PRST 5700 / 6700 / 7700
3 Credit Hours


Course Information

Course Description:

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context.  As a member of management, an employee, organizational development consultant, or human resource professional, you will be required to manage conflict successfully as part of your  job.

Organizational conflict management is a specialized communication skill requiring theoretical understanding of human interaction, decision making, and organizational systems.  In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations in threaded discussions and chat. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies.

Course Objectives:

At the end of this course each student will be able:

(1) To examine the communication strategies that enable people to find joint gains/common grounds;
(2) To develop communication strategies to protect your interests when joint gains do not exist;
(3) To learn how to plan and conduct conflict management  interventions for both interpersonal and organization disputes.

"A negotiator's effectiveness is not determined by the pattern he or she follows, 
(i.e. cooperative vs. competitive) but rather by what he or she does with that pattern."
– passage from Williams, Gerald.
Legal Negotiation and Settlement, West, 1983.
Prerequisites and Corequisites:
Bachelor’s Degree from an accredited college or university and admission to the
 Master’s in Professional Studies program or departmental approval. 
Core courses required for the degree completed.
Course Topics:
Welcome, Expectations and Exploring "What Kind of Negotiator am I?"  

Read Chapters 1 and 2  Essentials of Negotiation.

2 Distributive and Mixed Motive Bargaining

  Read Chapters 3, 4, 7   Essentials of Negotiation.

3 Integrative and Mixed Motive Bargaining  

Read  Chapters 5 and 6 Essentials of Negotiations  and  Start  Reading Getting to Yes


Read Essentials of Negotiations, Chapter 8, 9

5 Read Essentials of Negotiations Chapters 10,11
6 Read Essentials of Negotiations, Chapter 12 
7 Read Difficult Conversations.
8 Read  Getting to Yes 
9 Source Journal Articles for your final paper
10 Source Journal Articles for your final paper
11 Team Presentations and Seminar
12 Team Presentations and Seminar
13 Team Presentations and Seminar
14 Team Presentations and Seminar


Specific Course Requirements:
Knowledge of D2L and Microsoft Office.
Textbooks, Supplementary Materials, Hardware and Software Requirements
Required Textbooks:

Please visit the Virtual Bookstore to obtain textbook information for this course:

Supplementary Materials:
Recommended NOT required:
Roger Fisher and William Ury's, Getting Past No (Bantam, 1992). 
(Ury's  The Third Side: Why We Fight and How We Can Stop. USA: Penguin, 2000.) 
Papers are to be written in APA format. 

        Citation Styles Online  

Writers Handbook  

Hardware Requirements:
The minimum requirements can be found at
Specific hardware requirements for this course include...
Software Requirements:
The minimum requirements can be found at
Specific hardware requirements for this course include...
(A list of software the student is required to purchase or download for the course, Real Player, Media Player, 
Acrobat Reader, Microsoft Office, etc).
Quicktime Player is used to play video in this course. It can be downloaded for free at
Java is used to view the Process Powerpoints. It can be downloaded at Java Download.
SMARTHINKING. See Linkage (URL) in course modules
Instructor Information
Please see the separate page inside the course to find instructor contact information 
as well as a statement of virtual office hours and other communication information.
Assessment and Grading
Testing Procedures:
No tests will be given.
Grading Procedure:

The course is based on: readings, simulations, threaded discussions, team presentations and self-assessments.  


Readings and Application 10%

Simulations and Threaded Discussions  20%

Team Research Paper and Presentations 60%

(30% for the Paper and 30% for the Week of Management Presentation)

Participation and Self Assessment of activities 10%

Grading Scale:
A, 90-100; 
B, 80-89; 
C, 70-79;   
D, 60-69;
F, below 60.

The grading scale  emphasizes readings, tests, simulations and 

threaded discussions in the learning community.

Assignments and Participation
Assignments and Projects:
1) Readings and Application. 10%

Each student must negotiate for something (either a product or service) 

that you would NOT HAVE NEGOTIATED FOR before you took the course.  

Mid way through  the course decide on how you will complete this assignment. 

One of the goals of this exercise is to see how your learning is applied to your life. 

Briefly (4-5 pages) write up how the negotiation went.  Be specific and link it to our readings. 

  Discuss what you negotiated for and with whom. 

 How did you prepare for the negotiation?  How did the other party react to your negotiation?  

What do you wish you had done differently?  Assess the impact of the negotiation on your relationship. 

 Assess the process of negotiation. 

2) Case studies and simulations will be presented each week in threaded discussions and Chat.  20%

3) Team Research Paper and Seminar Presentation.   60%

 Self managed teams will be created.   

Teams will choose from one of the following options:

Paper -30 %

Option A:  Select a specific aspect of conflict management that is relevant to your career interests.  Research 10-12 academic sources about this topic an d then interview two persons

in your career area about his/her perspectives on the topic.  This paper allows you to compare academic literature and practitioner perspectives.  Use APA style.

Option B:  Select a specific aspect of conflict management that is relevant to your career interests.   Research 20-22 academic sources.  Identify main themes

within the literature; critique the research; and identify its value for people in your career.  Use APA style.


SUBMIT your draft paper to SMARTHINKING.  

As a team review the feedback and comments. Make improvements to the final paper you submit to the instructor. 

 NOTE IN RED, changes made to the paper.  In addition, submit SMARTHINKING comments with your final paper.

Bring your research to LIFE. Present your paper and your findings during your  week of management in a creative engaging manner.

