Textbook

• Ch 1: The Nature of Negotiation

• Introduce yourself to the class via the Class Introductions Discussion and reply to at least two other introductions.
• Complete the Academic Integrity Tutorial and submit certificate of achievement.
• Complete the "Personal Bargaining Inventory" worksheet
  • You can access library E-Reserves by selecting "Library Resources" on the Navigation Menu and search the E-Reserves: Personal Bargaining Inventory. Brown, Bert and Norman Berkowitz. pp. 677-679 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to Lesson 1 Discussion: Personal Bargaining Inventory.
• Complete Zoom Orientation (mandatory).

Textbook

• Ch 2: Strategy and Tactics of Distributive Bargaining

• Conduct "Used Car" role play exercise via Zoom
  • Access via library E-Reserves: Used Car; Lewicki, Roy, et al. pp. 490-491 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to the Lesson 2 Discussion.

• Ch 3: Strategy and Tactics of Integrative Negotiation

• Post and reply to the Lesson 3 Discussion.
• Complete Quiz 1 (Lessons 1-3).

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Balancing Act: How to Manage Negotiation Tensions; Hackely, Susan (Reading 1.3) | R.E. C Text (Negotiation: Readings, Exercises and Cases)
• Effective Negotiating Techniques; Nierenberg, Gerard and Henry Calero (Reading 1.5) | R.E. C Text (Negotiation: Readings, Exercises and Cases)
• Even at Megastores, Hagglers Find No Price Set in Stone; Richtel, Matt (Reading 1.10) | R.E. C Text (Negotiation: Readings, Exercises and Cases)

• Complete the Trust Scale
  • Access via library E-Reserves: Trust Scale; Lewicki, Roy, et al. pp. 686-690 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Conduct "Bestbooks/Paige Turner" role play
  • Access via library E-Reserves: Bestbooks/Paige Turner; Lewicki, Roy, et al. p. 528 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to the Lesson 4 Discussion.

Textbook

• Ch 5: Ethics in Negotiation

• Complete the SINS II Scale. Note: This is graded in the reflection paper.
  • Access via library E-Reserves: SINS II Scale; Lewicki, Roy, et al. pp. 680-681 | R.E.C Text: (Negotiation: Readings, Exercises and Cases). 
• Post and reply to the Lesson 5 Discussion.

Textbook

• Ch 4: Negotiation: Strategy and Planning

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Negotiation Checklist; Simons, Tony and Thomas M. Tripp. pp. 34-37 | R.E.C Text (Negotiation: Readings, Exercises and Cases)
• Island Cruise; Lewicki, Roy, et al. pp. 508-512 | R.E.C Text (Negotiation: Readings, Exercises and Cases)

• Develop Island Cruise planning document.
• Complete Quiz 2 (Lessons 4-6).

Textbook

• Ch 6: Perception, Cognition, and Emotion

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• When Your Thoughts Work Against You; Lewicki, Roy, et al. (Reading 2.3) | R.E.C Text (Negotiation: Readings, Exercises and Cases)
• Midwestern: Contemporary Art; Lewicki, Roy, et al. (Case 6); pp. 649-655 | R.E.C Text (Negotiation: Readings, Exercises and Cases)

• Complete the Midwestern: Contemporary Art case analysis (Individual Activity)

Textbook

• Ch 7: Communication

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Negotiating with Disordered People, Jeglic, Elizabeth and Alexander Jeglic (Reading 6.5); pp. 409-416 | R.E.C Text (Negotiation: Readings, Exercises and Cases)
• Risks of E-Mail, Bhappu, Anita and Zoe Barsness (Reading 2.6) pp.152-157 | R.E.C Text (Negotiation: Readings, Exercises and Cases)

• Participate in Live8 exercise via E-mail.
  • Access via library E-Reserves: Live8; Lewicki, Roy, et al. p. 520 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to Lesson 8 Discussion.
• Complete Communication Competence Scale Questionnaire.

  • Access via library E-Reserves: Communication Competence Scale; Lewicki, Roy, et al. pp. 691-692 | R.E.C Text (Negotiation: Readings, Exercises and Cases).

Textbook

• Ch 8: Finding and Using Negotiation Power

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Harnessing the Science of Persuasion; Cialdini, Robert (Reading 2.8) | R.E.C Text: (Negotiation: Readings, Exercises and Cases).

• Complete Quiz 3 (Lessons 7-9).
• No additional assignments due this week – Great time to start on your movie analysis!

Textbook

• Ch 9: Relationships in Negotiation

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Surprising Benefits of Conflict in Negotiating Teams; Lewicki, Roy, et al. (Reading 3.13) | R.E.C Text (Negotiation: Readings, Exercises and Cases)

• Post and reply to Lesson 10 Discussion.

Textbook

• Ch 10: Multiple Parties, Groups, and Teams in Negotiation

• Conduct "Bakery-Florist-Grocery" role play via Zoom.
  • Access via library E-Reserves: Bakery-Florist-Grocery; Lewicki, Roy, et al. p. 541 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to the Lesson 11 Discussion.

E-Reserves: You can access these readings by clicking on the Library Resources tab on the Canvas Navigation Menu.

• Collective Bargaining at Magic Carpet Airlines: a Union Perspective; (A) Lewicki, Roy, et al. (Case 4); pp. 629-637 | R.E.C Text (Negotiation: Readings, Exercises and Cases).

• Complete the Collective Bargaining Case Analysis with your assigned partner.

Textbook

• Ch 11: International and Cross-Cultural Negotiation

• Conduct Sick Leave role-play exercise via Zoom.
  • Access via library E-Reserves: Sick Leave; Lewicki, Roy, et al. p. 559 | R.E.C Text (Negotiation: Readings, Exercises and Cases).
• Post and reply to Lesson 13 Discussion.

• None

• Prepare (practice) your group presentation and conduct (deliver) your presentation via Zoom. Make sure to record the session! Submit the Zoom link to the Movie Analysis Presentation assignment.
• Finalize and submit final Movie Analysis Paper.
• Submit team peer evaluation.

Textbook​

• Ch 12: Best Practices in Negotiations

• Quiz 4
• Post and reply to Lesson 15 Discussion.
  • NOTE: Due dates for this Discussion are different than previous Discussions since it is the last week of classes.

• None

• Submit Reflection Paper.