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Course Syllabus
COURSE INFORMATION:
PA 4345 -- Negotiation and Conflict Resolution
Fall 2006 Semester
COURSE PRE-REQUISITES:
Minimum of sixty hours of college credit
COURSE DESCRIPTION:
This course will introduce students to the theory and
practice of conflict pre-emption, negotiation and
resolution. Students will learn to analyze the parties,
the issues and appropriate strategies in negotiations,
and will take part in many negotiation simulations in
order to develop their skills in issue identification and
problem resolution. The course will begin with the study
of two-party negotiation and progress to multi-party,
multi-issue negotiation situations.
REQUIRED TEXTBOOKS:
(1) “The Heart and Mind of the Negotiator” Third Edition by
Leigh L. Thompson published by Pearson/Prentice Hall
(2) “Getting to Yes” Second Edition by Roger Fisher and William
Ury, published by Penguin Books
October 2, 2006:
“Heart and Mind” – Chapters One and Two
October 9, 2006:
“Heart and Mind” – Chapter Three
November 6, 2006:
“Heart and Mind” – Chapter Ten
GRADING POLICY:
One-third each from: class participation, mid-term (take-home
exam) and final exam.