Use various forms of technology to engage and involve the learning community.   

4) Participation and Reflection/Self Assessment:  10 %

In preparation for and following your week of management:

1) Preparation:

Before your team presentation and week of management, you should prepare a negotiating overview and plan.  

Identify the situation, intended outcomes and goals. If using role plays, identify your roles 

and who your negotiating partner(s) are. 

2) Week of Management:

 During your week of management, creatively present your research and findings using simulations, etc..

3) Reflection:

a) After your week of management, explore specifically what happened and why. 

Use the theories to analyze what happened and what you expected to happen.  

Identify why things might have gone differently than you anticipated.  

Discuss how, in retrospect, you might have conducted your presentation  differently.   

For example, if you presented a simulation negotiating a contract, assess the process of the negotiation as well as the outcomes. 

4) Reflect on what you have learned in the class overall, and would still like to learn about negotiations.  

Refer to specific exercises and examples from a cumulative perspective 

(i.e. don't simply reiterate the other observations).  Go back and look at your student homepage.

 Has your approach to negotiation  changed? If so, how?  If not, why not?


Ethics and Plagiarism

Do not include propriety or copyrighted material from other sources without written permission.  

Papers are to be written in APA format.  

 You may be called on to present or share with other students’ materials you develop for this class.

 You have copyrighted your own work and will be asked for permission to share it with others outside of class.

  I encourage you to work together as you are learning the knowledge and skills presented in this course. 

   Be sure to properly credit the sources for what you turn in, including any assistance with the assignments.

   If you have any doubts or questions, ask me¾not another student¾for clarification.


  • What is Plagiarism?  URL on Plagiarism. 
  • Some examples :  Diligence and attention regarding adherence to US intellectual property laws...




Virtual Attendance and Punctuality:

Your attendance and active participation are essential elements of this class. 

Much of the learning will come from shared ideas in Threaded Discussions, 

Chat, Email and the Team Seminar. Your active participation is necessary to build a learning community. 

Your participation in the Team Seminar, Threaded Discussions, Emails and in Chat 

will be graded as follows:

1) Student initiates thoughtful discussion.

2) Student provides valuable feedback to the seminar.

3) Student gives timely input into the seminar.

4) Student shows concern for quality of all products and deliverables presented in the seminar.

5) Student adds value to the overall learning community

Course Ground Rules

1.       Students are asked to  communicate with other students in the chat room. 

2.       Students are expected to communicate with the instructor as a learning resource.

3.       Students are asked to check the course bulletin board frequently for announcements.

4.       Students are asked to actively participate in threaded discussion events.

All assignments must be submitted in the assignment box or assigned location on the due date.  A late assignment receives zero points. However, it must still be completed to receive a final grade.

NOTE: If you do not login during a week (defined as Sunday midnight CST to Sunday midnight CST,) then that week will count as an absence. One unexcused absence will result in the lowering of the course grade by a one letter grade; two unexcused absences will result in course failure.



Guidelines for Communications
  • Always include a subject line.
  • Remember without facial expressions some comments may be taken the wrong way. 
  • Be careful in wording your emails.
  •  Use of emoticons might be helpful in some cases.
  • Use standard fonts.
  • Do not send large attachments without permission.
  • Special formatting such as centering, audio messages, tables, html, etc. should be avoided
  •  unless necessary to complete an assignment or other communication.
  • Respect the privacy of other class members
Discussion Groups:
  • Review the discussion threads thoroughly before entering the discussion. Be a lurker then a discussant.
  • Try to maintain threads by using the "Reply" button rather starting a new topic.
  • Do not make insulting or inflammatory statements to other members of the discussion group. 
  • Be respectful of other’s ideas.
  • Be patient and read the comments of other group members thoroughly before entering your remarks.
  • Be cooperative with group leaders in completing assigned tasks.
  • Be positive and constructive in group discussions.
  • Respond in a thoughtful and timely manner.
  • Introduce yourself to the other learners in the chat session.
  • Be polite. Choose your words carefully. Do not use derogatory statements.
  • Be concise in responding to others in the chat session.
  • Be prepared to open the chat session at the scheduled time.
  • Be constructive in your comments and suggestion
Web Resources:


The Tennessee Virtual Library is available to all students enrolled in the Regents Degree Program. 
Links to library materials (such as electronic journals, databases, interlibrary loans, digital reserves,
 dictionaries, encyclopedias, maps, and librarian support) and Internet resources needed by learners
 to complete online assignments and as background reading must be included in all courses. 

Students With Disabilities

Qualified students with disabilities will be provided reasonable and necessary academic accommodations 
if determined eligible by the appropriate disability services staff at their home institution. 
Prior to granting disability accommodations in this course, the instructor must receive written verification 
of a student's eligibility for specific accommodations from the disability services staff at the home institution. 
It is the student's responsibility to initiate contact with their home institution's disability services staff 
and to follow the established procedures for having the accommodation notice sent to the instructor.

Syllabus Changes

The instructor reserves the left to make changes as necessary to this syllabus. 
If changes are necessitated during the term of the course, the instructor will 
immediately notify students of such changes both by individual email 
communication and posting both notification and nature of change(s) on the course bulletin board.

Technical Support

Telephone Support:
If you are having problems logging into your course,
timing out of your course, using your course web site tools, or other technical problems, 
please contact the AskRODP Help Desk by calling 1-866-550-7637 (toll free) 

or go to the AskRODP website at: