SPRING SEMESTER 2014 SYLLABUS

COM 312 CONFLICT & NEGOTIATION

COMMUNICATIONSECTION 21325
ARIZONA STATE UNIVERSITY


Instructor Contact Information
Instructor: Timothy F. Grainey
Phone: (Off-Campus) 480-457-1688Tuesday-Wednesday-Thursday (8:00am-11:00am Only)
E-mail: Timothy.Grainey@asu.edu
Office hours: By appointmentgenerally I am available from 8 am to 4 pm at my office by telephone

Communicating With the Instructor
This course uses a three before me policy in regards to student to faculty communications. When
questions arise during the course of this class, please remember to check these three sources for an answer
before asking me to reply to your individual questions:
1. Course syllabus
2. Announcements in Blackboard
3. The Hallway Discussion board
This policy will help you in potentially identifying answers before I can get back to you and it also helps
your instructor from answering similar questions or concerns multiple times.

If you cannot find an answer to your question, please first post your question to the Hallway Discussion
board. Here your question can be answered to the benefit of all students by either your fellow students who
know the answer to your question or the instructor. You are encouraged to answer questions from other
students in the discussion forum when you know the answer to a question in order to help provide timely
assistance.

If you have questions of a personal nature such as relating a personal emergency, questioning a grade on an
assignment, or something else that needs to be communicated privately, you are welcome to contact me via
email or phone. My preference is that you will try to email me first. I will usually respond to email and
phone messages from 8am to 5pm on weekdays, please allow 48 hours for me to respond.

This is an upper division course and many of you should be familiar with ASU by this point in your studies.
If you are not, I am happy to be a resource and will periodically post notes in Course Announcements about
campus events which might be germane to our class or send you an email through Blackboard about events
or resources. Moreover, this is a communication class and an excellent opportunity to practice your
professional communication skills with me and one another. Per the Student Handbook
(http://www.asu.edu/aad/manuals/ssm/) and Code of Conduct I expect professionalism, respect and
tolerance toward me and your colleagues. Mindful communication in your emails, discussion boards and
replies are appreciated and it is expected that you comport yourself on line as you would in a face-to-face
class.

If you have a question about the technology being used in the course, please contact the UTO Help Desk
for assistance (contact information is listed below).






Course Objectives:
The general objective of this course is to offer students instruction in conflict and negotiation
communication, including theories, research and activities. Upon completion of the course, participants will
have:

Developed a practical knowledge of communication processes, principles, power, conflict and
negotiation strategies.

An understanding of enhanced negotiation styles.

Increased awareness and sensitivity to your own communication behavior and practices in conflict
interactions.

A recognition that everyone and every group is different and should be equally respected.

Becoming more competent in using an electronic platform when exchanging ideas and
collaborating with others on a group project.

Realizing that we are each responsible for our own learning and other successes.


Text:
Roy J. Lewicki, Bruce Barry, David M. Saunders. Negotiation. McGraw Hill Irwin: New York, 2010 (6
th

edition)ISBN #: 978-0073381206

Course Blackboard Site
I have established a Blackboard site for this course. It will be used extensively as the semester progresses
for additional course documents, links to sites with information relating to course concepts and topics, and
discussion areas. To access the site, click on my.ASU. on the ASU homepage or point your browser to
https://my.asu.edu. Your enrollment in the course automatically registers you on the course site. If you have
further questions, go to help.asu.edu (and click on Blackboard Support for Students or call 855-287-
6050 or OLEgCenter@asu.edu.


Course Requirements
Online Course
This is an online course and therefore there will not be any face-to-face class sessions. All assignments and
course interactions will utilize internet technologies.

Computer Requirements
This course requires that you have access to a computer that can access the internet. You will need to have
access to, and be able to use, the following software packages:
A web browser (Internet Explorer or Mozilla Firefox)
Adobe Acrobat Reader (free)
Adobe Flash Player (free)
Microsoft Word

You are responsible for having a reliable computer and internet connection throughout the course.

Email and Internet
You must have an active ASU e-mail account and access to the Internet. All instructor correspondence will
be sent to your ASU e-mail account. Please plan on checking your ASU email account regularly for course
related messages.

