Main Content
Syllabus
B A 322 - Negotiation Skills for Business Professionals
B A 322 Negotiation Skills for Business Professionals (3) Emphasizes the preparation and conduct of business negotiations in a range of situations.
Overview | Course Objectives | Structure | Materials | Library | Technical Requirements | Course Schedule | Course Requirements | Grading | Academic Integrity | Policies
Overview
The ability to negotiate effectively is critical for success in business. The purpose of this course is to understand the theory and processes of negotiation so that you can negotiate successfully in a variety of settings.
In this course, participants will read about negotiation, participate in exercises and write about negotiation experiences and concepts. Participants will learn (name key concepts), comprehend (identify, describe, recognize), apply (use in examples, develop solutions to practical problems) and analyze (compare and contrast etc.) topics in negotiation. This course also gives students the opportunity to develop their persuasion skills by utilizing verbal, nonverbal and written communications to achieve their negotiation goals. The negotiation skills learned can be applied to formal negotiations as well as everyday tasks such as dealing with bosses, subordinates, and colleagues.
Prerequisite: ACCTG 211; ECON 102 or ECON 104; ENGL 015
Concurrent: SCM 200 or STAT 200; MIS 204
Course Objectives
This course integrates the experiential and intellectual components of negotiation. Course instruction and learning activities emphasize the preparation for and conduct of business negotiations in a range of situations. These situations include integrative and distributive scenarios, development of negotiation relationships, and negotiation in multi-organization, multi-industry, multi-cultural, and multi-national environments. Basic negotiation theories will be addressed and applied through the recognition and the resolution of conflict by applying various bargaining strategies.
- Students will learn how to prepare for a negotiation event.
- Students will learn to select the appropriate negotiation strategies in order to match the needs of the situation.
- Students will develop the negotiation skills needed to meet the challenges facing today’s executives.
- Students will develop the sophistication to analyze bargaining and conflict relationships, and an awareness of their individual bargaining style.
- Students will apply various techniques in order to: understand the basic elements of negotiation; make informed decisions about continuing a negotiation or walking away; participate or lead in team-based negotiations; and effectively manage international negotiations.
A primary component of this course is application of negotiation theories through exercises in which the student assumes various roles within a negotiation scenario. Through practice and role playing, students will develop effective personal and professional negotiation skills.
Method of Instruction
If this is the first online course you are taking you will find it is very different than the traditional face to face classroom environment. The anxiety that you may feel at the beginning is normal. It will less stressful once you are comfortable with the technology and the rhythm of the course. Be aware you will need to spend from four to eight hours a week in completing the tasks for this course.
The key to successful completion of this online course is organization. This syllabus and schedule outlines my expectations of students, including grading policies, assignments, and projects, as well as a schedule of due dates.
This is not a self-paced course. Deadlines exist because of the short amount of time in which you must complete each and every task. You may work ahead on the reading and assignments but not in the discussion assignments.
This class also incorporates several group-based assignments. Peer feedback will be used to ensure everyone does their share of the work. Depending on the feedback, individual grades may be adjusted to reflect low participation.
The final presentation is a very important project and your team will be presenting in Zoom. You will have an opportunity earlier in the course to become familiar with Zoom during an orientation activity.
See the Course Schedule for a summary of the lessons, reading assignments, discussion assignments, activities and assessments.
Structure
The course will be structured along the following lessons:
- Negotiation Overview
- Distributive Bargaining
- Integrative Negotiation
- Perspectives on Distributive and Integrative Bargaining
- Ethics
- Negotiation Strategy and Planning
- Perception, Cognition and Emotion
- Communication
- Power
- Relationships
- Multiple Parties and Teams
- Application of Concepts
- Cultural Aspects
- Movie Presentation
- Best Practices in Negotiation
Course Materials
Most World Campus courses require that students purchase materials (e.g., textbooks, specific software, etc.). To learn about how to order materials, please see the Course Materials page. You should check LionPATH approximately 3–4 weeks before the course begins for a list of required materials.Library Resources
Many of the University Libraries resources can be utilized from a distance. Through the Libraries website, you can
- access magazine, journal, and newspaper articles online using library databases;
- borrow materials and have them delivered to your doorstep—or even your desktop;
- get research help via email, chat, or phone using the Ask a Librarian service; and
- much more.
