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Advanced Negotiations Syllabus


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, PhDGaylen Paulson, PhD
46 Introduction to Ethics
47 Standards for Ethical Decision-Making
48 Basics of Fraud
49 Deception and Detection
50 Course Conclusion