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Graduate Course Proposal Form Submission Detail - GEB6255

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Current Status: SCNS Liaison Notified of Graduate Council Approval - 2016-03-29
Campus: St Petersburg
Submission Type: New
Course Change Information (for course changes only):
Comments: USFSP approved. TO USF Sys 3/21/16. To SCNS 3/29/16

  1. Department and Contact Information

    Tracking Number Date & Time Submitted
    5278 2015-09-30
    Department College Budget Account Number
    Business Administration BP 140100
    Contact Person Phone Email
    James Fellows 34587

  2. Course Information

    Prefix Number Full Title
    GEB 6255 Advanced Negotiation

    Is the course title variable? N
    Is a permit required for registration? N
    Are the credit hours variable? N
    Is this course repeatable? N
    If repeatable, how many times? 0

    Credit Hours Section Type Grading Option
    3 C - Class Lecture (Primarily) R - Regular
    Abbreviated Title (30 characters maximum)
    Advanced Negotiation
    Course Online? Percentage Online
    O - Online (100% online) 0


    Admission to Graduate School


    Course Description

    The purpose of this course is to highly develop student knowledge and skills in the practical application of basic and advanced business negotiation process and strategy.

  3. Justification

    A. Please briefly explain why it is necessary and/or desirable to add this course.

    Replacing Selected Topics with Permanent number; already listed in program

    B. What is the need or demand for this course? (Indicate if this course is part of a required sequence in the major.) What other programs would this course service?

    Students need negotiating skills if they are to become effective managers.

    C. Has this course been offered as Selected Topics/Experimental Topics course? If yes, how many times?

    Yes, 3 or more times

    D. What qualifications for training and/or experience are necessary to teach this course? (List minimum qualifications for the instructor.)

    J.D (law degree) or Ph.D in Management or related field

  4. Other Course Information

    A. Objectives

    1. Students will learn through self-assessment their preferred negotiation styles and how to incorporate other styles into their personal negotiation skill set.

    2. Students will learn how to apply various models of collaborative problem solving.

    3. Students will understand the negotiation process in terms of planning and preparation, as well as how to manage each phase in the process successfully.

    4. Student will be introduced to and be conversant in conflict assessment techniques and diagnostic tools.

    5. Students will learn how to interpret the dynamic interplay between A) individual characteristics of the negotiators (e.g. personality, disposition, professional orientation)

    B) their predominant negotiation orientation, styles or techniques C) gender, culture and other aspects impacting the negotiation dynamics and, finally D) the impact of external forces and actors on the negotiation dynamics.

    6. Students will learn to identify strategic and tactical behaviors that are designed to fool the other disputants as well as the intervener (e.g. strategic deception, negotiating bluffs, blind alleys, hidden agendas) and how to attend to such challenges.

    7. Students will learn how to effectively apply power and to use influence in an ethical and responsible manner during negotiation

    B. Learning Outcomes

    Learning Outcomes: At the end of this course students will be able to:

    1. Develop a personal negotiation style that includes different negotiation formats.

    2. Develop collaborative models of problem solving.

    3. Discuss and analyze the negotiation process in terms of planning and preparation, as well as how to manage each phase in the process successfully.

    4. Discuss and analyze conflict assessment techniques and diagnostic tools.

    5. Interpret the dynamic interplay between individual characteristics of the negotiators.

    6. Understand how different cultures and gender come into play in negotiation skills

    7. Develop strategic and tactical behaviors such as strategic deception, as well as developing skills that thwart these behaviors in rival negotiators.

    8. Use negotiating skills in an ethical and socially responsible manner.

    C. Major Topics

    1) The Nature of Negotiation

    2) Negotiation: Strategizing, Framing, and Planning

    3) Strategy and Tactics of Distributive Bargaining

    4) Strategy and Tactics of Integrative Negotiation

    5) Perception, Cognition, and Communication

    6) Finding and Using Negotiation Leverage

    7) Global Negotiation and Ethics

    D. Textbooks

    Lewicki, Roy, Bruce Barry, and David Saunders. (2010). Essentials of Negotiation. 5th ed. New York: McGraw-Hill.

    Lewicki, Roy, Bruce Barry, and David Saunders. (2009). Negotiation: Readings, Exercises, and Cases. 6th ed. New York: McGraw-Hill.

    E. Course Readings, Online Resources, and Other Purchases

    Bolman and, Lee and Terrence Deal. (2008). Reframing Organizations: Artistry, Choice and Leadership. 4th ed. San Francisco: Jossey Bass.

    Lewicki, Roy J., Bruce Barry, and David M. Saunders. (2009). Negotiation. 6th edition. New York: McGraw-Hill.

    Katz, Neil and John Lawyer. (2011). Communication and Conflict Resolution Skills. Dubuque: Kendall/Hunt.

    Kritek, Phyllis Beck. (2002). Negotiating at an Uneven Table: Developing Courage in Resolving Our Conflicts. 2nd Edition. San Francisco: Jossey-Bass.

    Mnookin, Robert H, and Lawrence Susskind (1999). Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else. London: Sage Publications.

