Syllabus Skills Course 6503.24 PDF

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George Washington University Course Syllabus Fall 2019 IAFF 6503-24 Negotiating Skills September 21 9:00 AM – 5:00 PM (Gelman B02) September 22 9:00 AM – 5:00 PM (Gelman B02) 4 hour exercise: October 13 1:00 – 5:00 PM (Gelman B02)

MANAGING DIFFERENCES: REACHING AGREEMENT THROUGH INTEREST-BASED NEGOTIATION Faculty: Michael J. Gaugh, J.D. COURSE ABSTRACT This course is designed to enhance the participants’ negotiation and leadership skills for managing differences between individuals and groups. Class members will learn how to handle two and multiparty negotiations, and analyze the importance of empathy and creative option design. The course will be a blend of skill building exercises and discussions about the behavior of individuals to understand the negotiation dynamics. They will have the opportunity to apply skills learned to a significant international conflict of the student’s choosing. The course builds on the concepts of interest-based negotiation developed by Roger Fisher and his colleagues at the Harvard Program on Negotiation.

REQUIRED TEXT Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books. Case materials will be distributed in class. There will be a charge of $12 for cases payable at the workshop. COURSE OBJECTIVES Class members who complete the course successfully will:   

learn the essential elements of interest-based negotiation, apply learning about negotiation to experiential exercises and simulations, and use the foundation of experiential learning for the analysis of conflicts and the development of strategies for negotiation.

2 COURSE OUTLINE Module

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1 Understanding our Negotiation Baseline. An exercise will be conducted to explore each student’s means of dealing with differences (hereafter referred to as one’s negotiating style). The group will explore the importance of negotiations, the pervasiveness of negotiations, negotiations as an integral part of interpersonal relationships, and what assumptions individual bring to a negotiation. Exercise: Oil Pricing 2 Negotiation Concepts. This session will focus on the different conceptual and methodological approaches used in the course. Emphasis will be devoted to the concept of “interest-based” or problem-solving negotiation. Exercise: Sally Soprano 3 Systematic Thinking and the Power of Empathy. Generating creative options requires systematic thinking to assure that the full range of issues and interests are addressed. Obtaining high valued agreements also requires that we understand the other party. The class will explore techniques for gaining better understanding of other parties. 4 The Significance of Process: Introduction to Multiparty Negotiations The participants will participate in a coalition exercise to experience the methods and techniques they bring to multiparty negotiations. This exercise will broaden the student’s understanding of the complexity of multiparty situations. The session will also cover guidelines for conducting a multiparty negotiation. The participants will take the guidelines and apply them to a relatively uncomplicated multiparty negotiation. Exercise: Coalition 5 Multiparty Negotiations. The participants will apply their skills to a complex, multiparty negotiation involving the construction of a deep water port. Issues of coalitions, relationship mapping and one-text procedures will be explored. Exercise: Harborco ASSIGNMENT & EVALUATION INTEGRATED ANALYSIS EXERCISE Held: (date and time to be determined) Participants are to demonstrate mastery of the major course concepts through the analysis of a multi-party conflict. The class has been asked by a major decision maker to brief

3 her/him on this conflict using all the techniques developed in the class. The class is to organize its efforts and conduct the briefing session (format to be determined by the students). All students are expected to take a visible role in both the preparation for and conduct of the briefing. Time is to be left at the end of the exercise for a self-critique of what worked well and what could have been done differently. The exercise must also demonstrate the capacity to step back from the conflict, analyze the situation from all perspectives and then draw some conclusions. At a minimum, the briefing should demonstrate competency with the nine-element framework, circle chart logic and process considerations. A higher grade will be a function of how well you integrate these concepts and use other frameworks found in the reading “Getting to Yes.” (Optional Integrated Analysis Paper – no required page length) A student may exercise the option of writing a final paper in lieu of participating in the final integrated exercise. That election must be made at the time of the weekend course. PAPER DUE: October 21, 2019 You are to demonstrate mastery of the major course concepts through the analysis of a multi-party conflict. The topic might be policy focused or one in which you are directly a party. It is highly advisable to select a topic about which you have good knowledge. Therefore, you may take a policy issue studied in another course. The task is to apply a negotiation framework to it. If the topic chosen has already been resolved, the student must critique what happened and how the conflict could have been handled differently to produce substantially better results. Therefore, you are advised not to select a topic which has been resolved and your critique is that nothing much could have been done to have improved the results. The paper should reflect a synthesis of concepts in the analysis. The paper must also demonstrate the capacity to step back from the conflict, analyze the situation from all perspectives and then draw some conclusions. A justification for one’s point of view or that of one of the parties is not an acceptable analysis. To receive a “B” grade, the paper must demonstrate competency with the nine-element framework, circle chart logic and process considerations. A higher grade will be a function of how well you integrate these concepts and use other frameworks found in the reading “Getting to Yes.” Be sure to edit your papers and use proper citation to sources. Spell check does not pick up all errors particularly if you intend to use one word and mistype and use another dictionary word. If you are attributing views to a party, the reader needs to know whether those are the views of the party or your own.

4 Submission of Paper You are to submit your papers by midnight the day they are due by email to Michael Gaugh at [email protected]. Please check your document for viruses before emailing. Remember, you are responsible for proper citation and editing of your paper. Please place the course number on your paper(s) and page number the documents.

