MGMT 420 - (Patrick Mingarelle) - Penn State Erie

PENN STATE ERIE
THE BEHREND COLLEGE
SAM AND IRENE BLACK SCHOOL OF BUSINESS
MANAGEMENT 420 – CONFLICT MANAGEMENT
SPRING 2012
Instructor: Patrick A. Mingarelle
Class Time and Location: T & R 8:00 a.m. – 8:00a.m.-9:15a.m., BURKE 204
Office Hours and Phone: By Appointment
450-6352 or 866-7321
School Phone Messages: 898-6717 (Voice Mail)
E-Mail pam30@psu.edu
Readers: Negotiation: Readings, Exercises, and Cases, Lewicki, Barry, and
Saunders, Sixth Edition, 2009
Getting to Yes, Fisher and Ury, Second Edition, 1991
Important Course Prerequisites: MANGT 300
Course Objectives: This course is intended to familiarize you with the negotiation
process that is used in labor-management relations, in business deals, in international
affairs, and in many different every-day activities. Students will learn to recognize
situations that call for bargaining and dispute resolution and will actively participate in
group studies, exercises and simulations designed to enhance the understanding of
negotiation. The study of conflict, conflict styles and the use of problem solving
techniques are also important aspects of this course. The student will be exposed to “real
world” situations by viewing films and will also engage in role playing exercises dealing
with bargaining, conflict management, and team building—all critical skills utilized in
contemporary work organizations.
Grading Policy:
Tests 225 points
Term Paper/Conflict Project 150 points
Readings/Participation 75 points
450 points
Final Letter grade allocation will be explained in class.

Academic Integrity Policy All assignments, tests and term paper must be your own
work. Excellence in scholarship is not achieved by dishonest practices such as plagiarism,
submitting another student’s work as your own, cheating on exams, helping others cheat,
and providing a false excuse for missing a class. Appropriate penalties will result with
any discovered act of academic dishonesty.
Tentative Semester Schedule
(revisions will be announced in advance)
DATE SCHEDULE
01/10 Course Introduction and
Introduction to Negotiating/Bargaining
Lecture and class discussion
Exercise: The Personal Bargaining Inventory, p.689
01/12 Negotiating and Conflict
Lecture and class discussion
Readings: 1.1, 1.2, 1.3
01/17 Negotiation Process and Bargaining Approaches
Lecture and class discussion
Readings: 1.4, 1.5, 1.6
01/19 Bargaining Approaches - continued
Lecture and class discussion
Readings: 1.7, 1.8, 1.9
01/24 Bargaining Approaches – conclusion
Handout Exercise: Case Study
Group/team assignments
Readings: 1.10, 1.11, 1.12
01/26 Individual Conflict Styles
Lecture and class discussion
In-class handout exercise
Group/team assignments
01/31 Organizational Conflict Styles
Lecture and class discussion
02/02 Conflict Styles – continued
Film: A Case of Insubordination
Group/team assignments – role play
02/07 TEST #1

02/09 Interacting to Conflict
Lecture and class discussion
In-class handout exercise
Group/team discussions
02/14 Distributive Bargaining: Strategy and Tactics
Lecture and class discussion
In-class handout exercise: Group/team assignments
Readings: 2.2, 2.3
02/16 Distributive Bargaining – continued
Exercise 4: team assignments
Readings: 2.5, 2.6
02/21 Integrative Bargaining – Strategy and Tactics
Lecture and class discussion
Exercise 7: team assignments
Readings: 2.7, 2.10
Getting to Yes I, II
02/23 Integrative Bargaining – continued
Analysis – converting from win/lose to win/win
Film: Principled Negotiations
02/28 Bargaining Simulation
Analysis – converting from win/lose to win/win
Exercise 17: In-class group/teams
03/01 Bargaining Simulation – continued
Analysis – converting from win/lose to win/win
In-class group/teams
03/05-09 SPRING BREAK – NO CLASSES
03/13 Bargaining Simulation – continued
Analysis – converting from win/lose to win/win
In-class groups/teams
Readings: 6.1, 6.2, Getting to Yes, III
03/15 TEST #2
03/20 Problem Solving Techniques
Lecture and class discussion
In-class handout exercise: group/team assignments
03/22 Consensus Building

Film: 12 Angry Men
03/27 Consensus Building – continued
Film: 12 Angry Men
03/29 Consensus Building – continued
In-class handout exercise: group/team assignments
Getting to Yes, IV
04/03 Persuasion and Communication
Lecture and class discussion
Readings: 6.3, 6.4, 6.5
04/05 Negotiator/Conflict Personality
Lecture and class discussion
04/10 Perception and Conflict
Lecture and class discussion
Film: The Eye of the Beholder
04/12 Third Party Intervention
Lecture and class discussion
Film: Arbitration-7 Tests of Just Cause
04/17 Third Party Intervention – continued
Film: Mediating Negotiating Settlements
Readings: 6.6, 6.7
04/19 Turn in TERM PAPER
Ethics in Negotiation
Lecture and class discussion
Readings: 2.8, 2.9
04/24 TEST #3
Global Negotiations
Class discussion
Readings: 5.1, 5.2, 5.4
04/26 Getting to Yes
Overall application to course
Class discussion
Term Paper/Conflict Project Analysis First Day Finals Week

POLICIES ON ATTENDANCE, PUNCTUALITY, LATE ASSIGNMENTS,
DEFERRED GRADES, MAKE-UP EXAMS, ETC.
Group activities and role assignments make active participation a fundamental part of
this course. Excessive absences negate active and meaningful participation.
Consequently, absences in excess of 3 times without prior approval or medial
documentation will negatively impact your participation grade. You are also expected to
arrive on time with every class meeting unless there is a legitimate reason for delay. Any
late assignment or make-up exam must have my prior approval.
PARTICIPATION:
Your participation in class activities is vital to the success of this course. You are
expected to actively participate in class discussions, exercises, simulations and role
plays. Class participation is a significant part of your grade as indicated on this
syllabus.
READING ASSIGNMENTS:
It is your responsibility to stay current with reading assignments and any written
materials and analyses which are required from Negotiation: Readings, Exercises, and
Cases and Getting to Yes as indicated on this syllabus. Contents from these sources may
be included in tests. Failure to comply with these assignments will adversely affect your
participation grade.
TERM PAPER
A number of options to be discussed in class will be given for the term paper assignment.
Topics must be approved prior to the fourth week of class. Your paper should be an
accurate report of the subject as well as an analysis relating to what you learned about the
various aspects of negotiation and conflict management in the course. The suggested
length for the paper is 5-8 double spaced single sided typewritten pages. It will be worth
150 points toward your final grade and will not be returned.
TESTS AND EXAMS:
Three tests worth a combined total of 225 points toward your final grade will be given
during the course.
REVISIONS OR CHANGES:
You are responsible for any material or schedule changes, including tests, discussed in
class, even if you are absent.
CAREER DEVELOPMENT CENTER
The Career Development enter (CDC) can assist students with the process of career
and life planning through a full range of programs and services. You may schedule
appointments with the CDC staff to discuss issues including interests, skills, values, and
goal setting, as well as how to find career information, internships, full-time jobs, and

graduate schools. You are encouraged to utilize the services of the CDC every year
from your first semester to graduation.
CDC Location: First Floor – Reed Building
CDC Phone 898-6164
CDC Web Site: http://pennstatebehrend.psu.edu/cdc