Complete Course – HRM-595 Negotiation Skills, A+ Material (HRM595)

Week, TCOs and TopicsReadings/Class Preparation Activities/AssignmentsWeek 1 TCO AThe Nature of Negotiation in the WorldNegotiation:Chapter 1Chapter 16Chapter 20Readings, Exercises, and Cases:Questionnaire 1: The Personal Bargaining InventoryCase 9: Sick Leave Personal Bargaining Inventory AssignmentGraded Discussions TopicsWeek 2 TCO BPrenegotiation Planning and DifferencesNegotiation:Chapter 4Chapter 5Chapter 15Tutorial AssignmentGraded Discussions TopicsWeek 3 TCO CStrategy and Tactics of Distributive BargainingNegotiation:Chapter 2Course Project: Topic ProposalGraded Discussions TopicsWeek 4 TCO CStrategy and Tactics of Integrative NegotiationNegotiation:Chapter 3 Tutorial AssignmentGraded Discussions TopicsWeek 5 TCO ECommunication, Bias, Managing Difficulties & Individual ApproachesNegotiation:Chapter 5Chapter 6Chapter 17Readings, Exercises, and Cases:Questionnaire 5: Communication Competence ScaleCase 1: Capital Mortgage Insurance Corporation Case Study 1: Capital Mortgage Insurance Corporation AssignmentGraded Discussions TopicsWeek 6 TCO D, HGroup Negotiation, Difficult Situations and Third Party ApproachesNegotiation:Chapter 10Chapter 11Chapter 12Chapter 13Readings, Exercises, and Cases:Questionnaire 4: The Trust ScaleCase 2: Pacific Oil Company  You Decide ExerciseGraded Discussions TopicsWeek 7 TCO F, GApplying Leverage and Ethics in NegotiationNegotiation:Chapter 7Chapter 8 Chapter 9Chapter 18Readings, Exercises, and Cases:Questionnaire 2: The SINS II ScaleQuestionnaire 3: The Influence Tactics Inventory Course Project dueGraded Discussions TopicsWeek 8 All TCOsAll TopicsFinal Exam