This course uses Blackboard for the facilitation of communications between faculty and students,
submission of assignments, and posting of grades. The myASU/Blackboard Course Site can be accessed at
http://my.asu.edu. If this portal goes down, students may access Blackboard through the direct link:
http://myasucourses.asu.edu

Campus Network or Blackboard Outage
When access to Blackboard is not available for an extended period of time (greater than one entire evening
- 6pm till 11pm) you can reasonably expect that the due date for assignments will be changed to the next
day (assignment still due by midnight). Please be sure to check back frequently to the site if you are having
access issues, close and open a new browser, and clear your cache as initial responses to access difficulties.

Attendance/Participation
Preparation for class means reading the assigned readings & reviewing all information required for that
week. Attendance in an online course means logging into the Blackboard and on a regular basis and
participating in the all of activities that are posted in the course.

Studying and Preparation Time
The course requires you to spend time preparing and completing assignments. A three-credit course
requires 135 hours of student work. Therefore expect to spend approximately 9 hours a week (for a 15
week course) preparing for and actively participating in this course.

Late or Missed Assignments
All assignments must be finished and turned in to complete the course. Unless the instructor is notified
BEFORE the assignment is due and provides an opportunity for the student to submit his/her assignment
late, 10 percent of the points available on the assignment will be taken off PER DAY for a late assignment.
After 10 days, the assignment will automatically be scored as 0 points.

Submitting Assignments
All assignments, unless otherwise announced by the instructor, MUST be submitted via Blackboard. Each
assignment will have a designated place to submit the assignment.

Drop and Add dates
If you feel it is necessary to withdraw from the course, please see http://students.asu.edu/drop-add for full
details on the types of withdrawals that are available and their procedures.

Subject to change notice
All material, assignments, and deadlines are subject to change with prior notice. It is your responsibility to
stay in touch with your instructor, review the course site regularly, or communicate with other students, to
adjust as needed if assignments or due dates change.

Academic Integrity
ASU expects and requires all its students to act with honesty and integrity, and respect the rights of others
in carrying out all academic assignments. For more information on academic integrity, including the policy
and appeal procedures, please visit http://provost.asu.edu/academicintegrity and the Student Conduct
Statement below.


Schedule, Agenda and Text Assignments:

Schedule Due Date Topic Assignments Due
UNIT 1 START
Week 1T Jan 14 Orientation/Review Assignments Text Chapters 1-2


Week 2T Jan 21 Introduction to Communication/Negotiations Additional Materials:
Two Negotiation Videos

TH Jan 23 @ Noon Discussion Thread 1 Due

Week 3T Jan 28 Distributive Bargaining Text Chapters 3-4
Additional Readings
Hostage Negotiation
Advice


Week 4T Feb 4 Integrative Negotiation/Strategy Planning Text Chapters 5-6
Additional Readings:
Tims Group Book
Communicating in Teams
Chapters 1 & 2

TH Feb 6 @ Noon Quiz 1 Due
UNIT 1 END

UNIT 2 START

Week 5T Feb 11 Perceptions Text Chapters 7-8
Additional Readings:
Tims Group Book
Communicating in Teams
Chapters 3 & 5
Nonverbal Lecture Word
File
Negotiation Lecture
PowerPoint Slides

TH Feb 13 @ Noon Discussion Thread 2 Due


Week 6T Feb 18 Finding and Using Negotiation Power Text Chapter 9
Additional Readings:
Effective Negotiations
Readings 1& 2
3 Videos on Negotiations
Nonverbal Lecture Word
File

Week 7T Feb 25 @ Noon Movie Analysis
PowerPoint Due
Ethics in Negotiations/ Text Chapter 9, 10
Nonverbal Communication


TH Feb 27 @ Noon Quiz 2 Due

UNIT 2 END

UNIT 3 START

Week 8--T March 4 @ Noon Discussion Thread 3 Due
Relationships in Negotiations/
Research on Negotiations Text Chapters 11-12

Week 9Sunday March 9 Sunday, March 16 ASU SPRING BREAK


Week 10T March 18 Agents & Coalitions Text Chapter 13

TH March 20 @ Noon Case Study Paper Due

Week 11T March 25 Multiple Parties and Teams Text Chapters 14-15
Additional Materials:
17 Videos in a Legal
Negotiation Process

TH March 27 @ Noon Quiz 3 Due

UNIT 3 END


UNIT 4 START

Week 12T April 1 Individual Differences in Negotiations Text Chapters 16
Additional Materials:
Robert Cialdini Video

TH April 3 @ Noon Discussion Thread 4 Due

Week 13T April 8 Cross Cultural Negotiations Text Chapters 17-18
Additional Materials:
4 Intercultural Videos

Week 14T April 15 Resolving Differences Text Chapters 19
Additional Materials:
2 Victor Antonio Sales
Videos

TH April 17 @ Noon Final Individual
Negotiation Analysis
Paper Due

Week 15T April 22 Best Practices in Negotiation Situations Text Chapter 20

Week 16TH May 1 @ Noon Quiz 4 Due

UNIT 4 ENDEND OF CLASS

Note all times shown are Mountain Standard Time--All Threads and Assignments are due by Noon MST
on the day shown.



