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Week, TCOs and Topics
Readings/Class Preparation
Activities/Assignments
Week 1
TCO A
The Nature of Negotiation
in the World
Negotiation:
Chapter 1
Chapter 16
Chapter 20
Readings, Exercises, and Cases:
Questionnaire 1: The Personal Bargaining Inventory
Case 9: Sick Leave
Personal Bargaining Inventory Assignment
Graded Discussions Topics
Week 2
TCO B
Prenegotiation Planning
and Differences
Negotiation:
Chapter 4
Chapter 5
Chapter 15
Tutorial Assignment
Graded Discussions Topics
Week 3
TCO C
Strategy and Tactics
of Distributive
Bargaining
Negotiation:
Chapter 2
Course Project: Topic Proposal
Graded Discussions Topics
Week 4
TCO C
Strategy and Tactics
of Integrative
Negotiation
Negotiation:
Chapter 3
Tutorial Assignment
Graded Discussions Topics
Week 5
TCO E
Communication, Bias,
Managing Difficulties & Individual
Approaches
Negotiation:
Chapter 5
Chapter 6
Chapter 17
Readings, Exercises, and Cases:
Questionnaire 5: Communication Competence Scale
Case 1: Capital Mortgage Insurance Corporation
Case Study 1: Capital Mortgage Insurance Corporation Assignment
Graded Discussions Topics
Week 6
TCO D, H
Group Negotiation, Difficult Situations and Third
Party Approaches
Negotiation:
Chapter 10
Chapter 11
Chapter 12
Chapter 13
Readings, Exercises, and Cases:
Questionnaire 4: The Trust Scale
Case 2: Pacific Oil Company
You Decide Exercise
Graded Discussions Topics
Week 7
TCO F, G
Applying Leverage and Ethics in
Negotiation
Negotiation:
Chapter 7
Chapter 8
Chapter 9
Chapter 18
Readings, Exercises, and Cases:
Questionnaire 2: The SINS II Scale
Questionnaire 3: The Influence Tactics Inventory
Course Project due
Graded Discussions Topics
Week 8
All TCOs
All Topics
Final Exam
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