OAKLAND UNIVERSITY

SCHOOL OF EDUCATION AND HUMAN SERVICES

DEPARTMENT OF HUMAN RESOURCE DEVELOPMENT
HRD 323Negotiation for Personal Success--45984
Fall, 2006
Wednesday 1:20-4:40 p.m.
Room 308 Pawley Hall
Instructor

Office Hours

Mark S. Doman J. D.
Phone: (248) 370-4271
Email: doman@oakland.edu
Fax: HRD Department (248) 370-4095
Tuesdays 2-5 pm 435C Pawley Hall

Course Credits

Course
Description

This course integrates the intellectual analysis of negotiation

theory with the development of negotiation skills. The course focuses
on two core approaches to negotiation, the psychological subprocesses of negotiation and the strategies that can be used by the
parties to resolve breakdowns in the negotiation process. This course
satisfies the university general education requirement in the
knowledge application integration area.
Prerequisite for knowledge application: Completion of the general
education requirement in the social science knowledge exploration
area.

Required Texts

Lewicki, R. J., Barry B., Saunders D. M. & Barry B. (2005).

Negotiation 5th ed. New York, NY: McGraw-Hill/Irwin
Lewicki, R.J., Barry B., Saunders D. M. Minton J. W. (2003).
Negotiation: Readings, Exercises, and Cases 4th ed. New York, NY:
McGraw-Hill/Irwin
Ury, W. (1991). Getting Past No: Negotiating with Difficult People.
New York, NY: Bantam Books

Prerequisite

A General Education Social Science course before enrollment.

Supporting
Information

Other handouts and online links will be provided as required to

supplement the textbook and periodicals through WebCT.

Knowledge
Applications
Learning
Outcomes

The student will demonstrate:

How knowledge in a field outside of the students major can
be evaluated and applied to solve problems across a range of
applications
Knowledge of the personal, professional, ethical, and societal
implications of these applications

Course
Objectives

After completing this course, students will able to:

1. Understand the major concepts and theories of negotiation.
2. Understand the fundamental principles and practices of
successful negotiation strategies in a variety of organizational
contexts.
3. Demonstrate skills in two approaches to negotiation
(distributive and integrative).
4. Apply negotiation policies and principles to multiple
scenarios.
5. Understand and apply the basic psychological principles and
theories related to negotiation.
6. Understand and apply the basic communication principles
and methods related to negotiation.
7. Understand and demonstrate how to overcome barriers to
successful negotiated agreements.

Attendance

Attendance is mandatory. Given the nature of the class, your

attendance and participation is critical. Absence from class will
negatively affect your grade according to the following schedule:
1. An attendance sheet will be available at the beginning of
each class. It is the students responsibility to sign in.
Students will receive two (2) points for each sign-in.
2. If a class is missed on an assignment due date, the
assignment will still be due at the time noted in the syllabus.
3. Each student is responsible for obtaining notes and handouts
for the missed class; the instructor will not keep them.
4. It is the students responsibility to contact the Instructor
should the University be closed due to inclement weather for
instructions on assignments and coursework.

Expectations

Plagiarism

Come to class prepared. In my own preparation, I assume that

you have at minimum completed the assigned readings each
week.
Turn in your assignments on time. Late assignments will carry a
five (5) point penalty.
Do your fair share, and help others participate and learn.
Think critically and provide constructive feedback.
Participate in and contribute fully to your team project.

n 1: a piece of writing that has been copied from someone else and is
presented as being your own work 2: the act of plagiarizing; taking
someone's words or ideas as if they were your own.
Source: WordNet 1.6, 1997 Princeton University. www.dictionary.com

Plagiarism is prohibited and could result in severe penalties up to

and including expulsion from the university.

Evaluation &
Grading

You will be evaluated based upon Individual and Group Performance

the quality of your work and participation.
Grading
Course Understanding & Application [CUA]
CUA I
CUA II
Negotiation Team Project
Journal
Class Participation

400 points total:

100 points
100 points
100 points
76 points
24 points

Competition

Your classmates are not the competition. In the classroom and on

project work, they are a resource and together you have an opportunity
to further your learning. Grading will therefore be on a straight scale
(not on a curve), based on consistent standards.

Participation

Active involvement in all aspects of class is expected. Some ground

rules: 1) Enter into the discussion and group exercises enthusiastically;
2) Share your knowledge and experience; 3) Confine your discussion to
the topic at hand; 4) Listen and take accurate notes; 5) Provide
constructive feedback and receive it openly; 6) Appreciate others
points of view; 7) Let others speak; 8) Know your stuff!

