| Lecture # |
Subject Title |
| Week 1: |
Introduction to Negotiation |
| Presenters: |
Paul Slaggert, MBA
Gaylen Paulson, PhD |
| 1 |
Introduction to Certificate Program |
| 2 |
Introduction to Negotiations |
| 3 |
Is This Negotiation? — Questions |
| 4 |
Is This Negotiation? — Answers |
| 5 |
Common Negotiation Myths and Misconceptions |
| 6 |
Week 1 Conclusion |
| Week 2: |
Negotiation Stages |
| Presenters: |
Gaylen Paulson, PhD |
| 7 |
Ground Rules for Exercises |
| 8 |
Simulation: Blue Buggy |
| 9 |
Blue Buggy Debrief **Locked |
| 10 |
Blue Buggy Basics |
| 11 |
High-Quality Agreements |
| 12 |
Key Processes in Reaching a Deal |
| 13 |
Planning for Negotiations |
| 14 |
Five Quick Estimates — Question |
| 15 |
Five Quick Estimates — Answer |
| 16 |
Negotiation Stages — Opening Statement and Agenda Setting |
| 17 |
Negotiation Stages — Building Supporting Arguments |
| 18 |
Negotiation Stages — Closing Statements |
| Week 3: |
Elements of Planning and Claiming |
| Presenters: |
Gaylen Paulson, PhD |
| 19 |
Simulation: Energetics Meets Generex |
| 20 |
Energetics Meets Generex Debrief **Locked |
| 21 |
Elements of Planning: Positions and Interests - Part 1 |
| 22 |
Elements of Planning: Positions and Interests Part 2 |
| 23 |
Elements of Planning: BATNAs |
| 24 |
Elements of Planning: Situational Factors |
| 25 |
Elements of Planning: Possible Solutions |
| 26 |
Claiming: Opening Offers |
| 27 |
Claiming: Counteroffers and Concessions |
| 28 |
Signaling Commitment |
| 29 |
ASK Challenge |
| Week 4: |
Fairness in Negotiations |
| Presenters: |
Gaylen Paulson, PhD |
| 30 |
Simulation: Federated Sciences Fund |
| 31 |
Federated Sciences Fund Debrief **Locked |
| 32 |
Leveraging Relationships |
| 33 |
Distributing Resources "Fairly" |
| 34 |
Types of Fair Procedures |
| 35 |
Is Fairness Rational? |
| 36 |
Keys for Distributing Fairly |
| Week 5: |
Negotiator’s Toolbox and Trust |
| Presenters: |
Gaylen Paulson, PhD |
| 37 |
Creating Gains |
| 38 |
Simulation: Package Deal |
| 39 |
Package Deal Debrief **Locked |
| 40 |
Types of Issues |
| 41 |
Relationship Development: Exploring Trust |
| 44 |
Building Relationships |
| 45 |
Negotiator's Toolbox Part 1 |
| 46 |
Negotiator's Toolbox Part 2 |
| 47 |
Negotiator's Toolbox Part 3 |
| 48 |
Planning Tool |
| Week 6: |
Working Women Negotiation |
| Presenters: |
Gaylen Paulson, PhD
Ann Tenbrunsel, PhD |
| 49 |
Effective Disclosure |
| 50 |
Effective Questioning |
| 51 |
Simulation: Working Women |
| 52 |
Working Women Debrief **Locked |
| 53 |
Working Women Discussion |
| Week 7: |
Cognitive Biases and Barriers |
| Presenters: |
Gaylen Paulson, PhD
Joe Holt, JD |
| 54 |
Preparation Critique - Seller |
| 55 |
Preparation Critique - Buyer |
| 56 |
Negotiation Critique |
| 57 |
Cognitive Biases Part 1 |
| 58 |
Cognitive Biases Part 2 |
| 59 |
Barriers to Effective Negotiation |
| Week 8: |
Getting to Yes Review |
| Presenters: |
Gaylen Paulson, Ph.D.
Joe Holt, J.D. |
| 60 |
Getting to Yes -Part 1 |
| 61 |
Getting to Yes -Part 2 |
| 62 |
Getting to Yes -Part 3 |
| 63 |
Getting to Yes -Part 4 |
| 64 |
Course 1 Conclusion |