Negotiation

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Lecture # Subject Title
Week 1: Foundations
Presenter: Peter DeLisle, PhD
1 Course Introduction
2 Leadership Effectiveness – Introduction
3 The Farm Gate
4 The Johari Window
5 Why Do People Do Things?
6 The Task/Relationship Paradigm
7 Guild Hall Model
8 The Skills Continuum
Week 2: Cognitive Problem Solving
Presenter: Peter DeLisle, PhD
9 Cognitive Problem Solving – Introduction
10 Cognitive Problem Solving Archetypes
11 KAI – Introduction
12 KAI – Interpretation
13 Cognitive Climates
14 Mental Models – Part 1
15 Mental Models – Part 2
16 Mental Models – Part 3
Week 3: Responsibility of Leadership
Presenter: J. Michael Crant, PhD
17 Responsibility of Leadership – Introduction
18 Admired Leaders
19 Leadership vs. Management
20 Proactive Leadership
21 Leadership Behaviors
22 Vision and Inspiration
23 Emotional Intelligence
24 Leading Change
25 Responsibility of Leadership
26 Summary
Week 4: Managing for Results
Presenter: J. Michael Crant, PhD
27 Managing for Results – Introduction
28 Employee Job Performance
29 Job Satisfaction
30 Human Needs
31 Behavior Modification
32 Equity and Self Confidence
33 Goal Setting
34 Developing a Motivational Program
Week 5: Making Better Decisions at Work
Presenter: J. Michael Crant, PhD
35 Making Better Decisions at Work
36 Case Study – Carter Racing
37 Ideal vs. Actual Decision Making
38 Groupthink
39 Bias in Decision Making – Part 1
40 Bias in Decision Making – Part 2
41 Team Decision Making
42 Summary
Week 6: Transition to Management
Presenter: David Hayes, MBA
43 Transition to Management – Introduction
44 Urgency vs. Importance
45 Evaluating Urgency vs. Importance Exercise
46 Coaching, Feedback and Discipline
47 Coaching for Competitive Advantage
48 Why Managers Procrastinate
49 Progressive Discipline
50 Characteristics of Teams
51 Building a High-Performance Team
Week 7: Conflict Resolution
Presenter: Gaylen D. Paulsen, PhD
52 Conflict Resolution – Introduction
53 Negotiation and Conflict Foundations
54 Perspective Taking
55 Case Study – Acquiring a Company
56 Power and Conflict
57 Integrative Approaches from "Getting to Yes"
58 Behavioral Stages and Tactics
59 Effective Confrontations
60 Healthy Climate for Conflict
61 Emotionality and Hostility
62 Summary
Week 8: What Employees Want
Presenters: Paul J. Slaggert, MBA
Peter DeLisle, PhD
63 What Employees Want in a Job – Introduction of Survey
64 What Employees Want in a Job – Survey Responses
65 What Employees Want in a Job – Summary
66 Course Summary