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