills necessary to help you identify and resolve interpersonal, intragroup, and inter-group conflicts through negotiation. The course is designed to help you understand the dynamics that affect conflict, negotiations, and subsequent resolution. It will help you apply these concepts to a variety of decision-marking and dispute contexts. This is not a course in collective bargaining, salesmanship, or purchasing (though the course principles and negotiation techniques covered in the course certainly apply to each of these contexts). The course objective is help you think about, practice, and (hopefully) improve your ability to negotiate and bargain your way through life (both personal and professional). Throughout the semester you will have the opportunity to share and critique your classmates' and your own out-of-class bargaining experiences and to practice bargaining in class by negotiating in earnest within the context of different bargaining exercises. After working through each in-class exercise we will discuss the strategies and bargaining tactics you used and consider why they worked or did not work, and the ethical issues surrounding the negotiation in this particular situation. Required Text Lewicki, Roy. (2007). Essentials of Negotiation, 5 th ed. New York, NY: McGraw-Hill. (ISBN: ). Fisher, Roger and William Ury. (2011). Getting to Yes, revised ed. New York, NY: Penguin Books. (ISBN: ). Additional readings will be available for download in the Blackboard classroom. Optional Text Eagleman, David. (2011). Incognito: The Secret Lives of the Brain. New York, NY: Pantheon Books. (ISBN: ). PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 1

2 About the Instructor Jen Gartner is the Director of Grants & Contracts for the School of Public Affairs. She is trained as a government contracts attorney and has worked with military and government contractors for many years, first at the law firm of Morgan, Lewis, & Bockius in Washington, DC, and later at the Space Science Institute, a research non-profit and home to the Cassini Imaging Team, in Boulder. Jen has practiced before the US Court of Federal Claims, the US Court of Appeals for the Fourth Circuit, and the DC Superior Court. She has also worked for the US Sentencing Commission, where she advised judges and prepared teaching documents about the drug sentencing guidelines and briefed the Director of Legislative Affairs on congressional hearings regarding money laundering and drug trafficking. Jen received her BA in Criminal Justice and Political Science from the University of Delaware in 1998 and her J.D. from the George Washington University Law School, where she served as Senior Managing Editor of the Public Contract Law Journal and as Student Director for the Domestic Violence Advocacy Project. While working as an attorney in Washington, DC, she also obtained an MPA from Norwich University. Jen has been an adjunct professor and lecturer for both the University of Colorado Denver School of Public Affairs and Norwich University s Office of Graduate Programs. She teaches both graduate and undergraduate courses in the areas of public administration and criminal justice. Jen has published several articles related to government contracts law, including an article about government contracting under the Homeland Security Act. Although she is a recovering attorney, Jen remains licensed in Maryland and Washington, DC. Born and raised in Baltimore, Maryland, Jen is a rabid Ravens fan and keeps a tin of Old Bay seafood seasoning at her desk. She is owned by an extremely cute Aussie Cattle Dog mix, Dodger. University Policies 1. Student Conduct & Discipline. The University has rules and regulations for the orderly and efficient conduct of its business. Students are responsible for knowing and complying with the rules and regulations that govern student conduct and activities. Please visit the UCD Policies & Guidelines website, for a complete guide to applicable policies and procedures. 2. Academic Integrity. All students are expected to uphold the University s academic honesty code. A student must submit work that represents the student s own original analysis and writing. If a student relies on the research or writing of others, the student must cite those sources. Words or ideas that require citations include, but are not limited to, all hardcopy or electronic publications, PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 2

