LEGL 4600 -Negotiation and ADR

Dr. Dawn D. Bennett-Alexander ("Dr. B-A") dawndba@uga.edu

University of Georgia Terry College of Business


Hi! This is the home page for LEGL 4600 (as if the page title didn't tell you that...).Make sure you keep up with the page, as it will change frequently, and you are held responsible for anything posted.  Have fun, enjoy the class, and give me any feedback you think would be helpful.

Dr. B-A's
LEGL 4600
Negotiation and ADR


 tentative schedule for class


 further reading

list of conflicts to be negotiated and the timetable.

 extra-credit options

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Terry College of Business University of Georgia

LEGL 4600 -Negotiation and ADR

Dr. Dawn D. Bennett-Alexander ("Dr. B-A") dawndba@uga.edu

University of Georgia Terry College of Business


LEGL 4600 – Negotiation and ADR

Dr. Bennett-Alexander

Spring 2013

Tentative Class Schedule


Tu. 1/8 – Introduction; hard/soft exercise (to be collected next class)

Th. 1/10 – Collect hard/soft; listening exercise; Handouts 1, 2, 9, negotiation sheet

Tu. 1/15 – Finish listening exercise; Role reversal exercise

Th. 1/17 – Dot exercise; Chores

Tu. 1/22 – Wage Negotiation; handouts 3, 4

Th. 1/24 – Continue Wage Negotiation

Tu. 1/29 _   Book Contract Negotiation

Th. 1/31– Cont’d

Tu. 2/5 – Nervous Nuptials Negotiation

Th. 2/7 – Cont’d

Tu. 2/12 – Car Negotiation; Handouts 5, 6

Th. 2/14 – Cont’d

Tu. 2/19 – Student Travel Negotiation

Th. 2/21 – Cont’d

Tu. 2/26 – Frat Cook Negotiation; Handouts 7, 8

Th. 2/28 – Cont’d

Tu. 3/5 – Gay Marriage Negotiation

Th. 3/7 – Cont’d

Tu. 3/12 – Spring Break, No class

Th. 3/14 – Spring Break, No class

Tu. 3/19 – Athletes Negotiation

Th. 3/21 – Cont’d

Tu. 3/26 – Pregnant Pause Negotiation; Handouts 10, 11

Th. 3/28 – Cont’d

Tu. 4/2– Tribal Lands Negotiation

Th. 4/4 – Cont’d

Tu. 4/9 – Greeks Negotiation

Th. 4/11 – Cont’d

Tu. 4/16 - Owners v. Players (Bucks)

Th. 4/18 – Cont’d

Tu. 4/23 – HOPE Negotiation; Journals due

Th. 4/25 – Cont’d  Last day of class






1.    Active Listening 

2.    The Art of Negotiation

  1. Before Your Next Fight, Read This
  2. The Power of Nice
  3. The Ten Commandments of Good Communication
  4. A Woman’s Guide to Successful Negotiating

7.   The Ten Most Common Mistakes and How to Avoid Them

  1. Six Basic Interpersonal Skills for a Negotiator’s Repertoire
  2. If You Don’t Have Big Breasts, Put Ribbons on Your Pigtails
  3. Ten Guidelines for Effective Negotiating
  4. Buyer Beware
  5. Negotiating Tactics for Legal Services Lawyers
  6. How to Increase Your Influence
  7. Compatibility
  8. The Japanese Negotiation Style
  9. When Negotiations Fail:  Causes of Breakdowns & Tactics for Breaking the Stalemate

If you want to go back to Dr. B-A's home page contents, click here.

Dr. B-A's Goodie Bag

If you want to go back to LEGL 4600 contents, click here.

Dawn D. Bennett-Alexander

The content and opinions expressed on this Web page do not necessarily reflect the views of nor are they endorsed by the University of Georgia or the University System of Georgia.


LEGL 4600 - Negotiation and ADR

Dawn D. Bennett-Alexander, Esq.

Terry College of Business

University of Georgia


204 Caldwell Hall     Spring 2013 (Tu. 1/8/2013)

Quick Finder: Office & Hours ****Grading*** E-Mail ******* Exams

OBJECTIVE: To teach the process of negotiation and alternative dispute resolution as an integral tool for the workplace in all phases of the business setting.