ADDITIONAL READINGS
Small Group Communication
Chapters 1-3 and 5 from Timothy F. Grainey--Communicating in Teams, Pearson Publishing 2000on
Blackboard
Chapter 1Introduction to Effective Small Groups
Chapter 2Keys to Effective Leadership
Chapter 3Constructing and Participating in Effective Groups
Chapter 5Managing Conflict in Group Settings

Nonverbal Lecture--Word File

Negotiation Lecture PowerPoint Slides

Hostage Negotiation Reading
hLLp://www.pollceone.com/sLandoff/arLlcles/1247470-PosLage-negoLlaLlons-sychologlcal-
sLraLegles-for-resolvlng-crlses/

Effective Negotiation
http://www.watershedassociates.com/what_we_can_share.html
Why Negotiate?
Does a Sense of Fairness Have a Place at the Negotiating Table?

Six Negotiation Videos

1) William Ury Ted Talks Video
http://www.ted.com/talks/william_ury.html

2) Dentist Negotiation Video
http://www.youtube.com/watch?v=7_qwjcxwUqw

3) How to Negotiate by Jeffery Berman
http://www.youtube.com/watch?v=ZWL3GXTpMeM

4) Effective Business Negotiations by Selling Power
http://www.youtube.com/watch?v=kK-aQisdJ30

5) Secrets of Negotiating Roger Dawson
http://www.youtube.com/watch?v=E7pNOzQadE8&feature=related

6) Legal Negotiation Skills
http://global.oup.com/uk/orc/law/skills/finch3e/01student/03avideo/negotiation/

7) Robert CialdiniA Consultant on Persuasive Negotiation
http://www.youtube.com/watch?v=TRd2r7SjIWk

8) Victor AntonioTrainer in Effective Selling
http://www.youtube.com/watch?v=Tl6yL4wucqk

9) Victor AntoniaClosing a Sales
http://www.youtube.com/watch?v=WdYGdpTTLEs

10) Cross Cultural NegotiationsAvoiding the Pitfalls
http://www.youtube.com/watch?v=-4GjC0ipJIA

11) Cross Cultural Business SkillsAn example of differences in negotiation styles between an
Indian and German business executives.
http://www.youtube.com/watch?v=vinFmv3ZUc4

12) Business in Japan: Cross Cultural NegotiationsDr. Alfred Jaeger of McGill University
http://www.youtube.com/watch?v=dHq4zqBTfqc

13) Negotiating with Japanese Business Partners.
http://www.youtube.com/watch?v=SKDYY2jfqbw


Two Power Point Movie Assignment Examples


ASSIGMENTS
(200 points possible)
Quizzes (Four)Objective quizzes over book, and additional readings--worth 20 points each (80 total).
Quiz 1 Due at Noon Thursday February 6, Quiz 2 Due at Noon Thursday, February 27, Quiz 3 Due at Noon
Thursday March 27 and Quiz 4 Due at Noon Thursday, May 1.

Movie AnalysisAnalyze the negotiation elements of a movie that you have watched (see list below),
which could include how strategies were developed, the conflict within and between negotiator teams, the
results, and what they could have done differently. Also, assess the usefulness of other students in this class
watching the same movie in the future (such as in a face-to-face course or as a future assignmentin other
words, is it worth an entire class time to watch it). Develop a 7-15 Slide PowerPoint Presentation
highlighting your results. Due on Tuesday February 25 @ Noonworth 20 points

Case Study Paper4-5 page analysis paper of an academic case (library, magazine or online) that
addresses conflict/negotiation communication in a public setting (example: the historic communication
issues between the Irish Freed State and the British government or the negotiated end of Apartheid in South
Africa.) You are to apply concepts from the textbook and any needed outside research to discuss the issues
involved in this case. The third thread may provide some other ideas for cases to study.
Due Thursday March 20 @ Noon--Worth 26 points.