You can view the Online Students' Library Guide for more information.
You must have an active Penn State Access Account to take full advantage of the Libraries' resources and services. Once you have a Penn State account, you will automatically be registered with the library within 24–48 hours. If you would like to determine whether your registration has been completed, visit the Libraries home page and select My Account.
Technical Requirements
| Operating System | Canvas, Penn State's Learning Management System (LMS), supports most recent versions of Microsoft Windows and Apple Mac operating systems. To determine if your operating system is supported, please review Canvas' computer specifications. |
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| Browser | Canvas supports the last two versions of every major browser release. It is highly recommended that you update to the newest version of whatever browser you are using. Note: Cookies must be enabled, and pop-up blockers should be configured to permit new windows from Penn State websites. |
| Additional Canvas Requirements | For a list of software, hardware, and computer settings specifically required by the Canvas LMS, please review Canvas' computer specifications. |
| Additional Software | All Penn State students have access to Microsoft Office 365, including Microsoft Office applications such as Word, Excel, and PowerPoint. |
| Hardware | Monitor: Monitor capable of at least 1024 x 768 resolution |
| Mobile Device (optional) | The Canvas mobile app is available for versions of iOS and Android. To determine if your device is capable of using the Canvas Mobile App, please review the Canvas Mobile App Requirements. |
Student Education Experience Questionnaire (SEEQ)
During the semester you will receive information for completing the Student Education Experience Questionnaire (SEEQ). Your participation is an opportunity to provide anonymous feedback on your learning experience. Your feedback is important because it allows us to understand your experience in this course and make changes to improve the learning experiences of future students. Please monitor email and course communications for links and availability dates.
If you need technical assistance at any point during the course, please contact the Service Desk.
For registration, advising, disability services, help with materials, exams, general problem solving, visit World Campus Student Services!
Course Schedule
Note: All due dates reflect North American eastern time (ET).
The schedule below outlines the topics we will be covering in this course, along with the associated time frames and assignments.
Note that all dates reflect North American eastern time (ET). This ensures that all students have the same deadlines regardless of where they live. All lesson assignments must be submitted by 11:59 PM (ET) on the last day of the timeframe indicated below for the lesson unless otherwise stated. Discussion forum first posts are due Thursday of the lesson week assigned unless otherwise stated.
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Course Requirements
There are 1000 possible total points to be earned in this course.
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Lesson Quizzes 4 x 45 pts |
180 | 18% | There will be four (4) quizzes worth 45 points each based on the lessons for a given time period with all questions coming from the reading textbook and/or lesson content. These open book quizzes will evaluate your understanding and comprehension of key words and concepts. The quizzes may contain multiple-choice and true/false questions. You will have 15 minutes to complete each quiz. Unless you can prove technical difficulties, there will be no re-takes. |
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Discussions 9 x 25 pts |
225 | 22.5% | You will participate in nine online discussions throughout the course. The discussion boards will be “post first,” which means you will not see any of your classmates’ contributions until you have posted. |
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Applied Learning / Role-Play Activities 9 x 50 pts
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450
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45% | There will be 9 weekly assignments using the 50-point rubric. You will analyze the assignment by applying course concepts. These assignments should be written in essay format and contain an introduction, analysis, and conclusion.
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High-Profile Negotiation Analysis Paper 1 x 100 pts |
100 | 10% | For this assignment, you may work alone or with a partner of your choosing. Choose a high-profile negotiation that has occurred in the last five years to analyze. |
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Presentation 1 x 45 pts |
45 | 4.5% | Your group presentation will be based on the analysis paper. |
| Total | 1,000 | 100% |
Use of Turnitin in This Course
Turnitin is a web-based plagiarism detection and prevention system. You will submit many of your assignments in this course through Turnitin. The program checks your paper against other papers on the web and submitted through PSU. In addition, your paper is checked against articles and websites on the web to see how closely yours matches these sources.
