| WEEK # | TOPICS |
|---|---|
| 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) |