    F. Student Expectations/Requirements and Grading Policy

    Assignments and Grading:

    Composition of Final Course Grade

    Discussion Board Participation (8 discussions; 5% each) 40% 400 points

    Exams (Mid-term and final; 10% each) 20% 200

    Case Study Group Presentations 10% 100

    Negotiation Simulations 10% 100

    “Missed Opportunities” Final Paper (10 pages minimum) 20% 200

    100% 1000

    G. Assignments, Exams and Tests

    Course Schedule: Based on Fall 2015 Syllabus

    Module 1: The Nature of Negotiation

    Monday Aug 24 through Sunday August 30 Reading: Lewicki, Barry, and Saunders Chapter 1 Assignments:

    Module 1 Discussion

    Module 2: Negotiation: Strategizing, Framing, and Planning

    Monday Aug 31 through Sunday September 6 Reading: Lewicki, Barry, and Saunders Chapter 2 Assignments:

    Module 2 Discussion

    Module 3: Strategy and Tactics of Distributive Bargaining Monday September 7 through Sunday September 13 Reading: Lewicki, Barry, and Saunders Chapter 3 Assignments:

    Module 3 Discussion

    Case Study Presentation Group 1

    Negotiation Simulation 1 due by Sunday September 14 at 11:59PM

    Module 4: Strategy and Tactics of Integrative Negotiation Monday September 14 through Sunday September 20 Reading: Lewicki, Barry, and Saunders Chapter 4 Assignments:

    Module 4 Discussion

    Mid-Term Exam due by Sunday September 21 at 11:59pm

    Case Study Presentation Group 2

    Module 5: Perception, Cognition, and Communication Monday September 21 through Sunday September 27 Reading: Lewicki, Barry, and Saunders Chapter 5 Assignments:

    Module 5 Discussion

    Case Study Analysis Paper due Sunday September 28 at 11:59PM Case Study Presentation Group 3

    Module 6: Finding and Using Negotiation Leverage Monday September 28 through Sunday October 4 Reading: Lewicki, Barry, and Saunders Chapter 6 Assignments:

    Module 6 Discussion

    Case Study Analysis Paper due Sunday October 5 at 11:59pm Case Study Presentation Group 4

    Module 7: Global Negotiation and Ethics

    Monday October 5 through Sunday October 11

    Reading: Lewicki, Barry, and Saunders Chapters 7 and 8 Assignments:

    Module 7 Discussion

    Case Study Presentation Group 5

    Negotiation Simulation 2 due by Sunday October 12 at 11:59PM

    Module 8: Third Party Approaches, Managing Impasses, and Difficult Negotiations

    Monday October 12 through Sunday October 18 Reading: Lewicki, Barry, and Saunders Chapter 9 Assignments:

    Module 8 Discussion

    Final Exam and Final Paper due by Friday October 18 at 11:59pm

    H. Attendance Policy

    Distance Learning:

    This is a purely online course with online instruction, group projects, case discussions, and exams. The course follows a compressed eight week schedule requiring a significant commitment of time to accommodate the tight deadlines; it is not self-paced. All course material will be delivered through the Canvas LMS ( Students are required to have computers and internet access sufficient to meet the needs of an online course.

    Students should access their university e-mail accounts regularly, if not daily, in this compressed schedule. Most of the communication will involve the posting of Canvas announcements and the use of university e-mail accounts. Students should expect an email response from the instructor or teaching assistant within forty-eight hours. Please assume that the initial message was not received if a response does not take place within that period of time. Students should re-send the original e-mail from the university e-mail account. Email communication is the preferred method of contact.

    Taking an online class has its benefits, but also poses challenges. Please be aware that an online class requires the student to have a high level of discipline and self-motivation. You are expected to stay on schedule in regards to the class discussions, assignments, and exams. Each week, you have to read the assigned chapters, view any presentations, actively participate in the discussion boards, and complete any other assignments.

    Surveys and online access

    Students are expected to have access to adequate hardware and software so that they may participate fully in the activities of the course. Thus, students must complete a survey regarding access to such required material. Additionally, students will be asked to complete a survey at the beginning and end of the session to gauge their attitude toward online delivery of course material. This feedback is an important tool that faculty will use to improve the quality of coursework.

    Review sessions

    Optional review sessions will be offered each week for most of the session. The scheduled times will be determined during the first week of the course based on a brief student survey. The one- hour review sessions will be conducted via live conferencing on Canvas. The sessions will focus on answering questions and will provide additional examples of the material presented in the lectures. Each session will be recorded and made immediately available via Canvas for students unable to attend the live session.

    Attendance Policy for the Observance of Religious Days by Students: In accordance with Sections 1006.53 and 1001.74(10)(g) Florida Statutes and Board of Governors Regulation 6C-6.0115, the University of South Florida (University/USF) has established the following policy regarding religious observances: (

    In the event of an emergency, it may be necessary for USF to suspend normal operations. During this time, USF may opt to continue delivery of instruction through methods that include but are not limited to: Blackboard, Elluminate, Skype, and email messaging and/or an alternate schedule. It’s the responsibility of the student to monitor Blackboard site for each class for course specific communication, and the main USF, College, and department websites, emails, and MoBull messages for important general information.

    Students with Disabilities:

    Please notify your instructor by the second class meeting if you have a learning disability or require special assistance with this course. Confidential personal and learning assistance counseling are made available to students through the Division of Student Affairs. Contact R. Barry McDowell, St. Petersburg Campus: TER 200 (727) 873-4940, ( for more information.

    I. Policy on Make-up Work

    Make-Up Policies are at the discretion of the individual instructor for this online class.

    Honor System:

    Under the USF Honor System, each student is expected to observe complete honesty in all academic matters. Violation of the Honor System will be referred to the Honor Council. Note: The following are violations of the Honor Code: Copying another student’s homework, signing another student’s name on the attendance roster, copying another group’s disk or written work, using another student’s computer disk to print out your assignment, copying another student’s file onto your disk, and misrepresenting a reason for a missed exam. Punishment for academic dishonesty may result in an automatic “F” or “FF” in the course or action that may result in suspension or expulsion. See the USF Policy on Academic Dishonesty at

    J. Program This Course Supports

    USFSP MBA Program

  5. Course Concurrence Information

    MBA programs at other USF campuses.

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