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Course Syllabus
Fall 2013
MANAGING DIFFERENCES:
RESOLVING CONFLICT & NEGOTIATING AGREEMENTS
PUAF 752
Monday
4:15 6:45 P.M.
Faculty:
Charles G. Field, Ph.D.
COURSE ABSTRACT
This course is designed to enhance the students negotiation and leadership skills for
managing differences between individuals and groups. The students will study the nature
of conflict, learn how to handle two and multiparty conflicts. The course will be a blend
of skill building exercises and theory discussions about the behavior of individuals to
understand the negotiation dynamics.
REQUIRED TEXTS
Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without
Giving In. New York: Penguin Books. ISBN 0-14 01.5735-2
Stone, D., Patton, B., & Heen, S. (1999, rev. 2010). Difficult Conversations: How to
Discuss What Matters Most. New York: Viking Press. ISBN 978-0-14-311844-2
Ury, W. (1991, 1993). Getting Past No: Negotiating with Difficult People. New York:
Bantam Books. ISBN 978-0-553-37131-4
Cases are from the Harvard Negotiation Program and some reproduced articles will be
provided in class. Each student will be charged approximately $25-$30 for the cases
which covers royalties and shipping costs. Students who might have financial difficulties
should notify the instructor at the beginning of the course.
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COURSE OBJECTIVES
Students who complete the course successfully will:
The University of Maryland, College Park has a nationally recognized Code of Academic
Integrity, administered by the Student Honor Council. This Code sets standards for
academic integrity at Maryland for all undergraduate and graduate students. As a student
you are responsible for upholding these standards for this course. It is very important for
you to be aware of the consequences of cheating, fabrication, facilitation, and plagiarism.
Any suspicion on the part of your instructor will result in your immediate referral to the
Universitys Student Honor Council for investigation. Academic dishonesty is a serious
offense that may result in suspension or expulsion from the University. For more
information on the Code of Academic Integrity or the Student Honor Council, please visit
http://www.shc.umd.edu.
STUDENTS WITH DISABILITIES
Please contact the instructors of this course as soon as possible if you have a documented
disability and wish to discuss academic accommodations.
COURSE OUTLINE
Session
Date
9/9
Description
Introduction to the course. An exercise will be conduct to explore
our negotiating tendencies. The oil pricing exercise is intended to
highlight tendencies we have when we negotiate and these
tendencies will then serve as a baseline from which the class will
explore better approaches to negotiation and conflict management.
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Exercise: Oil Pricing
2
9/16
9/23
9/30
empathy.
with an
10/7
.
Readings Due: Start Getting Past No
Reflection Paper #2 Due
6
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specific actions to take. This logic will be applied to a current
public policy situation. The class will also explore the importance
of empathy in negotiations
Exercise: Role Reversal; Circle Chart Analysis
Readings Due: Review Getting to Yes: pp 66-70.
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10/28 Dealing with Difficult Conversations The students will explore the
various intra- and inter-personal dynamics that lie at the heart of
many difficult negotiations. Attention will be given to three
conversations. Additionally, class members will be assigned roles
and have a briefing on the subject matter. Roles for the conflict to
be negotiated in class sessions 14 and 15 will be assigned.
Exercises: Intrapersonal Exploration, adapted from Alice Miller.
Casino
Readings Due: Difficult Conversations
11/4
U.S.S.R. and
Cuba. Preparation outside of class is expected.
10
11
11/18
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centers on the current negotiations (or lack thereof) between
Israelis and Palestinians. Ambassador Wilcox will give an
overview of the conflict to the whole class and then meet
separately with each party (of which there will be six) to respond
to specific questions.
12
11/25
13
12/2
14
12/9
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experiences? What impact does this have on the quality of negotiated
outcomes? What steps might you take to ameliorate this pattern? While
not formally graded, you will receive comments about your reflections.
Papers will receive a grade of Well done, Satisfactory, or Needs
Improvement. . The first paper will be treated as advisory so as to
provide feedback on the nature of this analysis. If it is given a well done
that grade will be included in the grading. The second reflection paper
will be graded for credit.
Principled-Negotiation Analysis (5-7 pages)
DUE: 11/11 Students are to demonstrate mastery of interest-based
(principled) negotiation by completing an analysis of a two-party conflict.
The paper must use all nine elements and detail the type(s) of conflict
strategies present. You may write on a topic that is personal to you or a
public policy matter. It should be one about which you have a good
understanding. The topic may be one you have studied in another course.
The topic may be a negotiation that has already been completed or one
that is still in progress. If it is a completed negotiation, it must be one
which could have been significantly improved had concepts covered in the
course been used.
The purpose of the paper is to apply course concepts. Sound analysis
requires a realistic understanding of the situation so making up facts is not
acceptable. The paper must demonstrate the capacity to step back from the
conflict, analyze the situation from all perspectives and then draw some
conclusions. A justification for ones point of view is not an acceptable
analysis. Appropriate citation to sources of facts and attributed views is
expected.
Integrated Analysis Paper (15-20 pages)
DUE: 12/9
Students are to demonstrate mastery of all major course concepts through
the analysis of a multi-party conflict/negotiation. You may select a
significant public policy issue about which you have some knowledge
either because of personal interest or study in another course. The paper
must reflect a synthesis of concepts in the analysis. A paper to receive a B
must demonstrate proficiency in use of the nine elements, process
considerations and difficult conversations. A higher grade will be earned
by demonstrating a proficiency in the use of other frameworks covered in
class: e.g. circle chart analysis, negotiation styles, handling difficult
situations and multiparty process. A superior paper reflects an integration
of these frameworks. If a topic is chosen that has already been resolved
(successfully or not), the student must critique what happened and how the
conflict could have been handled differently to produce a better result. If
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the negotiation has been completed, it should be one where significant
improvements could have been achieved using concepts covered in class.
You need to know enough the facts surrounding the situation to write a
good analysis. Conjecture about the situation or inventing the facts are not
acceptable. Sound negotiation assessment requires a grasp of real facts
and circumstances.
Submission of Papers You are to submit a hard copy of your papers on the
day they are due and email a copy to Dr. Charles Field at
cfield1@umd.edu.
Readings You are responsible for having the readings done in time for the
classes as listed.
PARTICIPATION:
It is important that you attend all classes. The class is highly interactive
with most of the learning built into the exercises and analysis of their
results. You will be assigned paired and team negotiations. Therefore
other students will be relying on your participation. A great deal of
learning occurs in the discussions and exchanges in class. So you are
encouraged to actively participate.
EVALUATION:
All assignments are graded on an A to F basis, with the exception of
the reflection papers. A work is considered superior performance in the
course, measured by:
technical mastery of key concepts
consistent demonstration of critical thinking
effective synthesis of materials
quality of writing assignments, especially in terms of
clarity of content and absence of grammatical errors
capacity to apply learning in analysis and practice
reflection and growth in personal learning
effectiveness of classroom participation
Each assignment is given the following value towards the final grade:
Reflection Papers
Principled- Negotiation Paper
Integrated Analysis Paper
Participation
10%
25%
50%
15%
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Late assignments will be accepted with prior permission from the
instructor(s). Absent such permission, a penalty of as much as one full
letter grade will be deducted from late assignments.
A grade of incomplete will be granted ONLY in cases of illness or
personal emergency. A contract with the instructor is required.