Course Syllabus Updated: 10/22/17

1

CMN 6060 – Negotiation, Mediation, and Facilitation Fall 2017 – Second Half, 7-weeks CRN 70024 November 2, 2017 – December 14, 2017 Thursdays, 5:50 pm – 8:00 pm

Instructor: David Sobel Email: d.sobel@northeastern.eduPhone: 617-495-1270Office Hours: Thursday, 8:00 pm – 8:30 pm

N.B. For the latest version of this syllabus, please refer to the course website in Blackboard, which is also the official source for class assignments.

Required Texts

1. Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without GivingIn (3rd Edition). New York: Penguin Books. ISBN-13 # 9780143118756.

2. Lax, D. & Sebenius, J. (2006). 3D Negotiation: Powerful Tools to Change the Game in Your MostImportant Deals. Boston: Harvard Business School Publishing. ISBN # I-59139-799-5, ISBN-13 # 9781591397991.

Supplemental Materials

Students will be required to purchase a one-semester subscription to iDecisionGames, an online platform to facilitate in-class negotiation simulations. The fee for this service, including copyright licenses, is $45. Please bring a laptop with you to class, and use Chrome or Safari as your browser when accessing iDecisionGames.

Recommended Texts (optional reading)

Stone, D., Patton, B., and Heen, S. (2010). Difficult Conversations: How to Discuss What Matters Most (10th Edition). New York: Penguin Books. ISBN # 978-0-14-311844-2.

Susskind, L. E. & Cruikshank, J. L. (2006). Breaking Robert's Rules: The New Way to Run Your Meeting, Build Consensus, and Get Results. New York: Oxford University Press: ISBN # 978-0195308365.

DRAFT

2

Course Prerequisites None Course Description Introduces the techniques of dispute resolution. Emphasizes the processes of mediation, facilitation, and negotiation. Examines techniques suggested by practitioners and researchers regarding best practices for effective negotiation. A central part of the course requires students to participate in and evaluate negotiation simulations. Course Outcomes This course will provide you with the following learning opportunities:

• To become more confident and purposeful in your personal and professional negotiations

• To avoid being pressured into agreements that aren’t right for you • To achieve fair, mutually-beneficial, and lasting agreements • To help others solve differences on their own terms through the exercise of neutrality,

self-determination, and informed consent Course Methodology In this class, you will be expected to:

• Complete all assigned readings • Complete all online lecture materials • Participate in classroom discussions • Participate in the online discussion board • Prepare and participate actively in negotiation simulations • Complete and submit all assignments by their due dates

Writing assignments include two self-reflections on your negotiation simulations, and a final negotiation case analysis. Participation/Discussion Board

• Each week students must post at least: o One primary response to the instructor’s discussion question o You may also be asked to submit a secondary response, either to a follow-up

question I ask or to another student’s post • Participation in the online discussion is worth 20% of the total course grade • Responses should be:

o Respectful of others in the class, allowing for an open flow of opinions and perspectives

o Directly related to the discussion topic and posted questions o Original – presenting your own ideas, perspectives, or questions that

complement or counter, but do not duplicate, what others have said o Concise (250 words or less)

DRAFT

3

o Professional in quality -- fully edited for logic, grammar, and spelling Communication/Submission of Work In the Assignments folder, click on the View/Complete Assignment link. Attach your completed assignments here and click Submit to turn them in. Once your assignment has been graded, you will be able to view the grade and feedback I have provided by clicking on My Grades in the Tools module on the Northeastern University Online Campus tab.

If you have a procedural question or a concern related to your individual work in the class, please speak with me during office hours after class. You can also reach me by email, or by phone for time-sensitive issues. The online discussion board should only be used for course-wide topics directly related to the subject matter of the course. Grading/Evaluation Standards Assignments will be weighted as follows towards the final grade in the class:

• In-class participation, including negotiation simulations and debriefs: 20% • On-line discussion board participation: 20% • Written self-reflections on negotiation simulations: 25% • Written negotiation case analysis: 35%

