KENNESAW STATE UNIVERSITY
GRADUATE COURSE PROPOSAL OR REVISION,
Cover Sheet
(10/02/2002)
Course Number/Program Name INCM 9003/International Conflict Management
Department College of Humanities and Social Sciences
Degree Title (if applicable) Ph.D. in International Conflict Management
Proposed Effective Date Fall 2010
Check one or more of the following and complete the appropriate sections:
X New Course Proposal
Course Title Change
Course Number Change
Course Credit Change
Course Prerequisite Change
Course Description Change
Sections to be Completed
II, III, IV, V, VII
I, II, III
I, II, III
I, II, III
I, II, III
I, II, III
Notes:
If proposed changes to an existing course are substantial (credit hours, title, and description), a new course with a new number should be proposed.
A new Course Proposal (Sections II, III, IV, V, VII) is required for each new course proposed as part of a new program. Current catalog information (Section I) is required for each existing course incorporated into the program.
Minor changes to a course can use the simplified E-Z Course Change Form.
Submitted by: Volker Franke Ph.D.
Faculty Member
_____
Date
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Department Curriculum Committee Date
Department Chair Date
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School Curriculum Committee Date
School Dean Date
GPCC Chair
Dean, Graduate College
Date
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Vice President for Academic Affairs Date
President Date

KENNESAW STATE UNIVERSITY
GRADUATE COURSE / CONCENTRATION/PROGRAM CHANGE
I. Current Information (Fill in for changes)
Page Number in Current Catalog
Course Prefix and Number
Course Title
Credit Hours
Prerequisites
Description (or Current Degree Requirements)
II. Proposed Information (Fill in for changes and new courses)
Course Prefix and Number INCM 9003_______________________________
Course Title Essentials of International Negotiation: Theory and Practice
Credit Hours 3-0-3
Prerequisites
Admission to the Ph.D. Program
Description (or Proposed Degree Requirements)
This course covers the theory and practice of international negotiation. It examines the practice of negotiation in actual international settings.
Students will study historical negotiation processes through the use of archival material. The cross-cultural aspects of negotiation, the differences in worldview, and the ethical dimensions of the work are of particular importance to this body of knowledge. Active simulations where dialogue and deliberation can be practiced will be the hands-on part of the class work. The course contains a practicum in which a student can work on a practical project of her/his own choosing.
III. Justification
This course provides the theoretical and conceptual foundations for the degree and will help the student understand the current era, one marked by intensification of globalization, the impact of technology, and deepening interconnection of people and institutions. Fulfillment of this course will also provide the student with a thorough grounding in the fundamental concepts of the contemporary study of international conflict and resolution.

IV. Additional Information (for New Courses only)
Instructor:_ Volker Franke, Ph.D.
Text:
Prerequisites:
Admission to the Ph.D. Program
Objectives:

Identify and apply basic terms, principles, concepts and theories pertaining to negotiations.

Utilize theory to provide a framework for negotiations.

Perform analyses to determine the cause(s) of negotiation successes and failures.

Design and recommend plans for resolving conflicts in and through negotiation.

Prepare and defend unfamiliar positions in a negotiation.
Instructional Method
-Discussion
Method of Evaluation
-Case study analysis, class simulations and papers.
V. Resources and Funding Required (New Courses only)
Resource
Faculty
Other Personnel
Equipment
Supplies
Travel
Amount
New Books
New Journals
Other (Specify)
TOTAL
Funding Required Beyond
Normal Departmental Growth
The costs are included in the overall cost for the new Ph.D. program and are not separate.

VI. COURSE MASTER FORM
This form will be completed by the requesting department and will be sent to the Office of the
Registrar once the course has been approved by the Office of the President.
The form is required for all new courses.
DISCIPLINE
COURSE NUMBER
INCM
9003
Essential of Intl Negotiation COURSE TITLE FOR LABEL
(Note: Limit 16 spaces)
CLASS-LAB-CREDIT HOURS
Approval, Effective Term
Grades Allowed (Regular or S/U)
If course used to satisfy CPC, what areas?
3-0-3
Fall 2010
Regular
Learning Support Programs courses which are
required as prerequisites
APPROVED:
________________________________________________
Vice President for Academic Affairs or Designee __

VII Attach Syllabus
INCM 9003: Essentials of International Negotiation: Theory and Practice
Ph.D. Program in International Conflict Management
Kennesaw State University
I. Professor Contact Information
Volker Franke, Associate Professor of Conflict Management
Department of Political Science and International Affairs, MD 2205, Bldg. 22, Rm. 3002
Phone: 678-797-2931, Email: vfranke@kennesaw.edu
II. Course Pre-requisites, Co-requisites, and/or Other Restrictions
Admission to the Ph.D. program
III. Course Description
This course covers the theory and practice of international negotiation. It examines the practice of negotiation in actual international settings. Students will study historical negotiation processes through the use of archival material.
The cross-cultural aspects of negotiation, the differences in worldview, and the ethical dimensions of the work are of particular importance to this body of knowledge. Active simulations where dialogue and deliberation can be practiced will be the hands-on part of this class work.
IV. Student Learning Objectives/Outcomes
Upon completion of this course, students should be able to:
 Identify and apply basic terms, principles, concepts and theories pertaining to negotiations.
 Utilize theory to provide a framework for negotiations.
 Perform analyses to determine the cause(s) of negotiation successes and failures.
 Design and recommend plans for resolving conflicts in and through negotiation.
 Prepare and defend unfamiliar positions in a negotiation.
V. Textbooks and Materials
Berton, Peter, Hiroshi Kimura and I. William Zartman. International Negotiation: Actors, Structure/Process,
Values.
Palgrave-McMillan, 1999.
Fischer, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In.
2 nd ed. New York:
Penguin Books, 1991.
Lewicki, Roy, Bruce Barry and David M. Saunders. Negotiation. 6 th ed. Boston, MA: Mc-Graw Hill, 2010.
Lewicki, Roy, Bruce Barry and David M. Saunders. Negotiation: Readings, Exercises and Cases.5
th ed. Boston,
MA: Mc-Graw Hill, 2007. (marked R&E below)
Herzig, Michael and David Skidmore: “Nations: A Simulation Game in International Politics,” Pew Case Studies in
International Affairs, No. 169, available through the Institute for the Study of Diplomacy, Georgetown
University.