Final Individual Negotiation Analysis Paper4-5 page analysis paper of a negotiation you have
participated in or are familiar with (this can includes a situation that you have studied or researched in the
pastsuch as Nelson Mandela arguing against Apartheid in South Africa), describing the situation,
assessing the strategies used and their effectiveness and recommendations for handling a similar situation
in the future. Concepts from this course (negotiation, conflict, communication, etc.) should be applied in
the paper. This can be from a business, school, political or sports situation. Due Thursday April 17 @
Noon--Worth 26 points.

Discussion ThreadsContribute a new thread to each of 4 discussion topics (see list below) and add a
thread to someone elses discussionadding detail and insight on each contribution. Both posts should
utilize course concepts. Due Jan 23, Feb 13., March 4, and April 3 (All Thursdays except for Tuesday
March 4, ahead of your Spring Break) @ Noon12 points each, total of 48 points.

Note: The quizzes are typically 20 questions each and you have 30 minutes to complete themyou
can review your answers and make changes during the time limit. You are allowed only one attempt
(except for when there are technical difficulties with Blackboard).

Note: The format for papers can be either APA, MLA or another standard format. Citations can be
in the text or noted in notes or in a bibliography. Double spaced is preferred. Assume that
approximately 250 words equals one page.


DISCUSSION TOPICS
Discussion Topics are Subject to Change but Tentatively Set as:

Discussion #1Your Experiences with NegotiationsDiscuss your experiences with negotiations in
personal, business or education settings, including what went well or was unsuccessful and why.

Discussion #2Planning Negotiations--Apply the elements of planning and strategizing a negotiation
(from Chapter 4 but also Chapters 5 and 6) and use a negotiation situation that you are familiar with,
participated in, or studied.

Discussion #3Ethics--Discuss Ethics in Public Negotiation Settings (examples could include the
Immigration Debate, Negotiations with North Korea, European Union, etc.)

Discussion #4Final Wrap-up--Discuss how you will negotiate differently in the future as a result of
concepts that you have learned from the materials. What specific situations do you envision facing and how
will you use what you have learned?


MOVIES FOR ANALYSIS PAPER:
Boyz N the Hood
Dead Poets Society
Alive
Erin Brockovich
Jerry Maguire
The Joy Luck Club
Titanic
Tootsie
Mrs. Doubtfire
Soul Food
Do the Right Thing
Jungle Fever
The Breakfast Club
Crimson Tide
Remember the Titans

Or you may suggest one to watch, running the title by me first.




GRADING POLICY

Based on 200 points possible, the following grade scale will be used

A 95%-100% 190-200 points 4.000
A- 90%-94% 180-189 points 3.667
B+ 87%-89% 174-179 points 3.333
B 84%-86% 168-173 points 3.000
B- 80%-83% 160-167 points 2.667
C+ 77%-79% 154-159 points 2.333
C 70%-76% 140-153 points 2.000
D 60%-69% 120-139 points 1.000
F 59% and below 0-119 points 0.000

Each assignment will be assigned a point score. At the end of the semester the points are summed and the
grade assigned based off the percentages above.

No incompletes are given except for extenuating circumstances.

Course/Instructor Evaluation
The course/instructor evaluation for this course will be conducted online 7-10 days before the last official
day of classes of each semester or summer session. Your response(s) to the course/instructor are
anonymous and will not be returned to your instructor until after grades have been submitted. The use of a
course/instructor evaluation is an important process that allows our college to (1) help faculty improve their
instruction, (2) help administrators evaluate instructional quality, (3) ensure high standards of teaching, and
(4) ultimately improve instruction and student learning over time. Completion of the evaluation is not
required for you to pass this class and will not affect your grade, but your cooperation and participation in
this process is critical. About two weeks before the class finishes, watch for an e-mail with "ASU
Course/Instructor Evaluation in the subject heading. The email will be sent to your official ASU e-mail
address, so make sure ASU has your current email address on file. You can check this online at the
following URL: http://www.asu.edu/epoupdate/
Link to course evaluations: http://asu.edu/evaluate 3

How to Succeed in this Course
Check your ASU email regularly
Log in to the course web site daily
Communicate with your instructor
Create a study schedule so that you dont fall behind on assignments

Student Conduct Statement
Students are required to adhere to the behavior standards listed in Arizona Board of Regents Policy Manual
Chapter V Campus and Student Affairs: Code of Conduct
(http://www.abor.asu.edu/1_the_regents/policymanual/chap5/5Section_C.pdf), ACD 125: Computer,
Internet, and Electronic Communications (http://www.asu.edu/aad/manuals/acd/acd125.html), and the ASU
Student Academic Integrity Policy (http://www.asu.edu/studentaffairs/studentlife/srr/index.htm).

