ORGSTUDY 405 - Negotiation and Dispute Resolution
Section: 001
Term: FA 2017
Subject: Organizational Studies (ORGSTUDY)
Department: LSA Organizational Studies
Waitlist Capacity:
Lab Fee:
Advisory Prerequisites:
OS Concentrator.
May not be repeated for credit.
Primary Instructor:

Based on psychological research on negotiation, conflict resolution, and social influence, this course aims to provide students with the theory-driven skills they need to become effective negotiators. Students will participate in in-class negotiation exercises, mini-lectures, and discussions on a weekly basis. By the end of the term, students will have learned the fundamentals of distributive and integrative bargaining as well as an array of social influence strategies – all through the lens of theory – in order to succeed as a negotiator. They will also become adept at analyzing every negotiation experience from the perspective of various psychological concepts and theories.

Course Requirements:

Attendance and active participation in class discussions. Ten planning documents for negotiation simulations (30%), 3-5 pg goals statement (15%), 4 post-diagnosis reports (3-4 pg, 15%), and a 5-8 page final analysis of a real-world negotiation (40%). In place of exams, students integrate their understanding into written analyses, thus enabling me to audit their mastery of course concepts. Can they identify important negotiation processes and phenomena? Do they have a clear grasp of the negotiation frameworks? Have they achieved a level of sophistication in linking one concept to another seemingly unrelated concept? Are they broaching theoretically interesting questions? This analytical writing makes students more accountable for learning and using a wide range of negotiation concepts and processes.

Intended Audience:

Organizational Studies students and other advanced undergraduates with an interest in negotiation techniques.

Class Format:

one weekly 3-hour seminar

ORGSTUDY 405 - Negotiation and Dispute Resolution
Schedule Listing
001 (SEM)
Tu 4:00PM - 7:00PM
NOTE: Data maintained by department in Wolverine Access. If no textbooks are listed below, check with the department.

ISBN: 0143036971
Bargaining for advantage : negotiation strategies for reasonable people, Author: G. Richard Shell., Publisher: Penguin Books 2. ed. 2006
Other Textbook Editions OK.
ISBN: 0143118757
Getting to yes : negotiating agreement without giving in, Author: by Roger Fisher and William Ury, with Bruce Patton, editor., Publisher: Penguin 3rd ed., r 200u
Other Textbook Editions OK.
ISBN: 0553384112
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond, Author: Deepak Malhotra, Max H. Bazerman., Publisher: Bantam Dell Bantam tra 2008
Other Textbook Editions OK.
Syllabi are available to current LSA students. IMPORTANT: These syllabi are provided to give students a general idea about the courses, as offered by LSA departments and programs in prior academic terms. The syllabi do not necessarily reflect the assignments, sequence of course materials, and/or course expectations that the faculty and departments/programs have for these same courses in the current and/or future terms.

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