CLASS TIME: T, Th 9:30-10:45

OFFICE & HOURS: 202 Brooks Hall. T, Th. 7:00-7:45; 11-12, and by appointment. Call (706) 338-2293 for scheduling.   Email is always the best way to contact me, as it allows me to focus solely on you, cuts down on the possibility of miscommunication, and creates a record.  Even if you tell me something in class, I will most likely tell you to email me.  With a couple hundred students to keep up with, it greatly facilitates matters.

GRADING: The only way to learn to negotiate is by negotiating. Therefore, there are no tests for the class. Rather, you will be given many fact situations which you will be responsible for successfully negotiating in class. You are responsible for keeping a journal which gives detailed insight as to what you are learning as you negotiate your dispute. There is one journal entry due for each day of class. The journals are collected the day before class ends. Points are deducted for failing to show up for an assigned negotiation, turning in assignments late or other things as I deem appropriate, and points added for doing extra assignments as I permit.  In judging your negotiating assignments, I will be looking for preparation, effort, creativity, thoroughness, persuasiveness, and presentation.

Attendance:  Please know from the very beginning that given the nature of the course, attendance is mandatory.  You are allowed only ONE unexcused absence during the semester.  If you are not able to handle this requirement, I suggest that you drop the class.  Four points are deducted for each unexcused absence over one. If the unexcused absence is on a day that individual negotiating sessions are scheduled for you to participate in, an unexcused absence is 7 points off your final grade rather than four.  Yes, this is stiff. The point is, I want you in class.  If you cannot handle this, you need to drop the course.

Please make me aware as early as possible, via email, of any absences you foresee!  Absences are only excused if I so permit.  Unavoidable job interviews or related absences are excused only if proper and appropriate documentation is provided, including plane tickets, a note on letterhead from the interviewer stating the time and place of the interview, and so on.  Under no circumstances will you be allowed to have more than two absences excused for interviewing.  If you are going to be heavily interviewing for jobs during this semester, reconsider taking this course unless you don’t mind getting a low grade.

If you have missed a class due to an absence which I excused, you will need to turn in five single-spaced, one-page reflection papers based on the “further readings” list below.  These are due within two weeks after the absence.  At the top of the paper, write what date the papers are submitted to make up for.

Journal entries - The entries should give insight you have gained from the day's class discussion as well as your negotiating experiences. Credit will not be given for mere regurgitation of the day's class. It is the processing of the information that I am interested in seeing. No points will be given for cursory,  non-substantive entries. Cursory entries are non-substantive entries that convey no insight or analysis of the event they purport to discuss. The journals are yours to write and may be as personal and uncensored as you wish, since no one will see them except me. Do not write what you think I want to see. You may relate your insights to some way in which class information made you think about an event in your life or something you know about, in a different way. The entries will be collected on the last day of class. The journal entries have no set length requirement, but should sufficiently convey your thoughts and the processing of what took place in class, including your thoughts on your, as well as others’ negotiating experience. Journal entries must:

* be typed

* use 14 point type

* use Times New Roman font

* be double-spaced

* have sequentially numbered pages numbered at the bottom center of each page

* be stapled together at the top, left corner

* not be enclosed in a document protector of any kind, either plastic, card stock or otherwise

* contain a cover page with the student's name and beneath it the words "Negotiation Journal" in the center, middle

Extra Credit - Students can receive extra points for doing additional work in the following ways:

* Attend events relevant to the class, but make sure to clear it with me first. In order to receive credit, turn in to me a typed paper of no more than one single-spaced page on your reflections on the program you attended, what happened and what you got out of it.

* View movies or television programs in which negotiation or the need for negotiation played a significant part. You may choose any relevant situation and deal with it appropriately. Turn in to me a single-spaced reflection paper of no more than one page on the movie or program, what happened and what you got out of it. That is, if there was a negotiation conducted, discuss it. If there was a conflict in need of negotiation, discuss this and how the matter might have been satisfactorily resolved.

Please notify me of any upcoming program, movie, television show or other event that you are aware of that might be relevant to class so I can notify your classmates. If you happen to be looking at TV or a movie and you think it might be appropriate for extra credit, and you don't have the time to call me, contact me as soon as you can to ask if it will count as extra credit.