Seggel Pangalis, Celia and Ali Khalif Galaydh.´”Zanalug: A Simulation Exercise.” Pew Case Studies in
International Affairs, No. 112, available through the Institute for the Study of Diplomacy, Georgetown
University.
United Nations. Intergovernmental Negotiations and Decision Making at the United Nations: A Guide . 2 nd updated ed., February 2009.
VI. Course Outlines
Week 1
Week 2
Course Overview
Read: Lewicki, Ch. 1
Negotiation Strategies & Tactics: Cooperative vs. Competitive Interaction
Read: Lewicki, Ch. 2-3; Lewicki (R&E), Section 1.
Week 3
Week 4
Week 5
Week 6
Week 7
Week 8
Week 9
Week 10
Negotiation Strategy and Planning.
Read: Lewicki, Ch. 4; Fischer & Ury.
Negotiation Biases: Perception, Cognition, Emotion
Read: Lewicki, Ch. 5; Berton et al., Ch. 12.
Communication Processes
Read: Lewicki, Ch. 6.
Power & Influence in Negotiation
Read: Lewicki, Chs. 7-8.
Negotiation Simulation I – Zanalug
Read: Seggel & Galaydh.
Negotiation Contexts
Read: Lewicki, Chs. 10-12; Lewicki (R&E), Section 2.
Negotiation across Cultures
Read: Lewicki, Ch. 16; Berton, et al., Chs. 1-4; Lewicki (R&E), Section 5.
Negotiation Analysis Presentations
No readings!
Week 11
Week 12
Week 13
Week 14
Week 15
Multi-Party Negotiations: Mobilizing Allies, Adversaries and Recruitables
Read: Lewicki, Ch. 13; Berton et al., Ch. 11.
Negotiation Simulation II – Nations
Read: Herzig & Skidmore.
Understanding the United Nations
Read: United Nations
Negotiation Simulation III – UN Simulation 1
Read: TBD.
Negotiation Simulation IV – UN Simulation 2
Read: TBD.
VII. Grading Policy
Grades will be calculated as follows:
Negotiation Analysis: 20%
Negotiation Simulations:
UN Negotiation Exercise:
Position Paper:
Simulation Analysis:
20%
10%
20%
20%
Participation: 10%
Assignments for this course will include a mix of academic analysis and negotiation practice. Students will select a case study of an international negotiation and provide a written analysis (8-10 pages) of the parties’ positions, interests, strategies, the negotiation process, and the outcome and its implications for the underlying conflict using the concepts discussed in class (20%). Students will participate in three (including the UN-based simulation) inclass negotiations (reference materials, including roles and positions provided) and will be graded based on how

effectively and true to reality they present and defend their assigned party’s position (10% each). Finally, students will be assigned to one of two groups. Each group will participate in a UN based negotiation on a different topic
(e.g., UN reform, humanitarian intervention, development assistance, environmental degradation) for which they will have to write their own position paper detailing the issues that are of particular relevance to them/their party, the specific goals they are trying to achieve in the negotiation, their opening offer and possible concessions, the negotiation strategy they plan to take, and the alternative(s) they see to a negotiated agreement (20%). While one group of students negotiates in class, the other group observes and analyzes in the simulation analysis paper (20%) what worked and what did not in the negotiation they observed (similar to the other written negotiation analysis).
Then we switch, and the second group negotiates while the first observes and analyzes.
VIII. Academic Integrity
Every KSU student is responsible for upholding the provisions of the Student Code of Conduct, as published in the
Undergraduate and Graduate Catalogs. Section II of the Student Code of Conduct addresses the University's policy on academic honesty, including provisions regarding plagiarism and cheating, unauthorized access to University materials, misrepresentation/falsification of University records or academic work, malicious removal, retention, or destruction of library materials, malicious/intentional misuse of computer facilities and/or services, and misuse of student identification cards. Incidents of alleged academic misconduct will be handled through the established procedures of the University Judiciary Program, which includes either an "informal" resolution by a faculty member, resulting in a grade adjustment, or a formal hearing procedure, which may subject a student to the Code of Conduct's minimum one semester suspension requirement.
IX. ADA Statement
Any student who, because of a disabling condition, may require some special arrangements in order to meet the course requirements should contact the instructor as soon as possible to arrange the necessary accommodations.
Students should present appropriate verification from KSU disAbled Student Support Services. No requirement exists that accommodations be made prior to completion of this approved University process. Accommodations are arranged on an individualized, as-needed basis after the needs and circumstances have been evaluated. The following individuals have been designated by the President of the University to provide assistance and ensure compliance with the ADA. Should you require assistance or have further questions about the ADA, please contact:
Carol Pope, Asst. Dir. for disAbled Student Support Services
770-423-6443, 770-423-6667F, 770-423-6480TTY cpope@kennesaw.edu disAbled Student Support Services Website http://www.kennesaw.edu/stu_dev/dsss/dsss.html