Conflict and Negotiation

General Course Information

Course Lecturer Name(s):  Rachael M. Ross

Course Director Name: Rachael M. Ross

Course Lecturer(s) Contact Information:  444-4175; Ext. 3567

Course Director Contact Information: 444-4175; Ext. 3567 

Course Lecturer(s) Office Hours:  Email the lecturer to make arrangements 

Course Director Office Hours: Email the lecturer to make arrangements

Course Lecturer(s) Office Location:  Upstairs Leeward Hall

Course Director Office Location: Upstairs Leeward Hall

Course Support: Tracy Fortune,, Ext 3373 or Mahalia Charles,, Ext 3863

Course Management tool: To learn to use Sakai, the Course management tool, access the link

Course Curriculum Information

Course Description: 

This course will sensitize students to the major issues and principles in the study of conflict management. Topics studied will include a basic understanding of what is conflict, how it arises, the effect of personality and environment, what is negotiation, what are the major negotiation strategies, how does culture affect strategies and creating a win/win situation. “We negotiate much more often than we realize. Effective, ethical negotiation is not intimidation, nor is it chiseling or trickery. Rather, effective negotiation is using knowledge of self and others combined with analysis of information and time, thereby tapping the power to affect behavior. The application of that knowledge and information comprises the personal power to win in any negotiation. In effective, ethical negotiation, both sides win. That concept is merely a restatement of the business tenet that it is not a good deal unless it is a good deal for both sides” (Corvette, 2007, p.2).

Course Objectives: 

  1. Understand the effect of individuals, groups and culture on conflict and negotiation. Gain a basic knowledge and understanding of the theory and practice behind successful negotiation strategies. 
  2. Be able to apply knowledge of rules of negotiation and the negotiation process to business situations through case studies and in class assessments.
  3. Be able to identify the opportunities, challenges and common mistakes of negotiation that businesses are faced with today.

Student Learning Outcomes:

  1. The concept and components of negotiation
  2. The role that personality, culture, groups and individuals play in conflict and negotiation What is conflict and managing conflict through negotiation and communication
  3. The role of selected psychological and sociological theories and factors and how they are applied in negotiation
  4. The rules and tactics of negotiation, the negotiating process and preparation, types of negotiation style and key negotiating temperaments
  5. The role and use of third party intervention in negotiation

Program Outcomes Met By This Course:

M-PO-1 Ability to apply ethical leadership, and critical thinking skills to address business and management issues in a sustainable manner. 

M-PO-3 Ability to effectively apply knowledge of diversity and cross-cultural issues to become socially responsible.

SAS Grading Scale: Grades will be assigned as follows:

A  = 89.5% or better

B+ = 84.5 - 89.4%

B  = 79.5 - 84.4%

C+ = 74.5 - 79.4%

C = 69.5 - 74.4%

D = 64.5 - 69.4%

F = 64.4% or less 

Course Materials:

Text: DeMarr, B. J. and de Janasz S. C. (2018). Negotiation and Dispute Resolution, 2nd ed.

Supplementary Readings/Resources: Will be provided by the lecturer accordingly.

Course Grading Requirement:

  • Two (2) End of Chapter Quizzes  (45 points each): 20% 
  • One (1) Peer-Graded Group Presentation (10 points): 5%
  • Mid-Term Exam (45 points): 20%         
  • Final Exam (60 points): 30%         
  • Participation and Attendance (10 points): 5%
  • In-Class/Group Exercises (20 points total): 20%
  • Total: 100%

Course Requirements:

Quizzes: Students are required to take two end of chapter quizzes.  These will be based on the lectures, material discussed in class, and material assigned in the readings.  They will be issued in online format via Sakai – Tests and Quizzes; and will comprise of true or false, multiple choice, and/or short essay questions.  All quizzes must be taken at the assigned time.  The lecturer will provide other necessary information accordingly.

Class Group Exercises: Students will be placed into groups at the start of the semester. Throughout the semester, students will be assigned different exercises for which they must complete in their assigned group. These exercises may include case analyses, chapter discussion questions, web exercises, discussion on videos, etc.

Peer-graded Group PowerPoint Presentations: There will be one (1) group PowerPoint presentation during the semester. In assigned groups, students will be assigned one of the chapters covered either prior to, or after the Mid-Term Exam, for which to research and develop a PowerPoint presentation to be delivered to the class. This presentation will be graded by your peers. Detailed instructions will follow.

Mid-Term:  The Mid-Term will consist of a variation of questions (multiple choice, and true/false) from chapters covered prior to Mid-Term. The exam will be online and issued from Test and Quizzes in Sakai. 

Final Exam: The Final Exam will consist of a variation of questions (multiple choice, and true/false) from chapters covered after the Mid-Term. The exam will be online via Exam Soft.

