| Lecture # |
Subject Title |
| Week 1: |
Influence and Rewards |
| Presenters: |
Gaylen Paulson, PhD |
| 1 |
Negotiation Essentials Review |
| 2 |
Influence in Organizations |
| 3 |
Attitudes and Behaviors |
| 4 |
Influence – Rewards Part 1 |
| 5 |
Influence – Rewards Part 2 |
| Week 2: |
Changing Attitudes |
| Presenters: |
Gaylen Paulson, PhD |
| 7 |
Simulation – El-Tek |
| 8 |
El-Tek Debrief |
| 9 |
Understanding and Changing Attitudes |
| 10 |
Forces and Functions |
| 11 |
Fear Appeals and Threats |
| Week 3: |
Influence |
| Presenters: |
Gaylen Paulson, PhD |
| 12 |
Cognitive Theories and Influence |
| 13 |
Influence and Credibility |
| 14 |
Cialdini and Influence – Part 1 |
| 15 |
Cialdini and Influence – Part 2 |
| 16 |
Cialdini and Influence – Part 3 |
| 17 |
Power-based Approaches |
| 18 |
Influence Multiple Parties |
| Week 4: |
Team Negotiation |
| Presenters: |
Charles Naquin, PhD
Gaylen Paulson, PhD |
| 19 |
Introduction to Team Negotiations |
| 20 |
Simulation – Oceania |
| 21 |
Oceania Debrief |
| 22 |
Myths About Teams |
| 23 |
Team Productivity Equation |
| 24 |
Motivation and Effort |
| 25 |
What Can Go Wrong on a Team |
| 26 |
Ways to Enhance Team Negotiation |
| 27 |
Frontline – Waco: The Inside Story |
| Week 5: |
Gender |
| Presenters: |
Joe Holt, PhD |
| 28 |
Introduction to Gender Differences |
| 29 |
How Men and Women are Treated in Negotiation |
| 30 |
How Men and Women Perceive and Behave in Negotiation |
| 31 |
Women's Advantages in Negotiating and Tips |
| Week 6: |
Culture |
| Presenters: |
Gaylen Paulson, PhD |
| 32 |
Simulation – Mexico Venture |
| 33 |
Mexico Venture Debrief |
| 34 |
Crossing Cultures – Headaches |
| 35 |
Crossing Cultures – Legends |
| 36 |
Cultural Trap – Ethnocentrism |
| 37 |
Cultural Trap – Lack of Knowledge |
| 38 |
Cultural Trap – Verbal Miscommunication |
| 39 |
Cultural Differences |
| 40 |
Developing Business Relationships |
| Week 7: |
Agency |
| Presenters: |
Gaylen Paulson, PhD |
| 41 |
Simulation – Bullard Houses |
| 42 |
Bullard Houses Debrief |
| 43 |
Benefits of Hiring an Agent |
| 44 |
Success With an Agent |
| 45 |
Negotiating Online |
| Week 8: |
Ethics |
| Presenters: |
Joe Holt, PhD
Gaylen Paulson, PhD |
| 46 |
Introduction to Ethics |
| 47 |
Standards for Ethical Decision-Making |
| 48 |
Basics of Fraud |
| 49 |
Deception and Detection |
| 50 |
Course Conclusion |