Guidelines for Discussions
Quality discussion possesses one or more of the following properties:
- Thoughtful application of assigned reading (past and present) to the current discussion. Please list specific course concepts, textbooks, and page citations.
- Contribute to moving the discussion and analysis forward.
- Collaboration; build upon the comments of your classmates (demonstrating your understanding of these comments as well as your own analytical skills).
- Include some evidence or logic.
- Tie relevant current events or personal experience to the discussion.
NOTE: After posting a reply to a Discussion Forum, you will not have the ability to edit or delete your post. We recommend that you compose your discussion message in a word processing program first, and then copy and paste the text into the Discussion Forum.
Please be courteous. Don't flame (i.e., post insults or other personally disrespectful comments) or post flamebait (i.e., deliberately provocative or manipulative material intended or likely to elicit flames). Also, be careful in the use of sarcasm and irony. Online communication lacks the subtle nonverbal cues that help us interpret such rhetorical flourishes in face-to-face settings, so that it is easy to miss the point or misunderstand. More important, it is easy to give or take offense where none is intended. Accordingly, give people the benefit of the doubt, and if you are misunderstood, don't get defensive. You might also consider using such rhetorical devices somewhat less in this medium than you would in ordinary conversation since they are generally less effective here.
These guidelines were adapted from online discussion guidelines and Netiquette.
Applied Learning (50 points)
Applied learning assignments should include an introduction (introduce assignment and its relevance to negotiation, describe the organization of the paper); analysis (answer the questions; analyze the assignment and apply course concepts with the concepts applied in boldface); and conclusion (summary and what you learned from the assignment). Page length guide for assignments is 2–4 pages, double-spaced, with a 12-point font and one-inch margins.
Role-Play Activities (50 points)
The written analysis should include an introduction (introduce assignment and its relevance to negotiation, describe the organization of the paper); analysis (answer the questions; analyze the assignment and apply course concepts with the concepts applied in boldface); and conclusion (summary and what you learned from the assignment). Page length guide for assignments is 2–4 pages, double-spaced, with a 12-point font and one-inch margins.
High-Profile Negotiation Analysis (100 points)
For this assignment, you may work alone or with a partner of your choosing. Choose a high-profile negotiation that has occurred in the last five years to analyze.
Guidelines
Participation: If working with a partner, keep the following in mind. One of the most difficult aspects of working within teams is when you encounter the "free rider" effect. This is when a member of a team doesn't complete his or her share of the work, assuming the other team member(s) will cover it. To prevent this, please report problems with your partners early so the instructor can help the team address issues. In addition, a peer feedback sheet will be used upon completion of the project. This feedback will help the instructor allocate individual grades and lower the grade for a person who is not a productive members of the team. While there may not be problems in your group, you must be able to document your contribution to the team project in case there are concerns about individual contributions.
Avoiding plagiarism: Plagiarism is using someone else's words and not giving them credit. Every quotation and all other borrowed information must be documented, even if paraphrased. Please cite your work appropriately using APA guidelines. To help you avoid plagiarism and to provide feedback, the instructor may use plagiarism detection software, such as Turnitin.
Structure: Your paper should have a title page, a table of contents (optional), the core content of the paper (introduction, body, and conclusion), and a reference (works cited) list. The paper should have page numbers printed at the bottom of the page (with the exception of the title page). The title page should include the title of the paper, your team members' names, the course title, the instructor's name, and the date of submission. The title page does not contain a typed page number but is counted in the overall length of the paper. The page after the title page, therefore, is page 2.
Format: Papers should be typed, double-spaced, and grammatically correct. They should include a reference list in APA style. They should be typed in a 12-point font with one-inch margins.
Length: A guideline for this term paper is between 9 and 12 pages long (2,250–3,000 words). The maximum is 12 pages, so if you find yourself over this amount, consider altering the scope of the paper.