Point Deduction - Assignments are due when scheduled. If you do not turn in something by its deadline, one point is deducted for each day (including weekends) that I do not receive it. The day you turn it in is not counted in the point deduction. The points deducted will be that many fewer points in your point pot. You will also have four points deducted from your final grade for each day you are absent over one. If it is a day on which you have an individual negotiation scheduled, seven points are deducted from your final grade rather than four. These absences may not be made up by extra credit.  Attendance is mandatory.

Assigned Reading – I will pass out handouts in class. These are to be read as part of your preparation for class. Since the class does not have exams, the system of evaluation necessarily has an integral part of it, your absolute integrity in dealing with the process. The trade off for no exams is making sure you do your assignments as required. You can get an "A" in the class if you put forth the effort. Since it's interesting, that should not be difficult. But it does mean you have to do your part and do it to the very best of your ability. Without exams, grading is, to some extent, subjective on the part of the professor.  I will always grade with integrity and fairness, but if you are not comfortable with that scenario, then you probably will not be comfortable taking the course and should drop it.  Though there are no scheduled exams, I may give pop quizzes from time to time as a way of making sure you are keeping up with the scheduled handout readings.  Any part of any handout I have passed out is fair game for a quiz once it is handed out.  Keep up with the readings.

The grading scale, unless stated otherwise, is 100-94 A, 93-90 A-, 89-87 B+, 86-84 B, 80-83 B-, 79-77 C+, 76-74 C, 73-70 C-, 69-65 D, 64 and below, F.


COMMENTS: This is a fun and challenging class. There will be much discussion of issues and class participation is important. Get the numbers of a few students you can call to find out what happened if you were absent. Check below also.

Required gmail account: All students are required to have a gmail account.  They are free and have tons of space and allow you to access your emails by search engine. Go to http://www.gmail.com   So, no more messages about your mailbox being full or telling me you can't find an email I sent you.  Keep all emails until after you have totally finished class.  Gmail allows you enough space to do that.  Please attach your photo to the gmail account.  It is easy to do.  While in settings, make sure your settings are set so that anyone can see it, not just those with whom you are instant messaging.

News Articles: Written news articles are due by end of class on Thursday  April 18 for all those who were not able to sign up on the list of oral presentations. This is a mandatory assignment. If you signed up, failure to present your article as scheduled will result in the loss of your six points. If you had to do your article in written form, submit to me a COPY of the article, and no more than one double-spaced, typewritten page telling what the article was about and how you think it could have been benefitted by negotiation or better negotiation.

Further Reading: In order to better help you understand negotiation and the negotiation process, in addition to the text, you may read the following books. Those with call numbers are in the UGA library.

Getting to Yes:  Negotiating Agreements Without Giving In, by Fisher, Ury & Patton, Penguin Books

Negotiation: Readings Exercises and Cases, 2d Ed., by Lewicki, Litterer, Saunders & Minton, Irwin Pub. Co.

Getting Together: Building Relationships As We Negotiate, by Fisher & Brown, BR 637.N4F58

Negotiating Rationally, by Bazerman & Neale, BF 637.N4B39

The Negotiating Game: How To Get What You Want, by Karass, BF 637.N4K28

The Art and Science of Negotiation, by Raiffa, BF 637.N4R34

Getting Past No: Negotiating Your Way From Confrontation to Cooperation, by Ury BF N4U79

Designing Conflict Management Systems, by Costantino & Merchant, HD 42.C68

Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict, by Ury, Brett, et al., HD 42.U79

Added Value Negotiating, by Albrecht & Albrecht, HD 58.6.A43

The Manager as Negotiator, by Lax & Sebenius, HD 58.6.L39

The Human Side of Negotiations, by Morrison & Claero, HD 58.6.M66

Everything's Negotiable: When You Know How to Play the Game, by Skopec & Kiely, HD 58.6.S59

Beyond Machiavelli: Tools for Coping with Conflict, by Fisher, et al., JX 4473.F57

E-Mail, the Web, and the listserv: I communicate changes between class days by e-mailing students through the listserv. Make sure you sign onto the listserv, and do it as soon as possible! You don’t want to show up for a cancelled 8:00 class because you didn’t get the email!!!  You get on it by subscribing to it. Don't forget to take yourself off of it by unsubscribing after class is over. Students are required to have an e-mail account either through your UGA or some other source. E-mail accounts are free for enrolled students and can be set up in minutes.

