WEEK # | TOPICS |
---|---|
1 | Introduction and Distributive Bargaining (PDF) |
2 | Integrative Bargaining (PDF) |
3 | Advanced Integrative Bargaining (PDF) |
4 | Tacit Negotiations and Perceptual Barriers to Negotiation (PDF) |
Optional Lecture: Emotional Intelligence Workshop, Guest Speaker - Charles J. Wolfe, Charles J. Wolfe Associates (PDF) | |
5 | Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence (PDF) |
6 | Negotiation Subprocesses II: Communication and Listening Barriers This week's session was a video case and has no notes. |
7 | Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions (PDF) |
8 | Multiparty Negotiations: Power and Coalition Building |
9 | Power and Politics of Negotiating Change (PDF) |
10 | Panel of Experts: Negotiating Long-Term Relationships |
11 | The Power of Teams in Negotiation (PDF) |
12 | Global Negotiations (PDF) |
13 | Wrap-up (PDF) |