REFLECTION PAPER (no page length) (To be done by all students whether participating in the final class exercise or electing to write a final paper.) Each student is to submit a reflection paper by October 21, 2019 which examines his or her approach to negotiation and conflict and asks how these patterns may have been affected by the course experience. Those students doing the class exercise will submit the reflection paper one week after the exercise. Some questions to explore might be: What new approaches seem promising for reaching higher quality agreements? What approaches presently used seem constructive and should be strengthened and/or used more often? Are there approaches I have used that now seem counterproductive and should be modified? What concepts allow one to have a deeper and more profound understanding of negotiating situations? There are no right or wrong answers to these and other questions. There is however a difference between a cursory and thoughtful approach to what was learned. The individual inquiry is whether there was value to this experience and how might you build on it? You are to submit your papers by midnight the day they are due by email to Michael Gaugh at [email protected]. PARTICIPATION It is important that you attend both days during the workshop times and participate fully in the final class exercise if you elect to be involved. We will begin promptly at 9 am on the first two days. The class is highly interactive with most of the learning built into the exercises and analysis of their results. You will be assigned paired and teamed negotiations. Therefore, other students will be relying on your participation. EVALUATION All assignments are graded on an “A” to “C” basis “A” work is considered superior performance in the course, measured by: technical mastery of key concepts, consistent demonstration of critical thinking, effective synthesis of materials, quality of writing submitted especially in terms of clarity of content and absence of grammatical errors and effectiveness of classroom participation. A grade of “C” is considered failing. Each assignment is given the following value towards the final grade:

5 Integrated Analysis Exercise (or Final Paper) Participation in class Reflection paper

40% 40% 20%

WORKLOAD EXPECTATION In this 1 credit graduate skills course students are expected to work for a total of 37.5 hours. This includes 20 hours of time spent in class (two 8 hour days and one 4 hour day of class meetings) plus 17.5 hours of independent work.

University Policies & Services Academic Integrity Code Academic dishonesty is defined as cheating of any kind, including misrepresenting one's own work, taking credit for the work of others without crediting them and without appropriate authorization, and the fabrication of information. For details and complete code, see: studentconduct.gwu.edu/code-academic-integrity Accommodations for Students with Disabilities Any student who may need an accommodation based on the potential impact of a disability should contact the Disability Support Services office at 202-994-8250 in the Rome Hall, Suite 102, to establish eligibility and to coordinate reasonable accommodations. For additional information see: disabilitysupport.gwu.edu/ Religious Observances In accordance with University policy, students should notify faculty during the first week of the semester of their intention to be absent from class on their day(s) of religious observance. For details and policy, see: https://registrar.gwu.edu/universitypolicies#holidays Mental Health Services 202-994-5300 The University's Mental Health Services offers 24/7 assistance and referral to address students' personal, social, career, and study skills problems. Services for students include: crisis and emergency mental health consultations confidential assessment, counseling services (individual and small group), and referrals. For additional information see: counselingcenter.gwu.edu/ Emergency Preparedness and Response Procedures

6 The University has asked all faculty to inform students of these procedures, prepared by the GW Office of Public Safety and Emergency Management in collaboration with the Office of the Executive Vice President for Academic Affairs. To Report an Emergency or Suspicious Activity Call the University Police Department at 202-994-6111 (Foggy Bottom) or 202-242-6111 (Mount Vernon). Shelter in Place – General Guidance Although it is unlikely that we will ever need to shelter in place, it is helpful to know what to do just in case. No matter where you are, the basic steps of shelter in place will generally remain the same. 

If you are inside, stay where you are unless the building you are in is affected. If it is affected, you should evacuate. If you are outdoors, proceed into the closest building or follow instructions from emergency personnel on the scene.

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Locate an interior room to shelter inside. If possible, it should be above ground level and have the fewest number of windows. If sheltering in a room with windows, move away from the windows. If there is a large group of people inside a particular building, several rooms maybe necessary.

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Shut and lock all windows (for a tighter seal) and close exterior doors.

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Turn off air conditioners, heaters, and fans. Close vents to ventilation systems as you are able. (University staff will turn off ventilation systems as quickly as possible).

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Make a list of the people with you and ask someone to call the list in to UPD so they know where you are sheltering and who is with you. If only students are present, one of the students should call in the list.

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Await further instructions. If possible, visit GW Campus Advisories for incident updates (http://CampusAdvisories.gwu.edu) or call the GW Information Line 202994-5050.

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Make yourself comfortable and look after one other. You will get word as soon as it is safe to come out.

Evacuation An evacuation will be considered if the building we are in is affected or we must move to a location of greater safety. We will always evacuate if the fire alarm sounds. In the event of an evacuation, please gather your personal belongings quickly (purse, keys, GWorld card, etc.) and proceed to the nearest exit. Every classroom has a map at the door designating both the shortest egress and an alternate egress. Anyone who is physically unable to walk down the stairs should wait in the stairwell, behind the closed doors. Firemen will check the stairwells upon entering the building.

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Once you have evacuated the building, proceed to our primary rendezvous location: the court yard area between the GW Hospital and Ross Hall. In the event that this location is unavailable, we will meet on the ground level of the Visitors Parking Garage (I Street entrance, at 22nd Street). From our rendezvous location, we will await instructions to reenter the School. Alert DC Alert DC provides free notification by e-mail or text message during an emergency. Visit GW Campus Advisories for a link and instructions on how to sign up for alerts pertaining to GW. If you receive an Alert DC notification during class, you are encouraged to share the information immediately. GW Alert GW Alert provides popup notification to desktop and laptop computers during an emergency. In the event that we receive an alert to the computer in our classroom, we will follow the instructions given. You are also encouraged to download this application to your personal computer. Visit GW Campus Advisories to learn how. Additional Information Additional information about emergency preparedness and response at GW or the University’s operating status can be found on GW Campus Advisories (http://CampusAdvisories.gwu.edu) or by calling the GW Information Line at 202-9945050....