Course Syllabus
Contact Information
Course Details
For a list of course activities, scroll to the bottom of this page.
Course Delivery
- Synchronous Online: Learning occurs online and in real time, using technology such as web-conferencing software for synchronous interaction. Live Sessions will occur weekly on Mondays via Zoom, 7:00 - 9:00 PM.
Course Materials
-
Diamond, Stuart (2012). Getting More: How You Can Negotiate to Succeed in Work and Life.
- Two chapters from Lewicki, Saunders, & Barry (2020) "Negotiation." 7th Edition. McGraw Hill. Posted on Canvas.
-
Articles from the Harvard Business Review. Posted on Canvas.
Weekly Routine
- Readings
- Homework
- Quiz
- Prep Template
- Live Sessions
Program Learning Outcomes (PLO)
- Demonstrate competency in the application of technology to business.
- Demonstrate decision-making and problem-solving skills in specific domains.
- Exhibit global awareness and strategic perspectives of solutions.
- Understand ethical issues in business.
- Demonstrate leadership and teamwork skills.
Course Learning Outcomes (CLO) Alignment
| CLO | Description | PLO |
|---|---|---|
| A | Identify your natural negotiation strengths and weaknesses. | 5 |
| B | Recognize different bargaining strategies and the situations which demand them. | 3, 4 |
| C | Apply key components of the negotiation process. | 2 |
| D | Analyze and successfully apply bargaining leverage in negotiations to achieve intended outcomes. | 2 |
| E | Identify integrative potential and apply it to achieve your goals in diverse negotiation situations. | 3, 4, 5 |
| F | Reflect on the concepts you learned in this course with regard to your own profile to develop an action plan for continued growth. | 3, 5 |
Grades Breakdown
| Activity | Description | Points |
|---|---|---|
| Attend Live Sessions (Required) | Seven sessions; worth 30 points each. | 210 |
| Participation and Professionalism | Points based on Live Session participation in discussions and debriefs. | 200 |
| Homework Assignments | Six assignments; five worth 25 points, second to last worth 35 points. | 160 |
| Quizzes | Six quizzes; worth 15 points each. | 90 |
| Prep Templates for Negotiation Simulations | Six prep templates; worth 15 points each. | 90 |
| Negotiation Development Plan | Personal writing assignment to integrate what you've learned about yourself and negotiating and to continue improving. | 50 |
| Final Exam | Comprehensive multiple-choice exam. | 200 |
| Total | 1,000 |
Scale
| Percentage | Letter Grade |
|---|---|
| 90–100% | A |
| 80–89% | B |
| 70–79% | C |
| 60–69% | D |
| Below 60% | F |
Course Components
Grading
Attendance, quizzes, and the final exam are graded automatically. The course instructor will grade participation and professionalism and the negotiation development plan and a course TA will grade the homework and prep templates. The following criteria will be used to grade all written work in the course: (1) effort and engagement, (2) connection to course concepts, and (3) writing and organization. Late assignments are docked 20% per day they are late.
Attendance
Attendance is required and points are allocated for every session. As working professionals, I understand you may need to miss a session for a valid reason. You can thus make up one, and only one, absence by doing the following makeup assignment:
- Log in and use the OU library search tools to find HBR (Harvard Business Review) articles on any subject.
- Read 3 HBR articles of your choice (except ones we read for class) and write a brief paragraph for each article on how they can be helpful to you right now at work, in your organization, or for your career. Be specific, not general, and don't use any form of AI.
- Email to me within 1 week of the missed session.
Participation and Professionalism
Active participation (quality, quantity, and consistency) and professionalism are critical in our Live Sessions. The discussions, negotiation simulations, and debriefs we do during the Live Sessions form the foundation for skill development. Active participation by preparing, engaging, and talking every Live Session not only increases what you remember but enriches the learning experience for everyone. I grade participation after every Live Session and will determine each person's final score at the end of the course.
