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 |