Unless otherwise specified, each assignment is due by midnight on the date indicated. Late written assignments will be subject to a grade level deduction. There are no make-up dates or extensions for the assignments except for documented personal emergencies or special permission granted by the instructor in writing. Special permission must be requested in writing to the instructor at least two days prior to the due date of the assignment. Due to grading deadlines, no late submissions or extensions are possible during the last week of the class. Late discussion board responses will receive no credit. Class attendance each week is mandatory to ensure the viability of negotiation role-play simulations. Written assignments must be clear, concise, and on-topic. Please proofread all assignments and discussion board posts for logic, grammar, and spelling before submitting your work, as the quality of your writing will factor into your grade. Negotiation Case Analysis Your case analysis should be 5-6 double-spaced pages, using APA style guidelines. You may choose from a negotiation that took place in the past, one that is currently in the news, one that you experienced personally, or one that you anticipate having and would like to prepare for. The emphasis of the paper should not be a recitation of facts and events surrounding the negotiation, but rather an analysis of the negotiation dynamics directly relating to the themes and concepts presented in class.

Class Schedule / Topical Outline

DRAFT

4

Week Dates Topic Assignments

1 Thu, Nov 2

Introduction Opening Exercise

Learning Opportunities & Logistics What is Negotiation?

Negotiation Styles Positional Bargaining

Interest-Based Negotiation

Getting to Yes, Ch. 1-5 -

Role Play Simulation: Sally Soprano

2 Thu, Nov 9

Negotiation Framework The Seven Elements of Negotiation Using the Framework to Measure

Success

3D Negotiation, Ch. 1-3 -

Role Play Simulation: 67 Fish Pond Lane

3 Thu, Nov 16 Claiming Value

Barriers to Negotiation Setup Techniques for Claiming Value

3D Negotiation, Ch. 4-7, 12 Self-reflection #1 due

- Role Play Simulation: Power Screen Problem

Sun, Nov 19 – Sun, Nov 26 No Class - Thanksgiving Holiday Break

4 Thu, Nov 30

Creating Value Deal Design

Dovetailing Interests Durability of Agreements

3D Negotiation, Ch. 8-11 Self-reflection #2 due

Submit case analysis topic -

Role Play Simulation: The Tendley Contract

5 Thu, Dec 7

Negotiation Dynamics The Role of Gender

Cross-Cultural Negotiation Ethical Considerations

Power Rights and Interests

Getting to Yes, Ch. 6, see Blackboard for other

required reading -

Role Play Simulation: Social Services

6 Thu, Dec 14

Mediation and Facilitation Mediation Principles and Practices

Multi-Party Negotiation Facilitation and Consensus Building

Final Class -

3D Negotiation, Ch. 13, see Blackboard for other

required reading Case Analysis due

Academic Integrity Policy The University views academic dishonesty as one of the most serious offenses that a student can commit while in college and imposes appropriate punitive sanctions on violators. Here are some examples of academic dishonesty. While this is not an all-inclusive list, we hope this will help you to understand some of the things instructors look for. The following is excerpted from

DRAFT

5

the University’s policy on academic integrity; the complete policy is available in the Student Handbook. The Student Handbook is available on the CPS Student Resources page > Policies and Forms.

Cheating – intentionally using or attempting to use unauthorized materials, information or study aids in an academic exercise

Fabrication – intentional and unauthorized falsification, misrepresentation, or invention of any data, or citation in an academic exercise

Plagiarism – intentionally representing the words, ideas, or data of another as one’s own in any academic exercise without providing proper citation

Unauthorized collaboration – instances when students submit individual academic works that are substantially similar to one another; while several students may have the same source material, the analysis, interpretation, and reporting of the data must be each individual’s independent work.

Participation in academically dishonest activities – any action taken by a student with the intent of gaining an unfair advantage

Facilitating academic dishonesty – intentionally or knowingly helping or attempting to violate any provision of this policy

For more information on Academic Integrity, including examples, please refer to the Student Handbook, pages 9-11.

Northeastern University Online Policies and Procedures For comprehensive information please go to http://www.cps.neu.edu/online/

Northeastern University Online Copyright Statement Northeastern University Online is a registered trademark of Northeastern University.

All other brand and product names are trademarks or registered trademarks of their respective companies.

This course material is copyrighted and Northeastern University Online reserves all rights. No part of this publication may be reproduced, transmitted, transcribed, stored in a retrieval system, or translated into any language or computer language, in any form or by any means, electronic, mechanical, magnetic, optical, chemical, manual, or otherwise, without the express prior written permission of Northeastern University Online.

Copyright 2017 © by Northeastern University Online All Rights Reserved

DRAFT