Research: This paper requires research. Do not use information off such websites as Wikipedia without instructor approval. Library databases are fine to use and do not require approval. The following two databases available from Penn State are highly recommended:
- ProQuest Direct (check the peer review option for academic papers), and
- LexisNexis.
Content: Start early by choosing a high-profile negotiation that has occurred in the last five years. If working with a partner, negotiate who will do what on the paper as well as the process of communication. Write down the ground rules for your team and submit to the team ground rules drop box.
Apply course concepts and theories to the negotiation. Include the answers to the following questions in your analysis:
- Describe the situation and key parties’ goals and interests. Who (if any) were the other stakeholders in the negotiation, and what role did they play?
- Did any coalitions form during the process?
- Describe the give and take of the negotiation and the process. What was the outcome?
- Was this an appropriate way to solve the conflict based on negotiation theory?
- What types of power were used? How did the parties influence one another?
- What communication methods were used to influence the negotiation?
- What specific distributive and/or integrative tactics were used in the negotiation?
- What would your team have done differently based on your research and analysis? How would a different approach or situation have changed the outcome?
Remember to apply course concepts to the analysis and to bold concepts applied.
Final Presentation (45 points)
The final presentation will be given via Zoom (See Zoom Resources page in the Course Modules). Lesson 14 addresses what elements a good business presentation should contain. Don’t forget to practice, practice, practice. The presentation should be at least 7 minutes an no longer than 10 minutes.
Rubrics
For an explanation of how rubrics are used in this course, select the Rubrics button: RUBRICS
Use of Rubrics
What is a rubric? According to Susan M. Brookhart, a rubric serves both the instructor and students as "a guide listing specific criteria for grading or scoring academic papers, projects, or tests." Rubrics have been developed for many of the activities found within this course.
Locating an Activity's Rubric
Submission Activities
The rubric for activities that require you to submit a file (e.g.,, Microsoft Word document) will be located directly below the assignment's instructions (Figure R-1). Note: Not all submission activities have a rubric associated with it (e.g., Used Car Role-Play).
Discussion Forum Activities
The rubric for discussion forums can be accessed by clicking the icon in the top right of the Discussion. If you need further instructions, see How do I view Discussion Rubrics. Note: Not all discussion forums have a rubric associated with it (e.g., Class Introduction Discussion).
Understanding Grading Via an Activity's Rubric
As you will see in Figure R-2, within each criteria there is a set number of points allocated depending on the rating you earned. For example, under Quality of Initial Post, you can achieve a top rating of 17 points, 14 points, 12 points, 8 points, or 0 points.
However, your instructor has the right to award you points within the rating's range. For example, you may have met all the criteria required to earn 14 points under the Quality of Initial Post criteria. Yet, your instructor feels that you did more than what this criteria outlines (but perhaps not enough to justify awarding you 17 points). As such, your instructor awards you with 16 points.
Grading
| Numerical value | Letter grade |
|---|---|
| 93 and above | A |
| 90–92.99 | A- |
| 87–89.99 | B+ |
| 83–86.99 | B |
| 80–82.99 | B- |
| 77–79.99 | C+ |
| 70–76.99 | C |
| 60–69.99 | D |
| below 60 | F |
Please refer to the University Grading Policy for Undergraduate Courses for additional information about University grading policies.
If, for reasons beyond the student's control, a student is prevented from completing a course within the prescribed time, the grade in that course may be deferred with the concurrence of the instructor. The symbol DF appears on the student's transcript until the course has been completed. Non-emergency permission for filing a deferred grade must be requested by the student before the beginning of the final examination period. In an emergency situation, an instructor can approve a deferred grade after the final exam period has started. Under emergency conditions during which the instructor is unavailable, authorization is required from one of the following: the dean of the college in which the candidate is enrolled; the executive director of the Division of Undergraduate Studies if the student is enrolled in that division or is a provisional student; or the campus chancellor of the student's associated Penn State campus.
For additional information please refer to the Deferring a Grade page.Note: If you are planning to graduate this semester, please communicate your intent to graduate to your instructor. This will alert your instructor to the need to submit your final grade in time to meet the published graduation deadlines. For more information about graduation policies and deadlines, please go to the Graduation Information on the My Penn State Online Student Portal.