Students are entitled to receive instruction free from interference by other members of the class. If a student
is disruptive, an instructor may ask the student to stop the disruptive behavior and warn the student that
such disruptive behavior can result in withdrawal from the course. An instructor may withdraw a student
from a course when the student's behavior disrupts the educational process under USI 201-10
http://www.asu.edu/aad/manuals/usi/usi201-10.html.

Appropriate classroom behavior is defined by the instructor. This includes the number and length of
individual messages online. Course discussion messages should remain focused on the assigned discussion
topics. Students must maintain a cordial atmosphere and use tact in expressing differences of opinion.
Inappropriate discussion board messages may be deleted if an instructor feels it is necessary. Students will
be notified privately that their posting was inappropriate.

Student access to the course Send Email feature may be limited or removed if an instructor feels that
students are sending inappropriate electronic messages to other students in the course.

Syllabus Disclaimer
The instructor views the course syllabus as an educational contract between the instructor and students.
Every effort will be made to avoid changing the course schedule but the possibility exists that unforeseen
events will make syllabus changes necessary. The instructor reserves the right to make changes to the
syllabus as deemed necessary. Students will be notified in a timely manner of any syllabus changes face-to-
face, via email or in the course site Announcements. Please remember to check your ASU email and the
course site Announcements often.

Technical Support Contact Information
For technical assistance 24 hours a day, 7 days a week, please contact the University Technology Office
Help Desk:

Phone: 855-278-5080
Email: helpdesk@asu.edu
Web: http://help.asu.edu/

For information on systems outages see the ASU systems status calendar, please visit
http://syshealth.asu.edu/ and http://systemstatus.asu.edu/status/calendar.asp


Accessibility Statement
In compliance with the Rehabilitation Act of 1973, Section 504, and the Americans with Disabilities Act of
1990, professional disability specialists and support staff at the Disability Resource Centers (DRC)
facilitate a comprehensive range of academic support services and accommodations for qualified students
with disabilities. DRC staff coordinate transition from high schools and community colleges, in-service
training for faculty and staff, resolution of accessibility issues, community outreach, and collaboration
between all ASU campuses regarding disability policies, procedures, and accommodations.
Students who wish to request an accommodation for a disability should contact the Disability Resource
Center (DRC) for their campus.
Tempe Campus
http://www.asu.edu/studentaffairs/ed/drc/
480-965-1234 (Voice)
480-965-9000 (TTY)
Polytechnic Campus
http://www.asu.edu/studentaffairs/ed/drc/
480.727.1165 (Voice)
480.727.1009 (TTY)
West Campus
http://www.west.asu.edu/drc/
University Center Building (UCB), Room 130
602-543-8145 (Voice)
Downtown Phoenix Campus
http://campus.asu.edu/downtown/DRC
University Center Building, Suite 160
602-496-4321 (Voice)
602-496-0378 (TTY)




GRADING CRITERIA
Discussion Board Posts
Each discussion will concern a question or issue raised by your instructor. To receive credit, you must
contribute twice to each session an original post and a reply to a classmates post. You can contribute
more than twice. Both posts should utilize course concepts.

1. It should be obvious that you are * using lecture notes, additional materials and book concepts* in
your post. Make sure you use them explicitly, so I don't have to guess.

2. Use the concept accurately. A superficial or improper use of a concept will reduce your grade.

3. Apply the concept. Always provide an example or illustration. Refer to a case or situation in the book,
provide an example form your own work, or incorporate something you read about elsewhere (including in
the popular media). The application shows that you understand how the concept applies to real situations.

Your reply post must be responsive to comments made by other group members. It is worth 5 of the 20
points added to the assignment.

It can be brief (maybe 3-6 sentences) but it should be meaningful and thoughtful. Don't tell us everything you
know! Rather, add a few thoughtful observations to the ongoing conversation.

Important!!! Posting deadlines. When a learning unit requires you to have both posts online for each of
the four threads (see Calendar above).

However, do not wait until the last minute because Blackboard often fails late at night. I look forward to
our discussions this semester.

Written Assignments--Two Papers and Movie
Analysis


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