HAWAII CAMPUS
SCHOOL OF BUSINESS
SYLLABUS
1. Mission Statement: Wayland Baptist University exists to educate students in an academically challenging,
learning-focused and distinctively Christian environment for professional success and service to God and
humankind.
2. Course: MGMT 5330 – 1, Negotiations in Management
3. Term: Fall 2015
4. Instructor: Jerry Franklin III
Hi, I'm Dr. Jerry Franklin III and I’m glad to meet you. I look forward to serving as your professor and
learning with you as we share ideas and experiences. My degrees include a B.S.O.E from Wayland Baptist
University (yes, I’m a alumnus of Wayland), Master’s of Science in Administration with a Human Resource
Administration’s concentration from Central Michigan University, and a Ph.D. in Applied Management and
Decision Sciences, specializing in Leadership and Organizational Change from Walden University. I served
23 plus years in the United States Air Force as a Logistical Superintendent. My scholarly interests are:
Mentoring doctoral candidates, organizational leadership development and effectiveness, organizational
dynamics and behavior, organizational and team culture, knowledge management and knowledge sharing,
decision-making, creativity/innovation, adult education and training, qualitative research (various
methodologies), organizational change and transformation, and organizational design.
5. Office Phone Number and WBU Email Address: (808) 834-0830 jerry.franklin.iii@wayland.wbu.edu.
6.
Office Hours, Building, and Location: Virtual Office Hours - – I’m available immediately before and after class,
as well as online - Will access e-mail daily.
7.
Class Meeting Time and Location: Every Tuesday, 5:30p – 7:50p (18 Aug – 27 Oct 2015); Hickam Campus
and online instruction within Blackboard.
8. Catalog Description: Negotiations as related to management theory and practice, the negotiation process and
the dynamics of conflict.
Course Format: This course will be taught in a blended format, with the majority (over 51%) of the
contact hours occurring in class. There will also be Blackboard assignments and other activities outside
the classroom. Class will begin at 5:30p and will meet every class session until at least 7:50p. Class
length beyond 7:50p will vary each session depending upon material and depth of accompanying online
assignments for each session.
9. Prerequisites: None
10. Required Textbook and Resources:
BOOK
Essentials of
Negotiation
AUTHOR
Lewicki
ED YEAR PUBLISHER
6th 2016
McGrawHill
ISBN#
UPDATED
9780077862466
4/13/15
11. Optional Materials: None
12. Course Outcome Competencies:



Identify the key elements of the negotiation process and explain how those forces assist or constrain
process.
Identify the driving and constraining forces affecting the negotiation process and explain how those forces
assist or constrain a successful negotiation process.
Explain the importance of ethics in the negotiations process.
13. Attendance Requirements: Attendance is very important to your success in this class. This
“attendance” involves completion of assignments in a timely manner as well as timely participation in
the Discussion Board. Tests may be made up (with a penalty of 20% per day for lateness), and the paper
will have a 20% penalty per day for lateness as well; but no other aspect of this course may be made up
at a later date. Meeting deadlines is very important. In the event of a missed assignment or activity, it is
the student’s responsibility to contact the instructor. Absences will affect your grade. Missing more
than 25% of the scheduled sessions will result in a failing grade for the course. Participation in the
online Discussion Forums counts equally as attending class. Failing to respond to an online
discussion topic (on or before the suspense) is the same as failing to attend a face-to-face class
session.
All Wayland students are expected to attend every class meeting; the minimum percentage of class
participation required to avoid receiving a grade of “F” in the class is 75%. Students who miss the first
two class meetings without providing a written explanation to the instructor will be automatically
dropped from the roster as a “no-show.” Students who know in advance that they will be absent the first
two class meetings and who wish to remain in the class must inform the instructor in order to discuss
possible arrangements for making up absences.
14. Statement on Plagiarism and Academic Dishonesty: Wayland Baptist University observes a zero
tolerance policy regarding academic dishonesty. Per university policy as described in the academic
catalog, all cases of academic dishonesty will be reported and second offenses will result in suspension
from the university.
15. Disability Statement: “In compliance with the Americans with Disabilities Act of 1990 (ADA), it is the policy
of Wayland Baptist University that no otherwise qualified person with a disability be excluded from participation
in, be denied the benefits of, or be subject to discrimination under any educational program or activity in the
university. The Coordinator of Counseling Services serves as the coordinator of students with a disability and
should be contacted concerning accommodation requests at (806) 291- 3765. Documentation of a disability must
accompany any request for accommodations.”
16. Course Requirements and Grading Criteria:
Students shall have protection through orderly procedures against prejudices or capricious academic
evaluation. A student who believes that he or she has not been held to realistic academic standards,
just evaluation procedures, or appropriate grading, may appeal the final grade given in the course by
using the student grade appeal process described in the Academic Catalog. Appeals may not be
made for advanced placement examinations or course bypass examinations. Appeals are limited to
the final course grade, which may be upheld, raised, or lowered at any stage of the appeal process. Any
recommendation to lower a course grade must be submitted through the Executive Vice
President/Provost to the Faculty Assembly Grade Appeals Committee for review and approval. The
Faculty Assembly Grade Appeals Committee may instruct that the course grade be upheld, raised, or
lowered to a more proper evaluation.
