|[pic] |Syllabus |
| |School of Business |
| |MGT/445 (3 Credits)Version 1 |
| |Organizational Negotiations |
| |Puerto Rico Campus ...view middle of the document...
Mason, OH: Thomson/South-Western.
Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw Hill.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2007). Negotiation: Readings, exercises, and cases (5th ed.). Boston, MA: McGraw Hill.
All electronic materials are available on the student website.
Additional References – Web Links and Books
G. Richard Shell.,(2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition). NY: Penguin Group (non Classics)
Roger Dawson.,(2001). Secret of Power Negotiating (3th ed.). Franklin Lakes, NJ: Career Press.
Lewicki, R. J., Barry, B., Saunders, D., (2010). Essentials of Negotiation (5th ed.). Boston: McGraw Hill / Irwin.
Gómez-Pomar, J. (2005). Teoría y técnicas de Negociación, Barcelona, Ed. Ariel.
|Week One: Introduction to Negotiation |
| |Details |Due |Points |
|Objectives |Explain key negotiation concepts and terms. | | |
| |Analyze the roles of communication and personality in negotiation. | | |
| |Evaluate the benefits, cost, and risks associated with negotiation. | | |
|Readings |Read Ch. 1 of Negotiation. | | |
| |Read Ch. 5 of Negotiation. | | |
| |Read Ch. 6 of Negotiation. | | |
| |Read Ch. 14 of Negotiation. | | |
| |Read Ch. 15 of Negotiation. | | |
| |Read Case 3 of Negotiations: Readings Exercises, and Cases. | | |
| |Review this week’s Electronic Reserve Readings. | | |
| |Read the Week One Read Me First. ...