3 whether copyrighted or not, and all verbal or visual communication when the content of such communication clearly originates from an identifiable source. All students must be sensitive to plagiarism! For each written assignment and for each wiki, the instructor will select a random sample and conduct a plagiarism screening using Google searches, SafeAssign, and other available methods. Plagiarism is the unacknowledged use of another person s ideas, strategies, research, and writing. If you use the words or ideas of others without giving proper credit, you are guilty of plagiarism. The following guidelines will help you avoid plagiarism: When writing, use your own words. When you use another person s words, use quotation marks and credit the source with an in-text citation and a proper reference page. Credit the original source even when you have made slight variations to the language. If you are unsure whether to cite or not, err on the side of caution and cite! Please note that submitting an assignment that you wrote for another course, without specific approval by the instructor of the current course, is also a form of plagiarism. The University honor code and related policies is available online at: University%20Policies%20FINAL.pdf. 3. Use. The University requires all official student correspondence be sent only to a student s UC Denver-assigned address and that faculty and staff consider from students to be official only if it originates from a UC Denver student account. (Beware! If you send s from your personal address, those s may be quarantined by the system and never reach the instructor.) 4. Accommodation for Disability. The University is committed to providing reasonable accommodation and access to programs and services to persons with disabilities. Students who want academic accommodations must register with Disability Resources and Services (DRS), 177 Arts Building, , TTY I will be happy to provide the requested accommodations once you provide me with a copy of DRS s letter. Course Requirements and Policies 1. Schedule: This class meets Mondays and Thursdays from 1:00 pm 3:30 pm. 2. Attendance: You are strongly encouraged to attend every class session! Each student is responsible for all material covered in classes. Additionally, this class will involve a great deal of participation, and participation in class counts towards your grade. 3. Reading Assignments: All of the readings assigned in the syllabus and any supplemental readings added throughout the semester are mandatory. Please read the appropriate material prior to the class for which it is assigned and be prepared to discuss and ask questions about it. Please bring your textbook and any supplemental readings to each class. 4. Class Exercises: In almost every class, you will discuss your journal and/or participate in some sort of negotiation exercise designed to highlight an aspect of negotiation or negotiation strategy. Afterwards, you will discuss your experiences, first with your negotiation partners and then with the PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 3

4 whole class. We ll explore the strategies and tactics you attempted to execute, the response of the other party, your reactions to the other party, etc. Your grade will be based on how well you prepared for the exercises and discussions and the value of your contributions to the exercises and discussions. 5. Negotiation Analysis Paper & Oral Report: All students will select prepare an in-depth analysis of either a real-time negotiation or a publically documented negotiation that occurred within the past three years. The paper should be 3-4 pages, single-spaced, and should describe and analyze the negotiation. Please see the Negotiation Analysis Paper & Report Guidelines for additional information. 6. Journal: A key to improving your negotiation skill is to reflect on your experiences outside of class. To help you learn from your class exercises and any out-of-class negotiations, you will keep a journal throughout this semester. Its purpose is to encourage (or force ) you to take some time to reflect upon and put in writing the tactics, critical factors, and results of in-class and out-of-class negotiations so that you can learn more about yourself and your negotiation strengths and weaknesses. You must write three (3) journal entries. Each journal entry should be informal and short (1 single-spaced page is sufficient but you may write more). Please see the Journal Guidelines for additional information. 7. Diplomacy Reflection Paper: At the end of the semester, you will write a paper (3 pages, singlespaced) highlighting what you learned from the Diplomacy game. The reflection paper should highlight the dominant themes or critical events that demonstrate what you have learned over the course of the semester about yourself, how you negotiate, and about negotiating in general. 8. Alternative Assignment: You may skip any class activity or the negotiation analysis oral report by writing a paper on Incognito: The Secret Lives of the Brain. Your paper should discuss what you learned by reading Incognito and how it can make you a more effective negotiator. Please see the Alternative Assignment Guidelines for more information. 9. Late Work: Students must complete graded work at the identified times. Only the instructor may grant an extension, and only then for serious extenuating circumstances. In the absence of an extension, the instructor may lower a student s grade for each day the assignment is late. 10. Important Dates: Students are responsible for knowing all academic dates for the semester. Please see the Registrar s website for the full academic calendar. 11. Technical Requirements: Students are responsible for maintaining or accessing a computer system capable of participating in all aspects of this course. This includes, but is not limited to, running the Blackboard software, Real One player, Adobe Reader, and web browsing. 12. Course Etiquette: To promote a civil learning environment, students should observe the following classroom rules: a. Respect opposing views! There is much to be gained by active, critical debates on opposing viewpoints. Please remain respectful and professional in your discussions and assignments. This includes strict avoidance of sexist, racist, and other derogatory language. Keep in mind that it is difficult to determine tone in written communications. What comes off as a playful jab when spoken verbally can be read as a harsh criticism in or Blackboard. PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 4