Negotiation
Team Project

Teams will negotiate the Eurotechnologies Inc. [EI] case. One team
will represent top management and another team will represent the
R & D scientists.
The negotiation process will have four [4] parts:
1. Initial Negotiation Strategy and Protocol
2. Pre-Negotiation Planning
3. Opening round (s)
4. Final round and Settlement
The purpose of this team project is to apply the negotiation concepts
you have learned in the course to a complex HRD case. The work
products will be:
1. 10 minute PowerPoint presentation of each part15 points
each
2. 20 minute PowerPoint final presentation40 points

Journal

Each individual student will be responsible for the preparation and

maintenance of a personal journal. It is personal in that only two people
will see it: you and the professor. The purpose of the journal is to
record your thoughts, insights and introspections to the group
exercises, readings, videos, in-class discussion following each class
session. More detail on the journal will be provided on the first day of
class. The journal will be graded only once at the end of semester.
Journals will be submitted twice during the semester for ungraded
feedback to determine if the journals are on the right track.

HRD Negotiation for Personal Success- Course Schedule*

Date
August 30

Pre-Class Assignment
Buy textbooks and read syllabus

September
6

Complete Exercise 4The Used Car

Reading: Lewicki Chpt. 1 The Nature of Negotiation &
Ury Overview: Breaking Through Barriers to
Cooperation
Recommended: Lewicki RCE Chpt.1-1
Preview Exercise 10Salary Negotiations
Reading: Lewicki Chpt. 2 Strategy and Tactics of
Distributive Bargaining & Ury Prologue: Prepare,
Prepare, Prepare
Recommended: Lewicki RCE Chpt. 3-2
Preview Exercise 7Universal Computer I
Reading: Lewicki Chpt. 3 Strategy and Tactics of
Integrative Negotiation & Ury Chpt. 1 Dont React-GO TO THE BALCONY
Recommended: Lewicki RCE Chpt. 4-1
Preview Exercise 8Universal Computer II
Reading: Lewicki Chpt. 4 Negotiation: Strategy and
Planning & Ury Chpt. 2 Dont ArgueSTEP TO
THEIR SIDE
Recommended: Lewicki RCE Chpt 2-2
Study

September
13

September
20

September
27

October 4

In-Class Work
Introductions, Review Syllabus
Course Overview
Prada Purse Group Exercise
Preview Exercise 4
Debrief Exercise 4, HNP Video
[Intro], Lecture, Complete The
Personal Bargaining Inventory
& Group Exercise
Lecture, HNP Video [1],
Complete Sins II Scale &
Group Exercise 10

Lecture, HNP Video [2],

Complete The Influence
Tactics Inventory & Group
Exercise 7
Lecture, HNP Video [3],
Complete
The Trust Scale &
Group Exercise 8
CUA I & Journal Submission

October
11

Reading: Lewicki Chpt. 5 Perception, Cognition and

Emotion & Ury Chpt. 3 Dont Reject--REFRAME
Recommended: Lewicki RCE Chpt. 5.3

October
18

Preview Exercise 11Job Offer Negotiations

Reading: Lewicki Chpt. 6 Communication & Ury Chpt.
4 Dont PushBUILD THEM A GOLDEN BRIDGE
Recommended: Lewicki RCE Chpt 5.1
Review Eurotechnologies Inc. [EI] Case
Reading: Lewicki Chpt. 7 Finding and Using
Negotiation Power & Ury Chpt. 5 Dont Escalate
USE POWER TO EDUCATE
Recommended: Lewicki RCE Chpt 6.1

Lecture, HNP Video [5] &

Group Exercise 11
Select Teams

Reading: Lewicki Chpt. 8 Influence & Ury

ConclusionTURNING ADVERSARIES INTO
PARTNERS
Recommended: Lewicki RCE Chpt 7.2
Study

Lecture, HNP Video [7] &

Team Project Part 1
Presentations

October
25

November
1

November
8

Lecture, HNP Video [4],

Review CUA & Journal
Feedback

Lecture, HNP Video [6] &

Discuss EI case

CUA II & Journal

Submission

Date
November
15
November
22

November
29

Pre-Class Assignment
Reading: Lewicki Chpt. 10 Relationships in
Negotiation
Recommended: Lewicki RCE Chpt 8-3 & 4
Reading: Lewicki Chpt. 14 Individual Differences I:
Gender and Negotiation
Recommended: Lewicki RCE Chpt 10-1
Reading: Lewicki Chapt. 17
Managing Negotiation Impasses

In-Class Work
Lecture &
Team Project Part 2
Presentations
Lecture &
Team Project Part 3
Presentations
Lecture &
Final Presentations
& Journal Submission

*While every effort will be made to maintain the schedule outlined, class schedule, assignments, etc. are subject to
change throughout the semester.