Apply the theories of negotiation to a conflict of your choice. Take the role of a party and develop a strategy for resolving that conflict using the negotiation process. What type of bargaining will you engage in and why? What will be your strategy for your chosen style of bargaining and why? Reference the readings, any other outside sources and classroom presentations as you describe your negotiating strategy. Your paper should be 20 pages in length, double-spaced.
Goals
Increase understanding of the dynamics of negotiation and dispute resolution;
Learn how to develop and employ a strategy for each negotiation;
Enhance ability to manage and control the negotiation and dispute resolution process;
Increase proficiency in both the distributive and integrative bargaining processes;
Learn how to prepare for negotiation;
Identify strengths and weaknesses in personal negotiating style;
Improve ability to overcome barriers to negotiation;
Consider the ethical implications of negotiation;
Learn how to use influence in the negotiation; and
Gain confidence in your negotiation and dispute resolution skills.
Institutional Learning Outcomes
The mission of Pepperdine University is to strengthen students for lives of purpose, service and leadership. The values expressed in this mission are reflected in Pepperdine’s commitment to several student Institutional Learning Outcomes: knowledge/scholarship, faith/heritage and community/global understanding. School of Law Program Learning Outcomes and course Student Learning Outcomes should advance the Pepperdine mission and the University Institutional Learning Outcomes.
Program Learning Objectives:
Professional Skills Apprenticeship (PS2)
Students will demonstrate professional dispute resolution skills, including lawyering skills.
Moral, Ethical, and Professional Apprenticeship (ME1)
Students will demonstrate knowledge and understanding of a dispute resolution professional’s (including lawyer’s) moral, ethical, and professional responsibilities.
Student Learning Outcomes:
Students will be able to:
Demonstrate knowledge and understanding of the principles, strategies and tactics of negotiations (PS2);
Articulate and apply negotiation theories to a dispute (PS2);
Differentiate between ethical and unethical practices in negotiation and identify potential ethical dilemmas and solutions (ME1); and
Exhibit the skill and confidence of negotiators, including an awareness of psychological encouragements and barriers to consensus (PS2).
Class Policies
Academic Integrity
;
Students are reminded of the Honor Code as referenced in the Student Handbook. Intellectual integrity and academic honesty are both the foundation and the goals for this program. Please reference and review the university policies on the responsibilities and penalties regarding academic honesty at:
http://law.pepperdine.edu/academics/content/academicpolicystatement-post-8.1.09.pdf
http://law.pepperdine.edu/aca ...
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Apply the theories of negotiation to a conflict of your choice.
1. Apply the theories of negotiation to a conflict of your choice.
Take the role of a party and develop a strategy for resolving
that conflict using the negotiation process. What type of
bargaining will you engage in and why? What will be your
strategy for your chosen style of bargaining and why? Reference
the readings, any other outside sources and classroom
presentations as you describe your negotiating strategy. Your
paper should be 20 pages in length, double-spaced.
Goals
Increase understanding of the dynamics of negotiation and
dispute resolution;
Learn how to develop and employ a strategy for each
negotiation;
Enhance ability to manage and control the negotiation and
dispute resolution process;
Increase proficiency in both the distributive and integrative
bargaining processes;
Learn how to prepare for negotiation;
Identify strengths and weaknesses in personal negotiating style;
2. Improve ability to overcome barriers to negotiation;
Consider the ethical implications of negotiation;
Learn how to use influence in the negotiation; and
Gain confidence in your negotiation and dispute resolution
skills.
Institutional Learning Outcomes
The mission of Pepperdine University is to strengthen students
for lives of purpose, service and leadership. The values
expressed in this mission are reflected in Pepperdine’s
commitment to several student Institutional Learning
Outcomes: knowledge/scholarship, faith/heritage and
community/global understanding. School of Law Program
Learning Outcomes and course Student Learning Outcomes
should advance the Pepperdine mission and the University
Institutional Learning Outcomes.
