Courses:

Power and Negotiation >> Content Detail



Calendar / Schedule



Calendar





LEC #TOPICSEXERCISEKEY DATES
1Introduction and Distributive BargainingNew Recruit
2Integrative BargainingComputron
3Advanced Integrative BargainingEl-Tek
4Tacit Negotiations and Perceptual Barriers to NegotiationSharcAnalytic Journal A Due
Optional Lecture: Emotional Intelligence WorkshopGuest speaker: Charles J. Wolfe, Charles J. Wolfe Associates
5Negotiation Subprocesses I: Emotion Barriers and Emotional IntelligenceChem-E
6Negotiation Subprocesses II: Communication and Listening BarriersThe Coleman Account (video case) and Amanda
7Negotiation Subprocesses III: Difficult People as Barriers and Third-party SolutionsTeleproBest-Self Assignment Due
8Multiparty Negotiations: Power and Coalition BuildingFederated Science
9Power and Politics of Negotiating ChangeNegotiating Change
10Panel of Experts: Negotiating Long-Term RelationshipsWrap up Negotiating Change (1st half of class)
Expert Panel (2nd half of class)
Analytic Journal Assignment B Due
11The Power of Teams in NegotiationGlobal Negotiation, Part I
12Global NegotiationsGlobal Negotiation, Part II
13Wrap-upConclude Global NegotiationsTake Aways Assignment Due
 


 



 








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