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Negotiation Essentials Syllabus


Lecture # Subject Title
Week 1: Introduction to Negotiation
Presenters: Paul Slaggert, MBAGaylen 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
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
42 Building Relationships
43 Negotiator's Toolbox Part 1
44 Negotiator's Toolbox Part 2
45 Negotiator's Toolbox Part 3 
46 Planning Tool
Week 6: Working Women Negotiation
Presenters: Gaylen Paulson, PhDAnn Tenbrunsel, PhD
47 Effective Disclosure
48 Effective Questioning
49 Simulation: Working Women 
50 Working Women Debrief **Locked
51 Working Women Discussion
Week 7: Cognitive Biases and Barriers
Presenters: Gaylen Paulson, PhDJoe Holt, JD
52 Preparation Critique - Seller
53 Preparation Critique - Buyer
54 Negotiation Critique
55 Cognitive Biases Part 1
56 Cognitive Biases Part 2
57 Barriers to Effective Negotiation
Week 8: Getting to Yes Review
Presenters: Gaylen Paulson, Ph.D.Joe Holt, J.D.
58 Getting to Yes -Part 1
59 Getting to Yes -Part 2
60 Getting to Yes -Part 3
61 Getting to Yes -Part 4
62 Course 1 Conclusion