Grading Criteria:
Class Participation
Paper
Vignettes
Final
20%
25%
20%
35%
Grading Scale:
100-90
89-80
79-70
69-60
Below 60
W=
WP=
WF=
I=
A
B
C
D
F
Approved Withdrawal
Approved Withdrawal Passing
Withdrawal Failing
Incomplete
Class Participation: Class participation is a very important part of education. This class requires active
class participation.
Other Important Information:
1. Assignments are due on the deadlines stated in the syllabus.
2. Late assignments will not be accepted.
3. Written work, including the term paper, is graded on the basis of content first, but also on the
quality of grammar and punctuation.
4. All written assignments should be 12-point type, double-spaced, and using APA Manuscript
Writing Style.
5. Questions concerning grades received should be resolved within one week after the
assignment has been returned.
6. Unless noted as a group assignment, all work should be original work of the individual
student.
7. Academic honesty is expected of all students. Plagiarism, cheating, and other acts that lack
academic honesty may result in a zero on the particular assignment.
8. Students may need to use the Internet to access some assignments.
9. Always contact the professor if you need assistance.
Pre-class Assignment: Two students are asked to voluntarily prepare presentations on chapters 1 and 2
(see Chapter Presentations below) for delivery during the first class meeting. If volunteers haven’t been
identified one week prior to the first class meeting (11 Aug), the instructor will select two individuals
from the class roster for these assignments.
Vignette Presentations: In order to better understand and participate in the stages of the study of
Negotiations in Management (NM), students will be required to select NM related Vignettes (articles)
from a news paper, magazine, or the internet for presenting to the class.
In addition, the student will draft a one page summary addressing the NM highlights of the article (be
sure to include your name on the draft). The draft will be turned-in to the instructor prior to presenting
the Vignette to the class. This exercise will be due for every class except 20 and 27 Oct 2015--our final
two meetings.
Chapter Presentations: Each student will lead an in-class discussion of one (maybe more depending on
class size) chapter(s). The presentations should be accompanied by some type of visual aid (e.g.,
PowerPoint, Video Clip, etc.) which enhances the overall understanding and use of the chapters’
concept. The presentations should be in the range of 15 – 20 minutes in duration. Assignment of
chapter presentations will begin on the first day of class.
Term Paper: Students will complete one research paper for this class. The paper should be a minimum
of ten pages of content, excluding coversheet, abstract, and references, and should utilize at least ten
scholarly references. Papers must utilize APA format. Topics for papers must also be pre-approved by
the professor. If Safe Assignment detects more than a 20% match of previously written work, the paper
must be redone to reduce this %.
17. Tentative Schedule: (Calendar, Topics, Assignments)
Before Aug 18 have syllabus available
Aug 18
Introduction
Syllabus review
Chapters 1 and 2
Present first article concerning negotiations
Response to Blackboard Discussion due Aug 23
Aug 25
Chapters 3 and 4
Present second article concerning integrative negotiation
Response to Blackboard Discussion due Aug 30
Sep 1
Chapters 5 and 6
Discuss Research Topic
Present third article concerning perceptions during negotiations
Response to Blackboard Discussion due Sep 6
Sep 8
Chapters 7
Research Paper Outline due
Present fourth article concerning communication during negotiations
Response to Blackboard Discussion due Sep 13
Sep 15
Chapters 8
Present fifth article concerning power and negotiations
Response to Blackboard Discussion due Sep 20
Sep 22
Chapters 9
Present sixth article concerning negotiations and relationships
Response to Blackboard Discussion due Sep 27
Sep 29
Chapters 10
Present seventh article concerning multi-party negotiations
Response to Blackboard Discussion due Oct 4
Oct 6
Chapter 11
Present eighth article concerning cross-cultural negotiations
Response to Blackboard Discussion due Oct 11
Oct 13
Chapter 12
Present ninth article concerning negotiation best practices
Response to Blackboard Discussion due Oct 18
Oct 20
Research paper due
(Turn-in to SafeAssign)
Review and reflection
Oct 27
Final Exam
18. Additional information as desired by the faculty member.
STATEMENTS:
Professor reserves the right to alter this schedule as needed.
Please be sure to ask if you have questions or concerns during this course. Remember this is a
collaborative learning environment; you will serve in both a student and teacher’s capacity. The class
will benefit from that which your education and experiences have taught you.
“This class will adhere to zero tolerance for using someone else’s work as your own.”
“Students are responsible for reading, understanding, obeying, and respecting all academic policies, with
added emphasis being placed upon academic progress policies, appearing in the Wayland Baptist
University Academic Catalog applicable to their curriculum and/or program of study.”