CLAYTON STATE UNIVERSITY
SCHOOL OF BUSINE S S
Preliminary Syllabu s
Negotiation and Disput e
Re s olution in Busin e s s
In my opinion, there never was a
good war or a bad peace. When will
mankind be convinced and agree to
settle their difficulties by arbitration?
-- Benjamin Franklin
Don't be afraid of opposition. Remember, a kite
rises against; not with; the wind.
True peace is not merely the absence of
tension: it is the presence of justice.
--MARTIN LUTHER KING, JR.
Course Section & No.: MGMT 3520 85261-01
MKTG 3520 85271-01
Tuesday , Thursday , 4:30 p. m. – 5:45 p. m.,
Instructor: Judith Stilz Ogden , J .D., LL.M., M.S.T.
Office: A 40 A (Through the kitchen )
Phone : (678)-466-4509
E-Mail: jogden @ clayton. edu
Web page : http://business . clayton . edu /jogden /
This syllabus is a guide for the semester . As such , it is subject to change during the
semester as circumstances may warrant. Stud ents are respon sibl e for reading the
syllabus , and also for learning of any changes made during missed classes .
The MISSION OF THE SCHOOL OF BUSINES S is to :
Prepare a diverse student body for business and professional careers by
providing a quality education .
n Provid e a student- centered environment , using technology to enhance
g Support faculty in applied and instructional research and service to the
n Serve primarily the metropolitan Atlanta area .
This course will explore the concept of negotiation in both the national and
international environments . Attention will be paid to topics such as strategies and
tactics , non-
verbal communication, and ethical and cultural aspects . Other forms of dispute
resolution used in business , such as mediation and arbitration will also be addressed ,
and the design of conflict management programs will be examined .
COURSE PREREQUISITE :
MGMT 3101 with a minimum US grade of C
OR MKTG 3101 with a minimum US grade of C
GOALS AND OBJECTIVES OF THIS COURSE
1. To help students understand the causes of conflict.
2. To introduce students to the various types of dispute resolution.
3. To help students learn to communicate more effectively.
4. To demonstrate to students various techniques used in resolving conflict.
5. To help students to negotiate more effectively.
6. To have students learn how to analyze negotiation situations .
7. To demonstrate to students how to develop a plan for effective negotiating.
8. To illustrate the many ways in which conflict resolution methods can be used in
9. To discuss the steps necessary to develop in-house conflict resolution
The competencies shown below are assessed through the shown activities:
Compet e n ci e s Activity
a. Written communication Written assignments including a written
analyses of negotiations and a paper
comparing mediation to arbitration
b. Oral communication Class participation, including role-plays ,
and participation in a hearing .
2. Busin e s s Ethics Discussion of ethical issues in
3. Critical Thinking Skills Skills are used in planning negotiation
strategies , analyzing negotiation and
arbitration hearing results .
4. a . Interpers on al Skills Group assignments and negotiations .
b. Appreciation for Diversity Diversity in group work . Cross cultural
5. Knowled g e of the Busin e s s
a . Economics Discussion of results of using ADR as
an alternative to litigation.
b. Behavioral Sciences Discussion of workplace negotiating
and conflict management .
c. Global Issues International negotiation role-play.
d. Political Influence Discussion of law applying to ADR.
Legal issues are the subject of the
negotiation, mediation, or arbitration.
e . Management ADR use to resolve management
5. Us e of Technolo gy Lexis/Nexis and Internet online search
activities ; use of email, WORD and
PowerPoint. Discussion of online
REQUIRED TEXTBOOK :
The Mind and Heart of the Negotiator (Third Edition); Leigh L. Thompson
(Pearson / Prentice Hall)
Role-plays : Students must pay a licensing fee to use the role-play fact patterns . The
nonrefundable cost is $28, and this must be paid IN CASH in the School of Business
office before the first role-play. No role-play assignment will be given to any student
who has not paid this fee .
METHODS OF INSTRUCTION :
Methods of instruction employed in this course include lectures , class discussions ,
role-plays , and problem solving.
EVALUATION AND GRADING
The basis for evaluation of student performances includes class participation, papers
and assignments , and quizzes .
Students may also be required to conduct research in the library and on computers .
CLASS ATTENDANCE IS REQUIRED. The course will include many in-class and
group assignments . These cannot be made up, and one student’s absence creates a
burden and inconvenience to other students . Any student who has MORE THAN 3
ABSENCES , FOR ANY REASON, WILL RECEIVE AN AUTOMATIC GRADE OF “F” IN
THE COURSE .
Students will be expected to participate in class discussions at each class session .
Tape recording of clas s s e s s i o n s will not be permitted .
Cell phones and pagers must be on “silent” mode . Students are expected to arrive on
time for classes , and to behave in a polite and respectful manner .
Students with disabilities who require reasonable accommodations need to register
with Disability Services . They can be contacted at disabilityservices @ mail.clayton. edu
or by going to their office in Student Center 255. If you do qualify for services , please
bring your letter of accommodation to the instructor as soon as possible. Please make
an appointment to discuss your specific needs and review course requirements , if
No make- up quizzes or role-play assignments will be given. The instructor will drop
the lowest quiz grade and journal entry grade .
Subject to the above , in determining the final grade for the course , the instructor will
weigh evaluative factors approximately as follows:
Class Participation 100
(This includes 25 points for the quality
of discussions in class and 75 points
for performance on
role-plays / exercises .)