5 b. Set cell phones, PDAs, and other electronic devices to silent or vibrate. Answer your electronic devices only if absolutely necessary (i.e., where a reasonable person under similar circumstances would deem it necessary). If you must answer a phone call, please leave the classroom as unobtrusively as possible before beginning your call. If your cell phone or other electronic device is heard by the class, your classmates get to choose any popular song and you ll get to sing a verse or the chorus. 13. APA Style: Written assignments must be crafted according to the most recent addition of the APA Style Manual. This is available at most bookstores. Points will be deducted if you fail to use APA style. PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 5

6 Evaluation There are 1000 possible points awarded for the required number of assignments, discussions, Wikis, and presentations in this course. A perfect grade with full points will only be given to an assignment or discussion of superior quality that meets all expectations as detailed in the grading rubric (a copy of the rubric is available in the Blackboard online classroom). Grades Points Percentage Grade % 93% A % 90% A % 87% B % 83% B % - 80% B % 77% C % 73% C % 70% C Less than 70% F PUAD 5440 Seminar Points Activity Points per Activity # Required Total Points % of Final Grade Class Exercises % Teaching the NFL/NHL Conflicts % Midterm: Negotiation Analysis Paper & Oral Report 200 (paper) 50 (report) % Journal % Diplomacy Game & Reflection Paper 75 (game) 75 (paper) % (continued on next page) PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 6

7 Topic Outline & Assignments *Topics and assignments are not set in stone and are subject to change. Date Topic Reading Assignment and/or Preparation (Read/prep before class) Items Due in Class 1/24 Intro to Negotiations None Bring Emergenetics profile 1/28 Nature of Conflict Essentials, Ch. 1 NFL/NHL conflict (presentation) Journal Entry Personality Type & Negotiation 1/31 Pre-Negotiation Planning & Strategy Essentials, Ch. 4 Exercise 1 Knight Engines Planning guide 2/4 Distributive Strategies & Tactics Essentials, Ch. 2 Exercise 2 Yerba Mate 2/7 Integrative Strategies & Tactics Essentials, Ch. 3 Exercise 3 Premiere United Computers Journal Entry Past Negotiation 2/11 Perception & Emotion Essentials, Ch. 5 Exercise 4 Nazis v. Franklinville 2/14 Communication Essentials, Ch. 6 Exercise 5 NFL Player 2/18 Negotiation Analysis Reports Getting to Yes (read as early as possible but no later than today) Negotiation Analysis paper & report 2/21 Finding Your Negotiating Power Essentials, Ch. 7 Exercise 6 Elmwood Hospital 2/25 Multiple Party Negotiations Guest Speaker 2/28 Multi-party & Cross-cultural Negotiations Essentials, Ch. 10 Essentials, Ch. 11 Exercise 7 New Crimea Prisons 3/4 Diplomacy Diplomacy rulebook PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 7

8 3/7 Diplomacy 3/11 Relationships & Ethics in Negotiation Essentials, Ch. 8 & 9 Exercise 8 Salary Negotiations Journal Persuasive Salary Package 3/14 Final Thoughts Essentials, Ch. 12 Diplomacy Reflection Paper PUAD 5440 Spring 2013 (AMPA) Rev. 1/12/2012 8