| LEC # | Topics | Exercises | Key Dates |
|---|---|---|---|
| 1 | Introduction and Distributive Bargaining | New Recruit | |
| 2 | Integrative Bargaining | Computron | |
| 3 | Advanced Integrative Bargaining | El-Tek | |
| 4 | Tacit Negotiations and Perceptual Barriers to Negotiation | Sharc | Analytic Journal A Due |
| Optional Lecture: Emotional Intelligence Workshop | Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates | ||
| 5 | Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence | Chem-E | |
| 6 | Negotiation Subprocesses II: Communication and Listening Barriers | The Coleman Account (video case) and Amanda | |
| 7 | Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions | Telepro | Best-Self Assignment Due |
| 8 | Multiparty Negotiations: Power and Coalition Building | Federated Science | |
| 9 | Power and Politics of Negotiating Change | Negotiating Change | |
| 10 | Panel of Experts: Negotiating Long-Term Relationships | Wrap up Negotiating Change (1st half of class) Expert Panel (2nd half of class) |
Analytic Journal Assignment B Due |
| 11 | The Power of Teams in Negotiation | Global Negotiation, Part I | |
| 12 | Global Negotiations | Global Negotiation, Part II | |
| 13 | Wrap-up | Conclude Global Negotiations | Take Aways Assignment Due |
-
-
Courses
Find courses by:
Collections
Cross-Disciplinary Topic Lists
Translated Courses
-
About
-
Donate
-
Featured Sites
