Syllabus for NEG-731



Negotiation is a critical skill for leadership and management, as well as for daily life. Negotiations will examine the major concepts and theories of bargaining and negotiation as well as the dynamics of interpersonal and intergroup conflict and its resolution. The course will explore the nature of negotiation and the importance of strategizing and planning for negotiation in the context of both distributive bargaining and integrative negotiation.  Additionally the course will cover negotiation sub-processes including communication, perception, biases, social contexts, multiparty negotiations, individual differences, global negotiation, and identifying or creating leverage.  Finally, the course will examine the key concepts of outcomes, dispute resolution, and remedies.

Students will participate in a group negotiation project, and each student will complete a personal Best Practices Manual for Negotiation as a final project for the course. This manual will provide a practical framework for approaching business and personal negotiation.  


After completing this course, you should be able to:

  1. Discuss fundamentals of negotiation, including the nature of negotiation; framing, strategizing and planning for negotiation; strategy and tactics of distributive bargaining; and strategy and tactics of integrative negotiations.
  2. Explain negotiation sub-processes, including communication, perception and cognitive biases, finding and using negotiation leverage, and ethics in negotiation.
  3. Discuss the contexts of negotiation including social contexts, multiparty negotiations, individual differences and global negotiations; and negotiation remedies, including theories concerning difficult negotiations.
  4. Analyze negotiations within a context to determine whether the situation calls for distributive bargaining or integrative negotiation and strategize accordingly.
  5. Evaluate strategic approaches to negotiation scenarios.
  6. Create and execute appropriate strategies in negotiation.


You will need the following materials to do the work of the course. The required textbook is available from the College’s textbook supplier, MBS Direct.

Required Textbook

Lewicki, R.J., Barry, B., and Saunders, D.M. (2011). Essentials of Negotiation, 5th ed. (New York: McGraw-Hill Irwin).

ISBN-13: 978-0-07-353036-9


Negotiations is a three-credit online course, consisting of eight (8) modules. Modules include an overview, topics, study materials, and activities. Module titles are listed below.

Consult the course Calendar for assignment due dates.


For your formal work in the course, you are required to participate in online discussion forums, complete written assignments, attend three synchronous events and complete a final project. See below for details.

You will find Evaluation Rubrics for the discussion forums, cumulative midterm assignment, and final project in the Evaluation Rubrics area of the course site.

Consult the course Calendar for assignment due dates.

Discussion Forums

You are required to participate in eight (8) graded discussion forums.  Discussion forums are on a variety of topics associated with the course modules. There is also an ungraded but required introduction forum in Module 1.

Cumulative Midterm Written Assignment

You are required to complete a cumulative midterm written assignment within module 5.

Synchronous Events

Synchronous events will be held during modules 2, 4, 6, and 7 of the semester.  Students will dial into a teleconference number (provided by your mentor) at a set time.  Your mentor will work with the class to propose a time that works best and accommodates the majority.  

Students will be organized into teams and will prepare for and conduct a live negotiation.  

*Mentors instructions for this activity are available in the instructor's resources area of the course website.

Final Project

You will work throughout the term to create a personal “Best Practices for Negotiation Manual” that will serve as your final project. This final project will require you to apply the knowledge you have gained in a 2,000- to 2,500-word report (8 to 10 pages which typical font and spacing) outlining and analyzing best practices in bargaining and negotiation.  

A fuller description of the final project is available in the Final Project section of the course Web site.


Your grade in the course will be determined as follows:

All activities will receive a numerical grade of 0–100. You will receive a score of 0 for any work not submitted. Your final grade in the course will be a letter grade. Letter grade equivalents for numerical grades are as follows:
























Below 73

To receive credit for the course, you must earn a letter grade of C or higher on the weighted average of all assigned course work (e.g., assignments, discussion postings, projects, etc.). Graduate students must maintain a B average overall to remain in good academic standing.


First Steps to Success

To succeed in this course, take the following first steps:

Study Tips

Consider the following study tips for success:


Students at Thomas Edison State College are expected to exhibit the highest level of academic citizenship. In particular, students are expected to read and follow all policies, procedures, and program information guidelines contained in publications; pursue their learning goals with honesty and integrity; demonstrate that they are progressing satisfactorily and in a timely fashion by meeting course deadlines and following outlined procedures; observe a code of mutual respect in dealing with mentors, staff, and other students; behave in a manner consistent with the standards and codes of the profession in which they are practicing; keep official records updated regarding changes in name, address, telephone number, or e-mail address; and meet financial obligations in a timely manner. Students not practicing good academic citizenship may be subject to disciplinary action including suspension, dismissal, or financial holds on records.


Academic Dishonesty

Thomas Edison State College expects all of its students to approach their education with academic integrity—the pursuit of scholarly activity free from fraud and deception. All mentors and administrative staff members at the College insist on strict standards of academic honesty in all courses. Academic dishonesty undermines this objective. Academic dishonesty can take the following forms:

Please refer to the Academic Code of Conduct Policy in the College Catalog and online at




Using someone else’s work as your own is plagiarism. Thomas Edison State College takes a strong stance against plagiarism, and students found to be plagiarizing will be severely penalized. If you copy phrases, sentences, paragraphs, or whole documents word-for-word—or if you paraphrase by changing a word here and there—without identifying the author, or without identifying it as a direct quote, then you are plagiarizing. Please keep in mind that this type of identification applies to Internet sources as well as to print-based sources. Copying and pasting from the Internet, without using quotation marks and without acknowledging sources, constitutes plagiarism. (For information about how to cite Internet sources, see Online Student Handbook > Academic Standards > “Citing Sources.”)

Accidentally copying the words and ideas of another writer does not excuse the charge of plagiarism. It is easy to jot down notes and ideas from many sources and then write your own paper without knowing which words are your own and which are someone else’s. It is more difficult to keep track of each and every source. However, the conscientious writer who wishes to avoid plagiarizing never fails to keep careful track of sources.

Always be aware that if you write without acknowledging the sources of your ideas, you run the risk of being charged with plagiarism.

Clearly, plagiarism, no matter the degree of intent to deceive, defeats the purpose of education. If you plagiarize deliberately, you are not educating yourself, and you are wasting your time on courses meant to improve your skills. If you plagiarize through carelessness, you are deceiving yourself.

For examples of unintentional plagiarism, advice on when to quote and when to paraphrase, and information about writing assistance and originality report checking, click the links provided below.

Examples of Unintentional Plagiarism 

When to Quote and When to Paraphrase

Writing Assistance at Smarthinking

Originality Report Checking at Turnitin


Disciplinary Process

First-time incidents of academic dishonesty concerning plagiarism may reflect ignorance of appropriate citation requirements. Mentors will make a good faith effort to address all first-time offenses that occur in courses. In these cases, the mentor may impose sanctions that serve as a learning exercise for the offender. These may include the completion of tutorials, assignment rewrites, or any other reasonable learning tool including a lower grade when appropriate. The mentor will notify the student by e-mail. Decisions about the sanctions applied for subsequent plagiarism offenses or other violations will be made by the appropriate dean’s office, with the advice of the mentor or staff person who reported the violation. The student will be notified via certified mail of the decision. Options for sanctions include:

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