| 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 |
