Courses:

Power and Negotiation >> Content Detail



Lecture Notes



Lecture Notes





WEEK #TOPICS
1Introduction and Distributive Bargaining (PDF)
2Integrative Bargaining (PDF)
3Advanced Integrative Bargaining (PDF)
4Tacit Negotiations and Perceptual Barriers to Negotiation (PDF)
Optional Lecture: Emotional Intelligence Workshop, Guest Speaker - Charles J. Wolfe, Charles J. Wolfe Associates (PDF)
5Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence (PDF)
6Negotiation Subprocesses II: Communication and Listening Barriers
7Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions
8Multiparty Negotiations: Power and Coalition Building (PDF)
9Power and Politics of Negotiating Change
10Panel of Experts: Negotiating Long-Term Relationships (PDF)
11The Power of Teams in Negotiation (PDF)
12Global Negotiations (PDF)
13Wrap-up (PDF)
 


 



 








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