| 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) |