Assignment: Joint Problem Solving

Assignment: Joint Problem Solving

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Assignment: Joint Problem Solving
Assignment: Joint Problem Solving

Assignment: Joint Problem Solving

Negotiation as Joint Problem Solving As we’ve seen, effective negotiators create a cooperative atmosphere and

take the perspective of others. The most productive approaches to negotiation incorporate these two elements by viewing negotiation as a problem-solving process rather than as a competitive tug of war. In contrast to the win-lose approach, problem-solving negotiation fosters cooperation and focuses on generating solutions that will meet the interests of both sides. Perhaps the best-known example of the problem-solving style of negotiation is the princi- pled negotiation model developed by Roger Fisher, William Ury, and associ- ates of the Harvard Negotiation Project.44 Following the four steps of principled negotiation will help you reach a solution that is satisfactory to both you and the other party. After you’ve read the description of the four steps, apply them to the case study in box 6.5.

1: Separate the People from the Problem Avoid defining the situation as a test of wills. Focus instead on working side

by side on a common goal—resolving the issues at hand. Build trust to defuse strong emotions and to keep conflict from escalating. Colonial activist John Woolman is an excellent example of a negotiator who was able to tackle tough issues without attacking the people with whom he disagreed.45 Woolman, a prominent Quaker cloth merchant in Philadelphia, spent 30 years negotiating the end of slavery in Pennsylvania. Woolman assumed that there was good in everyone, including slave owners. He believed that slaveholders, rather than being evil, were “entangled” in a corrupt system. They had been socialized to believe that blacks were lazy and didn’t want to oppose the practice of slavery for fear of alienating their parents and the rest of the community. Woolman was

4. Be aware of and control cognitive biases. Thinking errors can undermine negotiation. The first important bias is the mistaken assumption that the priorities of negotiators are identical. This false assumption prevents logrolling. The second error is the faulty belief that all of the positions and priorities of the negotiators are incompatible when they are not. This fallacy encourages the parties to compromise instead of reaching integrative agreements.

5. Be selectively contentious. Integrative negotiators function as problem solvers, analyzing the issues and engaging in cooperative behaviors. However, being contentious signals that negotiators are committed to their goals and may lead to a better understanding of the posi- tions of the other parties. The best negotiators take care to reduce the potential damage that can come from contention. They are specific about their concerns and use threats sparingly— to keep the negotiations moving and to avoid repeating issues. Their challenges are focused on solutions, not on the personality of the other party or on that individual’s interests and goals. They also try not to take unsupportive comments from others personally, recognizing that these remarks may be mistakes or may be the product of poor preparation.

You must proofread your paper. But do not strictly rely on your computer’s spell-checker and grammar-checker; failure to do so indicates a lack of effort on your part and you can expect your grade to suffer accordingly. Papers with numerous misspelled words and grammatical mistakes will be penalized. Read over your paper – in silence and then aloud – before handing it in and make corrections as necessary. Often it is advantageous to have a friend proofread your paper for obvious errors. Handwritten corrections are preferable to uncorrected mistakes.

Use a standard 10 to 12 point (10 to 12 characters per inch) typeface. Smaller or compressed type and papers with small margins or single-spacing are hard to read. It is better to let your essay run over the recommended number of pages than to try to compress it into fewer pages.

Likewise, large type, large margins, large indentations, triple-spacing, increased leading (space between lines), increased kerning (space between letters), and any other such attempts at “padding” to increase the length of a paper are unacceptable, wasteful of trees, and will not fool your professor.

The paper must be neatly formatted, double-spaced with a one-inch margin on the top, bottom, and sides of each page. When submitting hard copy, be sure to use white paper and print out using dark ink. If it is hard to read your essay, it will also be hard to follow your argument.ADDITIONAL INSTRUCTIONS FOR THE CLASSDiscussion Questions (DQ)

Initial responses to the DQ should address all components of the questions asked, include a minimum of one scholarly source, and be at least 250 words.
Successful responses are substantive (i.e., add something new to the discussion, engage others in the discussion, well-developed idea) and include at least one scholarly source.
One or two sentence responses, simple statements of agreement or “good post,” and responses that are off-topic will not count as substantive. Substantive responses should be at least 150 words.
I encourage you to incorporate the readings from the week (as applicable) into your responses.
Weekly Participation

Your initial responses to the mandatory DQ do not count toward participation and are graded separately.
In addition to the DQ responses, you must post at least one reply to peers (or me) on three separate days, for a total of three replies.
Participation posts do not require a scholarly source/citation (unless you cite someone else’s work).
Part of your weekly participation includes viewing the weekly announcement and attesting to watching it in the comments. These announcements are made to ensure you understand everything that is due during the week.
APA Format and Writing Quality

Familiarize yourself with APA format and practice using it correctly. It is used for most writing assignments for your degree. Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for APA paper templates, citation examples, tips, etc. Points will be deducted for poor use of APA format or absence of APA format (if required).
Cite all sources of information! When in doubt, cite the source. Paraphrasing also requires a citation.
I highly recommend using the APA Publication Manual, 6th edition.
Use of Direct Quotes

I discourage overutilization of direct quotes in DQs and assignments at the Masters’ level and deduct points accordingly.
As Masters’ level students, it is important that you be able to critically analyze and interpret information from journal articles and other resources. Simply restating someone else’s words does not demonstrate an understanding of the content or critical analysis of the content.
It is best to paraphrase content and cite your source.
LopesWrite Policy

For assignments that need to be submitted to LopesWrite, please be sure you have received your report and Similarity Index (SI) percentage BEFORE you do a “final submit” to me.
Once you have received your report, please review it. This report will show you grammatical, punctuation, and spelling errors that can easily be fixed. Take the extra few minutes to review instead of getting counted off for these mistakes.
Review your similarities. Did you forget to cite something? Did you not paraphrase well enough? Is your paper made up of someone else’s thoughts more than your own?
Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for tips on improving your paper and SI score.
Late Policy

The university’s policy on late assignments is 10% penalty PER DAY LATE. This also applies to late DQ replies.
Please communicate with me if you anticipate having to submit an assignment late. I am happy to be flexible, with advance notice. We may be able to work out an extension based on extenuating circumstances.
If you do not communicate with me before submitting an assignment late, the GCU late policy will be in effect.
I do not accept assignments that are two or more weeks late unless we have worked out an extension.
As per policy, no assignments are accepted after the last day of class. Any assignment submitted after midnight on the last day of class will not be accepted for grading.

Communication is so very important. There are multiple ways to communicate with me: Questions to Instructor Forum: This is a great place to ask course content or assignment questions. If you have a question, there is a good chance one of your peers does as well. This is a public forum for the class.
Individual Forum: This is a private forum to ask me questions or send me messages. This will be checked at least once every 24 hours.