Program Learning Objectives:
Professional Skills Apprenticeship (PS2)
Students will demonstrate professional dispute resolution skills,
including lawyering skills.
Moral, Ethical, and Professional Apprenticeship (ME1)
Students will demonstrate knowledge and understanding of a
dispute resolution professional’s (including lawyer’s) moral,
ethical, and professional responsibilities.
3. Student Learning Outcomes:
Students will be able to:
Demonstrate knowledge and understanding of the principles,
strategies and tactics of negotiations (PS2);
Articulate and apply negotiation theories to a dispute (PS2);
Differentiate between ethical and unethical practices in
negotiation and identify potential ethical dilemmas and
solutions (ME1); and
Exhibit the skill and confidence of negotiators, including an
awareness of psychological encouragements and barriers to
consensus (PS2).
Class Policies
Academic Integrity
;
Students are reminded of the Honor Code as referenced in the
Student Handbook. Intellectual integrity and academic honesty
are both the foundation and the goals for this program. Please
reference and review the university policies on the
responsibilities and penalties regarding academic honesty at:
http://law.pepperdine.edu/academics/content/academicpolicystat
ement-post-8.1.09.pdf
http://law.pepperdine.edu/academics/student-
handbook/law/honorcode.htm
Class Attendance
4. :
Regular and punctual attendance is REQUIRED. Missed
classes will affect your participation grade and can result in an
incomplete, unless excused by the professor. Walking into class
late is disruptive, as is leaving early, so please avoid this
whenever possible.
Course Withdrawal
:
Students must consult with the professor before withdrawing
from the course. Notifying the instructor does not constitute
official withdrawal. To withdraw officially, the student must
submit either a Drop or a Withdrawal form to the Records
Office.
Class Decorum
:
Turn off (or set on vibrate) all cell phones or mobile devices.
Do not read newspapers, books for other classes, or other
outside reading material during class. Professional respect and
courtesy for your fellow students is imperative at all times.
Late Assignments
: An assignment that is turned in late is reduced by one-half
grade for each portion of a 24-hour period that it is late, unless
an extension has been given in advance by the instructor.
Questions Outside of Class
: Questions are welcome before and after class, as well as by
telephone and e-mail.
Religious Observance
: Religiously observant students wishing to be absent on
holidays that require missing class should notify their professor
in writing at the beginning of the term, and should discuss with
them, in advance, acceptable ways of making up any work
5. missed because of the absence.
Disability Accommodations
: :
Any student with a documented disability (physical, learning, or
psychological) needing academic accommodations should
contact the Office of Student Accessibility (Malibu Campus,
Tyler Campus Center 264, 310.506.6500,
[email protected]
) as early in the semester as possible. All discussions will
remain confidential. Please visit
https://www.pepperdine.edu/student-accessibility/ for additional
information.
Required Books & Materials
Charles B. Wiggins & L. Randolph Lowry,
Negotiation and Settlement Advocacy: A Book of Readings,
(2nd ed. 2005).
Roger Fisher, et al.,
Getting to Yes
(2nd ed. 1991) (This is a very reader-friendly paperback that
can be easily be read in two sittings.)
Additional materials in the form of articles, notes, and role-play
problems will be distributed throughout the course.
Grading
Assignment
6. Percentage of Grade
Application of Negotiation Theories to Conflict Paper
75%
Class Participation
25%
Final grades will be submitted prior to the due date set by
Pepperdine University. Please consult with Dr. Lowry directly
if you have any questions regarding your progress throughout
the class. Letter grades will be assigned according to the
percentage of points earned and based on Pepperdine School of
Law grading policies.
Class & Assignment Schedule
Reading Assignment to be completed prior to first weekend of
classes:
Negotiation and Settlement Advocacy
, Chapters 1-3 & 16
Thursday, May 30, 2019
6:00 p.m. – 9:30 p.m.