-
Negotiation Simulations
This class relies heavily on 'role play' exercises during which students will negotiate with one another. It is essential that everyone takes these role plays seriously. Your effort to act out the roles and negotiate seriously will have a direct impact on what you and others get out of the class. You are encouraged to experiment with new approaches, learn from your previous mistakes, and be creative during these exercises. After each negotiation simulation, we will discuss the outcomes reached, strategies used, strengths and weaknesses, and lessons learned. All students are expected to contribute to these discussions regardless of your role so share openly every session.
Homework Assignments
Weekly homework assignments require students to do various tasks such as completing a self-assessment survey, doing a specific negotiation activity on your own, or analyzing a negotiation situation. In each assignment, you will reflect on the negotiation elements involved and write a brief paper discussing them. You are encouraged to apply personal and/or professional experiences to these scenarios where applicable. Homework will first be graded by the course TA after which I review the grades.
Quizzes
Weekly quizzes check comprehension of concepts and skills presented in the posted readings and/or videos. The quizzes hold you accountable for materials and help ensure you gain the background information needed to get the most out of the Live Sessions. Quiz items are drawn directly from the assigned materials and reflect what students should be familiar with in the Live Session and the content and skills tested on the Final Exam. Quizzes are 'closed book' meaning you are NOT allowed to use any resources other than your memory.
Prep Templates for Negotiation Simulations
Each week, you will prepare for the Live Session negotiation simulations by completing a prep template. This template is based on Diamond's Problem Solving Model, and will require that you complete a series of questions in advance of the Live Session negotiation simulation.
Negotiation Development Plan
At the end of the course, you will write a personal development plan focused on your personal negotiation skills. The purpose of this assignment is to integrate what you have learned about yourself and effective negotiations in order to create a plan that will help you further develop these skills. In addition to an introductory paragraph and a concluding paragraph, each paper will have three parts:
- 1) describe in your own words what is required for effective negotiating,
- 2) a reflection of your own personal negotiating strengths and weaknesses, and
- 3) a few specific goals to continue to develop your skills after the course.
The paper must include a title page and be no more than 5 double-spaced pages in length, using 12 point Times New Roman font and one-inch margins. You are welcome to include tables, graphs, or appendices, but they are not required.
Final Exam
This comprehensive exam will cover everything from the course and consist of multiple-choice questions. Readings, videos, negotiation simulations and our discussions of them afterward, and your notes from class discussions are primary sources to study for the exams. Some questions will test your knowledge of the various principles from readings and discussions, while others will test your ability to apply that knowledge in specific situations, or to analyze a situation using principles of effective negotiating. The final exam is 'closed book' meaning you are NOT allowed to use any resources other than your memory.
Extra Credit
I will allow a maximum of 20 points of extra credit in the course. First, top performers on one or two predetermined exercises will receive 10 points of extra credit. I will explain specifics when I introduce the particular exercise. Second, students may hand in a negotiation analysis paper, or two, worth 10 points each. For this paper, pick a negotiation experience (past, present, or future) from your life and analyze the strengths and weaknesses using knowledge of effective negotiations from the course. The length of this paper should be about two to three double-spaced pages using 12-point Times New Roman font and one-inch margins. You can hand in two papers for all the extra credit if you wish.
Course Policies
Communication
- Pay attention to 'announcements' on Canvas for important course updates.
- If you have a personal question (grades, feedback, requests for special accommodation, etc.) please email me.
- If you have tech questions, please contact OU IT at needhelp@ou.edu. or call 405-325-HELP (4357).
Feedback
Assignment grades are posted about a week after submission. Let me know if you have any questions or wish to discuss them further.
Late Policy
Late assignments will receive a 20% deduction for each day the assignment is late.
Plagiarism
Plagiarism is the most common form of academic misconduct at OU. There is basically no college-level assignment that can be satisfactorily completed by copying. OU's basic assumption about writing is that all written assignments show the student's own understanding in the student's own words. That means all writing assignments, in class or out, are assumed to be composed entirely of words generated (not simply found) by the student, except where words written by someone else are specifically marked as such with proper citation. Including other people's words in your paper is helpful when you do it honestly and correctly. When you don't, it's plagiarism.
For more information about plagiarism, watch this video and then take this short course offered by University Libraries.
University Academic Policies and Student Support
Access the University Academic Policies Document.
Course Summary:
| Date | Details | Due |
|---|---|---|