Please see rubrics for individual assignments and specifics on assignment preparation and expectations.
Academic Integrity
According to Penn State policy G-9: Academic Integrity , an academic integrity violation is “an intentional, unintentional, or attempted violation of course or assessment policies to gain an academic advantage or to advantage or disadvantage another student academically.” Unless your instructor tells you otherwise, you must complete all course work entirely on your own, using only sources that have been permitted by your instructor, and you may not assist other students with papers, quizzes, exams, or other assessments. If your instructor allows you to use ideas, images, or word phrases created by another person (e.g., from Course Hero or Chegg) or by generative technology, such as ChatGPT, you must identify their source. You may not submit false or fabricated information, use the same academic work for credit in multiple courses, or share instructional content. Students with questions about academic integrity should ask their instructor before submitting work.
Students facing allegations of academic misconduct may not drop/withdraw from the affected course unless they are cleared of wrongdoing (see G-9: Academic Integrity ). Attempted drops will be prevented or reversed, and students will be expected to complete course work and meet course deadlines. Students who are found responsible for academic integrity violations face academic outcomes, which can be severe, and put themselves at jeopardy for other outcomes which may include ineligibility for Dean’s List, pass/fail elections, and grade forgiveness. Students may also face consequences from their home/major program and/or The Schreyer Honors College.
How Academic Integrity Violations Are Handled
World Campus students are expected to act with civility and
personal integrity; respect other students' dignity, rights, and
property; and help create and maintain an environment in which all
can succeed through the fruits of their own efforts. An environment
of academic integrity is requisite to respect for oneself and
others, as well as a civil community.
In cases where academic integrity is questioned, the Policy on Academic Integrity indicates that procedure requires an instructor to inform the student of the allegation. Procedures allow a student to accept or contest a charge. If a student chooses to contest a charge, the case will then be managed by the respective college or campus Academic Integrity Committee. If that committee recommends an administrative sanction (Formal Warning, Conduct Probation, Suspension, Expulsion), the claim will be referred to the Office of Student Accountability and Conflict Response.
All Penn State colleges abide by this Penn State policy, but review procedures may vary by college when academic dishonesty is suspected. Information about Penn State's academic integrity policy and college review procedures is included in the information that students receive upon enrolling in a course. To obtain that information in advance of enrolling in a course, please contact us by going to the Contacts & Help page .
Additional Academic Integrity Violations
Please note: Various tutoring websites claim to offer you the opportunity to download answers to everything from accounting problems to quiz questions for little to no cost. Full papers can also be downloaded to submit in place of your own work. Use of these materials, or “ghosting,” is considered cheating and an academic integrity violation. Similarly, uploading exams, course materials, or your work to one of these sites is considered an academic integrity violation.
Using online services that complete assignments for you is considered an academic integrity violation.
Giving your Penn State Access ID and password to someone else to do your work is against University policy AD95/AD96 and an academic integrity violation; sanctions will be given for these violations.
Student Responsibilities and Conduct
- Students are responsible for online course content, taking notes, obtaining other materials provided by the instructor, taking tests (if applicable), and completing assignments as scheduled by the instructor. As a general rule, students should plan on logging into the course at least three times per week and spending at least three hours per course credit per week on the course, e.g., if the course is three credits, the student should plan on spending at least 9-12 hours per week on the course, just as they would in a residence course.
- Students are responsible for keeping track of changes in the course syllabus made by the instructor throughout the semester.
- Students are responsible for monitoring their grades.
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Students must contact their instructor (and teammates when working on any collaborative learning assignments) as soon as possible if they anticipate missing long periods of online time due to events such as chronic illnesses, death in the family, business travel, or other appropriate events. The instructor will determine the minimal log on time and participation required in order to meet course responsibilities. In the event of other unforeseen conflicts, the instructor and student will arrive at a solution together.
- Requests for taking exams or submitting assignments after the due dates require documentation of events such as illness, family emergency, or a business-sanctioned activity.