Course Schedule





(Jan. 17-21)



 Course Introduction & Chapter 1: Introduction



(Jan. 24-28)


 Chapter 2: The Language of Negotiation


(Jan. 31-Feb. 4)


 Chapter 3: Distributive Negotiations



FRIDAY, FEBRUARY 4, 2022 QUIZ #1 – Chapters 1, 2 and 3


(Feb. 7-11)


 Chapter 4: Integrative Negotiation



(Feb. 14-18)


Chapter 5: Conflict and Dispute Resolutions


(Feb. 21-25)

Chapter 6: Understanding Yourself and How that Impacts Negotiations




(Feb. 28-Mar. 4)


 Chapter 7: Communication in Negotiation


 WEEK 8 – March 7 - 11

MIDTERM EXAM – Chapters 4, 5 and 7

Date to be determined 


(Mar. 14-18)

 Chapter 8: The Role and Importance of Persuasion in Negotiation


 WEEK 10

(Mar. 21-25)

Chapter 9: The Nature of the Relationship in Negotiating and Resolving Disputes


 WEEK 11

(Mar. 28-Apr. 1)


 Chapter 10: International Negotiations


FRIDAY, APRIL 1, 2022 QUIZ #2: Chapters 8, 9 and 10


(Apr. 4-8)

 Chapter 12: Negotiating in the Workplace


 WEEK 13

(Apr. 11-15)

Good Friday – Apr. 15th

 Chapter 13: Negotiating the Purchase or Sale of an Automobile

No class on Friday




 WEEK 14

(Apr. 18-22)

Easter Monday Apr. 18TH

 Chapter 14: Real Estate Negotiations: Commercial and Residential

No class on Monday

 WEEK 15

(Apr. 25-29)


Date to be determined

Chapters 12, 13 and 14

NB: The lecturer will advise of the group presentation and group exercises, ahead of time.

School of Arts and Sciences Master Syllabi — Info for All Sections

Plagiarism Policy

Academic Integrity

The St. George’s University Student Manual (2019/2020) states as follows:

Plagiarism is regarded as a cardinal offense in academia because it constitutes theft of the work of someone else, which is then purported as the original work of the plagiarist. Plagiarism draws into disrepute the credibility of the Institution, its faculty, and students; therefore, it is not tolerated” (p. 48).

Plagiarism also includes the unintentional copying or false accreditation of work, so double check your assignments BEFORE you hand them in.

Be sure to do good, honest work, credit your sources and reference accordingly and adhere to the University’s Honor Code. Plagiarism and cheating will be dealt with very seriously following the university’s policies on Plagiarism as outlined in the Student Manual.

Your work may be subject to submission to plagiarism detection software, submission to this system means that your work automatically becomes part of that database and can be compared with the work of your classmates.

Attendance Requirement

The St. George’s University Student Manual (2019/2020) states as follows:

Students are expected to attend all classes and or clinical rotations for which they have registered. Although attendance may not be recorded at every academic activity, attendance may be taken randomly. Students’ absence may adversely affect their academic status as specified in the grading policy. If absence from individual classes, examinations, and activities, or from the University itself is anticipated, or occurs spontaneously due to illness or other extenuating circumstances, proper notification procedures must be followed. A particular course may define additional policies regarding specific attendance or participation” (p. 9).

Examination Attendance

The St. George’s University Student Manual (2019/2020) states as follows:

All matriculated students are expected to attend all assigned academic activities for each course currently registered. Medical excuses will be based on self-reporting by students. Students who feel they are too sick to take an examination or other required activity on a specific day must submit the online SAS medical excuse, which is available on Carenage. Students are only allowed two such excuses a year. Upon consultation with the Director of University Health Service, the third excuse will result in a mandatory medical leave of absence. The policies regarding make-up examinations are at the option of the Course Director” (p.46).

For additional specific examination policies and procedures, refer to the St. George’s University Student Manual (2019/2020), pages 31 through 37.

Student Accessibility and Accommodation Services Policy

The St. George’s University Student Manual (2019/2020) states as follows:

A student with a disability or disabling condition that affects one or more major life activities, who would like to request an accommodation, must submit a completed application form and supporting documentation to the Student Accessibility and Accommodation Services (SAAS) located in the Dean of Students Office. It is highly recommended that students applying for accommodations do so at least one month before classes begin to allow for a more efficient and timely consideration of the request. If a fully completed application is not submitted in a timely fashion, an eligibility determination may not be made, and accommodations, where applicable, may not be granted prior to the commencement of classes and/or examinations” (p. 8).


It is the responsibility of the student to read and understand the policies, laws, rules and procedures that while they could affect your grade for a course, have not been specifically outlined in the course syllabus. These are contained in the St. George’s University Student Manual.