Graduate Curriculum Committee Course Proposal Form
For Courses Numbered 6000 and Higher
Note: Before completing this form, please carefully read the accompanying instructions.
1. Course prefix and number:
MGMT 6682
2. Date:
1/25/2010
3. Requested action:
X New Course
Revision of Active Course
Revision & Unbanking of a Banked Course
Renumbering of an Existing Course from
from
to
#
#
4. Method(s) of delivery (check all boxes that apply for both current/proposed and expected
future delivery methods within the next three years):
Current or
Proposed Delivery
Method(s):
Expected
Future Delivery
Method(s):
X
On-campus (face to face)
X
X
Distance Course (face to face off campus)
X
X
Online (delivery of 50% or more of the instruction is offered online)
X
5. Justification (must cite accreditation and/or assessment by the graduate faculty) for new course
or course revision or course renumbering:
Graduate Faculty in the College of Business believe that the addition of this
course will be attractive to students who have several years of managerial or
administrative experience and who desire additional insights into dealing with
human resources. Negotiating and conflict management is a critical managerial
skill. This course will introduce students to the art of negotiation and provide the
skills necessary for effective practice in competitive, collaborative, and conflict
management.
6. Course description exactly as it should appear in the next catalog:
MGMT 6682. Collaboration, Conflict and Negotiation (3)
P: MGMT 6102. Theories and processes of negotiation and conflict resolution as
practiced in a variety of organizational settings.
7. If this is a course revision, briefly describe the requested change:
8. Graduate catalog page number from current (.pdf) graduate catalog:
Revised 09-16-09
P.146
9. Course credit:
Lecture Hours
Weekly
OR
Per Term
Credit Hours
Lab
Weekly
OR
Per Term
Credit Hours
s.h.
Studio
Weekly
OR
Per Term
Credit Hours
s.h.
Practicum
Weekly
OR
Per Term
Credit Hours
s.h.
Internship
Weekly
OR
Per Term
Credit Hours
s.h.
3
Other (e.g., independent study) Please explain.
Total Credit Hours
10. Anticipated annual student enrollment:
3
s.h.
s.h.
25
11. Affected degrees or academic programs:
Degree(s)/Program(s)
Current Catalog Page
Master of Business Adm.
3
p.146
Changes in Degree Hours
n/a
12. Overlapping or duplication with affected units or programs:
Not applicable
X
Notification & response from affected units is attached
13. Council for Teacher Education (CTE) approval (for courses affecting teacher education):
Not applicable
X
Applicable and CTE has given their approval.
14. Service-Learning Advisory Committee (SLAC) approval
Not applicable
X
Applicable and SLAC has given their approval.
15. Statements of support:
a. Staff
X Current staff is adequate
Additional staff is needed (describe needs in the box below):
b. Facilities
X Current facilities are adequate
Additional facilities are needed (describe needs in the box below):
c. Library
X Initial library resources are adequate
Initial resources are needed (in the box below, give a brief explanation and an
estimate for the cost of acquisition of required initial resources):
d. Unit computer resources
X Unit computer resources are adequate
Revised 09-16-09
Additional unit computer resources are needed (in the box below, give a brief
explanation and an estimate for the cost of acquisition):
e. ITCS resources
X ITCS resources are not needed
The following ITCS resources are needed (put a check beside each need):
Mainframe computer system
Statistical services
Network connections
Computer lab for students
Software
Approval from the Director of ITCS attached
16. Course information (see: Graduate Curriculum and Program Development Manual for
instructions):
a. Textbook(s) and/or readings: author(s), name, publication date, publisher, and
city/state/country
Fisher, R. and Ury, W. (1991). Getting to Yes. Negotiating Agreement Without Giving
In. Penguin Books. New York, New York. USA.
Thompson, L.L. (2009). The Mind and Heart of the Negotiator. 4th Edition. Prentice
Hall. Upper Saddle River, New Jersey. USA.
Additional readings accessible via the current holdings of the ECU library.
Cases and bargaining simulations, as assigned.
b. Course objectives for the course (student – centered, behavioral focus)
At the conclusion of this course, students will be able to:
1. Explain the strategic aspects of negotiations such as interests, goals, alternatives
(BATNA [best alternative to a negotiated agreement]), positions, rights, and power.
2. Employ alternative sources of leverage in negotiations.
3. Describe the importance and process of preparation for negotiations.
4. Enhance awareness that the negotiation process is an effective means for resolving
conflict in organizations.
5. Evaluate the costs and benefits of alternative actions.
6. Implement the analytical skills necessary to diagnose the behavior of individuals,
groups, and organizations in competitive situations
c. Course topic outline
1)
2)
3)
4)
5)
6)
Introduction and overview of negotiation analysis
Foundations of cooperative agreements
Planning process and documentation
Effective strategies for creating and claiming value in complex negotiations
Conflict resolution
Negotiating in teams/Multiparty negotiations
Revised 09-16-09
7) In-class and group negotiation simulations:
a) New Recruit
b) Texoil
c) Viking Investments
d) Harborco
e) Adam Baxter/Local 190, 1978 and 1983 rounds (Team negotiation)
d. List of course assignment, weighting of each assignment, and grading/evaluation system
for determining a grade
Class participation (20%)
 Attendance
 Feedback
 Debriefing sessions
Planning Documents (20%)
The nature and extent of student preparation will be judged from planning documents
prepared in advance of each negotiation (New Car, Texoil, Viking, and Harborco
exercises).
Group project: Multi-round group negotiation (30%)
Students will be assigned to groups of three and participate in multi-round negotiation.
Groups will be assigned the role either of union representatives or company
representatives, and will be paired with another group for three rounds of negotiations.
The groups will work together to develop negotiating strategies and complete the
negotiations. Following the final round, groups will write and submit a case analysis.
Group presentation: Real world case analysis (30%)
A separate group of two or three people (not the same group as the assigned group
negotiation team) will present in class an analysis of a negotiation in the real world.
The topic of the real world negotiation may be any situation that meets the definition of
a negotiation: a conflict over resources in which the parties are interdependent and can
communicate. Students will be expected to use the planning document framework to
analyze each party's interests, alternatives, likely BATNA and reservation point, and
target for the negotiation. Students will make a presentation on their analysis; submit
PowerPoint slides; and a detailed planning document to support their analysis.
The final letter grade will be determined by the following formula:
A: 90% – 100%
B: 80% – 89%
C: 70% – 79%
F: below 70%
Revised 09-16-09