- Conflicts with dates on which examinations or assignments are scheduled must be discussed with the instructor or TA prior to the date of the examination or assignment.
- Students are responsible for following appropriate netiquette (network etiquette) when communicating with their instructor and classmates. For reference, see the Academic Success Kit.
- Behaviors that disrupt other students’ learning are not acceptable and will be addressed by the instructor.
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For severe and chronic problems with student disruptive behavior, the following will be applied for resolution:
- Senate Committee on Student Life policy on managing classroom disruptions: Office of Student Accountability and Conflict Response.
- Penn State Principles
Policies
Late Policy
Late Assignments will not be accepted. It is your responsibility to contact the instructor prior to the due date of an assignment if you are aware of extenuating circumstances that will impact your ability to meet a deadline. The instructor will determine if alternative arrangements may be made.
Blank or Erroneous Assignment Submissions
It is your responsibility to ensure that you have uploaded the correct document to each assignment prior to the assignment due date. Please check your assignment submission immediately after uploading a file in Canvas to ensure that it contains content and is the correct file. If you notice an error, such as a blank or incorrect file, you must resubmit the assignment before the assignment due date. Similarly, you are responsible for ensuring that discussion forum initial posts are not blank and that any website URL submissions (such as links to documents, video recordings, etc.) have the correct sharing settings enabled so that they can be viewed by recipients. Any blank or erroneous submissions that you have not resubmitted by the assignment due date will receive a zero for the assignment.
Accommodating Disabilities
Penn State welcomes students with disabilities into the University's educational programs. Every Penn State campus has resources for students with disabilities. The Student Disability Resources (SDR) website provides contacts for disability services at every Penn State campus. For further information, please visit the SDR website.
In order to apply for reasonable accommodations, you must contact the appropriate disability resources office at the campus where you are officially enrolled, participate in an intake interview, and provide documentation based on the documentation guidelines. If the documentation supports your request for reasonable accommodations, your campus's disability resources office will provide you with an accommodation letter. Please share this letter with your instructors and discuss the accommodations with them as early in your courses as possible. You must follow this process for every semester that you request accommodations.
Veterans and Military Personnel
Veterans and currently serving military personnel and/or dependents with unique circumstances (e.g., upcoming deployments, drill/duty requirements, VA appointments, etc.) are welcome and encouraged to communicate these, in advance if possible, to the instructor in the case that special arrangements need to be made.
Privacy Notice
In order to protect your privacy, course access is limited to those individuals who have direct responsibility for the quality of your educational experience. In addition to the instructor, a teaching assistant or college administrator may be provided access in order to ensure optimal faculty availability and access. World Campus technical staff may also be given access in order to resolve technical support issues.
One Year Course Access
Formal instruction will end on the last day of class. Provided that you have an active Penn State Access Account user ID and password, you will continue to be able to access the course materials for one year, starting from the end date of the academic semester in which the course was offered (with the exception of library reserves and other external resources that may have a shorter archival period). After one year, you might be able to access the course based on the policies of the program or department offering the course material, up to a maximum of three years from the end date of the academic semester in which the course was offered. For more information, please review the University Course Archival Policy.
Additional Policies
For information about additional policies regarding Penn State Access Accounts; credit by examination; course tuition, fees, and refund schedules; and drops and withdrawals, please see the World Campus Student Center website.
If you have a crisis or safety concern, mental health services are available to you as a Penn State student. Crisis and emergency contacts are available, no matter where you are located:
- Anywhere in the United States: Call the Penn State Crisis Line at 1-877-229-6400 or text LIONS to 741741. You can also contact your local crisis services or hospital for emergencies.
- Outside the United States: Please contact emergency services in your current location. You can also use the International Crisis and Emergency Services listings.
- At University Park: Assistance is available at Counseling & Psychological Services (CAPS) locations on campus.
- At a Penn State branch campus: You can search for counseling information at your campus.
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Disclaimer: Please note that the specifics of this Course Syllabus are subject to change, and you will be responsible for abiding by any such changes. Your instructor will notify you of any changes.