I have set up a listserv for the class entitled 4600DBA. By using it, we can all communicate with each other by sending one e-mail which then goes out to everyone in the class. It also allows me to send everyone an e-mail at the same time. In order to get on the listserv, which you are required to do for the class, send an e-mail to:

listserv@listserv.uga.edu (This is not a link you can click on.  Send the message on your own.)

Make the text of the e-mail ONLY the following command:

subscribe 4600DBA your first name your last name

For example, mine would say:

subscribe 4600DBA Dawn D. Bennett-Alexander

You should then receive notification that they received your request and that you must respond the way it tells you to within 24 hours or you will be dropped. Make sure to do this last step or you will not be on the listserv and will not receive e-mails. After class is over, make sure to follow the directions you were given upon subscribing on how to unsubscribe. Generally you do it just as you would for subscribing, except you would write Unsubscribe rather than subscribe in the e-mail to the listserv.

Recommendations: Students often ask me to write recommendations for them. I don't mind doing it if I know you well enough to do so. That means more than you being enrolled in my class of 100+ students. Even if I know you, in order to help me make the recommendation more than a general one, I need information from you. If you wish to have me write a recommendation, give me the following:

* an email request with a recent, good quality photo included.

* the latest copy of your transcript

* your phone number and e-mail address

* explicit instructions as to where and to whom the recommendation should be sent.  Do not include postage or pre-postaged or pre-addressed envelopes

* the deadline for the recommendation

* any necessary forms I need from the place needing the recommendation.  Make sure to fill in the part for which you are responsible.  Keep in mind that when you have a choice of whether you want to check the box for whether you wish to waive your right to see the recommendation, you should check the box that says you waive your right to do so.  If you do not, and you elect to say you wish to see the recommendation, those evaluating your recommendation  will give very little weight to the recommendation, no matter how good it may be.  They believe that if the recommender knows the applicant may see the recommendation, the recommender will not be as honest as necessary, and the recommendation, in their view, is virtually useless.

* a Word e-mail attachment of a draft letter of recommendation about yourself, written by you

* a brief, but full typed essay from you telling me things about yourself, your family, your goals, ambitions, and motivations, that might be helpful in painting a picture of you that you may think is inappropriate for you to do yourself. The information could include such things as obstacles you have had to overcome to go to school, particular family circumstances that may make you unique, etc. I don't want the essay you write for the application, and I don't want a recitation of your grades. I want something that makes you more than a one-dimensional person.

Please deliver the requested items to me as a package, rather than piecemeal.  Piecemeal things tend to be misplaced.

Writing a good recommendation takes time and effort.  In order to help me do this favor for you, please follow my instructions precisely.  Failure to do so will result in my not doing the recommendation.  After all, if you cannot follow my simple instructions, I am not comfortable in recommending you to others.

Make sure you give me enough time to work on the recommendation. The longer the better. If it is brought to me at the last minute, you run the risk of me turning you down, or your recommendation being late. Don’t be afraid to email me  and give me a heads up if the time is approaching and the recommendation hasn’t yet been done.

Recording: Lectures may not be recorded without my permission. Also, you do NOT have my permission to use notes from my lectures for commercial lecture note purposes.

Cell Phones, Computers and other electronic devices: Please do not use them in class. Period. If I catch you doing so, you are considered absent for the day.  Period.  Don’t even bother try to justify it.
 Students are responsible for all my postings on the Web or e-mails from the listserv.

All academic dishonesty matters are considered serious and will be handled in accordance with the University's Office of Judicial Programs. Click here for to view the University's policy. Don't cheat.

The professor reserves the right to modify the syllabus as necessary.

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Dawn D. Bennett-Alexander

The content and opinions expressed on this Web page do not necessarily reflect the views of nor are they endorsed by the University of Georgia or the University System of Georgia.