Quizzes 100 each
Journal entries (Analyses of negotiation
role-plays .) 100 each Due 2
classes after the
conclusion of the role-
Mediation/ arbitration paper 200 Due on the date
scheduled for final exam .
There are other factors involved in determining the final grade , such as record of
progress or not during the semester , which cannot be translated into numerical values .
The weighing of factors such as these lies within the discretion of the instructor.
The GRADING in the course will be as follows:
F=59% or less .
ALL written assignments are expected to be typed , and to be submitted in correct
English grammar , usage , and spelling. Grade reduction will result in the case that
such errors occur. Papers should be double- spac e d and pages should be stapled
To receive full credit, all assignments must be submitted on time . Late papers will be
down-graded . However , no assignment will be accepted after the last day of class .
Except when working on group assignments , students will be expected to work
independently. Assignments that are not the student ' s original work are not
acceptable . Assignments consisting of cutting and pasting from online sources are not
considered the student’s work.
Academic integrity is of paramount importance at Clayton State University. Students
should familiarize themselves with Clayton State University’s policies on cheating and
plagiarism by referring to the Students Code of Conduct. The instructor will
immediately refer any suspected misconduct to the Office of Judicial Affairs.
STUDENT POLICIES :
Students are expected to abide by all policies in the University Catalog , Student
Handbook, and the list of Basic Student Responsibilities posted on the Registrar’s Web
site : http:// adminservices . clayton . edu / registrar/ .
It is University Policy that every student will own or have access to a notebook
computer . Students are responsible for having or obtaining basic computer skills
including email, Web Surfing, and word processing .
All students are expected to have a University email address . This will be the
primary manner in which I contact you. You will be expected to check your email
regularly. I will try to check my email once a day unless I am out of town.
Although , as a general matter , the instructor does not believe in nor does she
encourage the students to rely on extra credit, such credit may be earned in limited
situations . A student may receive 10 points by attending a lecture or program
presented by the University on law, business , or ethics . The student must generally
submit a typed paper of approximately 2 pages in length describing what was
discussed , who spoke , and when and where , in order to receive the credit. NO credit
will be given for papers with grammatical, typing or spelling errors . The student should
check with the instructor before hand to see if a presentation is acceptable .
Extra credit alone will not convert a failing grade to a passing grade .
EVALUATION OF COURSE AND INSTRUCTOR
Course evaluations will be prepared in class . Students will be required to bring their
laptop computers to class that week. Student participation with these evaluations is
critical if Clayton State is to provide a quality education .
OFFICE OF ACADEMIC AND CAREER ADVISEMENTS
All students are encouraged to meet with the School of Business Advisors , and to avail
themselves of the resources found on the advisement website :
http://business . clayton . edu / advisement / default.htm
THE CCSU POLICY CONCERNING CHILDREN IN CLASSE S AND ON-
• Children are not permitted in classrooms .
• Faculty will not allow children to be present in their classrooms . If a student
brings children to class , the student and children must be told to leave the
• Unattended children will not be permitted on-campus (in hallways , the gym, the
library, outside of buildings , etc.).
• Public Safety (770 961-3540) will be notified if unattended children are observed
on campus . If faculty or staff observe unattended children on-campus , they are
responsible for informing Public Safety. The campus police will take any
unattended children to the classroom of the parent , and will get the parent out
of class . The parent will not be permitted to bring such children into the
• Parents are referred to Campus Life (UC Room 258, 770 961-3510) for information
concerning childcare facilities off-campus .
Financial Aid, including grants , scholarships and loans , can only be used to cover the
costs of courses that are required for your currently declared major. It is your
responsibility to contact the Office of Financial Aid to request an adjustment to your
award if you register for courses that cannot be covered . If you do not do so, you will
eventually be billed for any financial aid that you have received for courses that were
not required for your declared major. It is also your responsibility to re-apply for
financial aid each academic year ; applications become available January of each year
for the following fall semester . If you are unsure about your major, go to the Duck to
see how it is listed . If you are unsure about what is covered under financial aid, please
call the financial aid office. Also, please note that the HOPE Scholarship only covers
127 hours . (There are some minor exceptions for students taking additional hours to
pursue the CPA designation.) Courses that you have withdrawn from will count
towards those hours .
OTHER IMPORTANT PHONE NUMBERS
* Public Safety: 770-961-3540 (must dial all 10 digits.)
* Student Life and Orientation: 678-466-5422
* Financial Aid: 678-466-4185
Finally, to reiterate , in order to be successful in this class , students should be familiar
with and follow Ogden’s Rules below.
1. Attendance is required .
2. Role is taken at the beginning of class . Students must be in the classroom
within the first 5 minutes of class (according to my watch) to receive credit for
3. Assignments will not be accepted through email.
4. Students’ grades will not be given out over the phone or in email messages .
5. No make- up exams will be given .
6. All assignments must be typed , double- spaced , and free of errors . Pages must
be stapled together .
7. No assignments will be accepted after the last day of class .
8. Students are responsible for all material in the assignments , and for everything
discussed and covered in class .
9. There are no make- up assignments for extra credit assignments .
10. Students arriving late for an exam will not be permitted to take the exam once
the first student turns in his or her exam and leaves the room.
11. No cell phones may be out during exams . No phone calls may be received .
Cell phones may not be used as calculators .