Course Overview
Class Introductions
Danger & Opportunity of Conflict
7. Conflict Resolution Continuum
Responses to Conflict
The Negotiation Process
Friday, May 31, 2019
6:00 p.m. – 9:30 p.m.
Making Decisions in the Face of Uncertainty
Managing Mixed Motives
Know the Game Your Playing
Avoid Exploitation
Saturday, June 1, 2019
8:30 a.m. – 4:30 p.m.
The Predictability of Distributive Bargaining
Distributive Bargaining Simulation and Debrief
Opening Offers
Opening Offers Simulation and Debrief
Linkage
8. Linkage Simulation and Debrief
Anchoring
Ethical Considerations in Distributive Bargaining
Reading assignment to be completed prior to second weekend of
classes:
Negotiation and Settlement Advocacy
, Chapters 4 & 11
Getting to Yes
Thursday, June 6, 2019
6:00 p.m. – 9:30 p.m.
Introduction of Integrative Bargaining
Identifying Issues and Interests
Integrative Bargaining Simulation & Debrief
Friday, June 7, 2019
6:00 p.m. – 9:30 p.m.
Using the Creativity of Integrative Bargaining
Creativity Simulation and Debrief
9. Ethical Considerations in Integrative Bargaining
Benefits of Good Relationships
The Negotiation Planning Instrument
Simulation and Debrief
Saturday, June 8, 2019
8:30 a.m. – 4:30 p.m.
The Use of Power in Negotiation
Simulation and Debrief
The Use of Tactics in Negotiation
The Use of Influence in Negotiation
The Satisfaction Triangle
Writing Assignment
Apply the theories of negotiation to a conflict of your choice.
Take the role of a party and develop a strategy for resolving
that conflict using the negotiation process. What type of
bargaining will you engage in and why? What will be your
strategy for your chosen style of bargaining and why? Reference
the readings, any other outside sources and classroom
presentations as you describe your negotiating strategy. Your
paper should be 20 pages in length, double-spaced.
10. THE FINAL ASSIGNMENT IS TO BE SUBMITTED
DIRECTLY TO TURNITIN BY 5:00 P.M. (PST) ON
MONDAY, JULY 1, 2019
(Please see the Turnitin memo that’s been posted on TWEN.)
POLICY REGARDING EXTENSIONS OF TIME ON
ASSIGNMENTS IN STRAUS CLASSES:
Requesting Emergency Extensions on Final Assignments
All class assignments should be submitted on or before the
assigned due date. If an emergency arises and you are unable to
submit a
final assignment
by the due date, it is essential that you request an
extension before the assignment is due. If the emergency is such
that you cannot request the extension before the assignment is
due, the request needs to be made as soon as you are able.
Your professor cannot grant an extension.You must follow the
procedure outlined below:
Using your Pepperdine email send Deborah Jasmin (
[email protected]
) an email with the following information:
In the subject line -
Extension Request
- (
Term/Year
).
In the body of the email please list:
11. Class Name/ Professor
Final Exam Number
Reason for the Extension Request
and Relevant Documentation
If you are a JD student, your request for an extension will be
sent to the Academic Dean for approval. If you are not a JD
student, your request will be handled by the Straus
Administration. Once a decision has been made regarding your
extension request you will be notified via email. Please note
that grade penalties may apply for extensions depending on the
circumstances. You should also assume that your anonymity
will be lost unless the extension is only for a very short time
period. In no event will an extension be granted that extends
beyond the end of the subsequent semester. Students with
courses not completed by the end of the subsequent semester
will receive a “W” and will need to retake those units.
When you are ready to submit your paper, you must contact the
Straus office so the Turnitin.com page for that course can be
reopened. All final papers must be submitted directly through
Turnitin.com by the student; the Straus staff will not submit
final papers on behalf of students.
You must also contact the Straus office once the paper has been
successfully submitted to Turnitin.com. If the Straus office is
not notified that the paper has been submitted, we will not know
it is there and the paper will not be sent to the professor for
grading.
