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 Syllabus PN 2024 2025 |
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 INSTRUCTIONS FOR LAB PARTICIPATION for Persuasion Negotiation (0.2 bonus points) - 2024-2025 S2 |
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Leary et al (2013) HBR negotiating with emotion |
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Adler (2007) MIT.SMR negotiating with liars |
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Robinson (1995) NJ dealing with exploding offers |
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Cialdini (2001) HBR 6 principles persuasion |
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Assessments & Grading Guidelines |
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classes and handbook chapters |
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P&N 2025 ALL grades |
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Exam Grades |
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| Week 1 Presentation and Introduction to Persuasion and Negotiation |
PN1 - Pembertons Dillema - instructions |
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PN1 - Pembertons Dillema - scoreboard |
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 PN1 - Pembertons Dillema (scorecard) |
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PN1 - Presentation and Introduction to persuasion and negotiation |
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| Week 2 Strategy in Negotiation |
PN2 - Strategy |
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PN2 - Tamarack (role City of Tamarack) |
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PN2 - Tamarack (role Twin Lakes Mining) |
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PN2a - Commons Dilemma (instructions) |
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PN2 - Tamarack Negotiation (scorecard) |
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| Week 3 Effective conflict management |
PN3 - Conflict Management |
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PN3 - Exercise SVI inventory (material) |
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PN3a - Exercise Conflict Style (material) |
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| Week 4 Heuristics and most common biases |
PN4 - Heuristics and biases |
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PN4 - Exercises room 2 |
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PN4 - Exercises room 1 |
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| Week 5 Communication |
PN5 - Communication |
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PN5 - Exercise Communication Competence scale |
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| Week 6 Relational aspects of negotiation |
PN6 - relational aspects |
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PN6 - Exercise trust and trustworthiness |
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Druckman Wagner (2016) ARP justice in negotiations review |
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| Week 7 Principles of persuasion |
PN7 - Principles of persuasion |
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PN7 - Exercise Material (Island Cruise) mayor |
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PN7 - Exercise Material (Island Cruise) captain |
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Williams Miller (2002) HBR persuasion for different profiles |
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| Week 8 Power dynamics in negotiation |
PN8 - power |
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PN8 - Exercise Toyonda (manager) |
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PN8 - Exercise Toyonda (owner) |
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| Week 9 Multiple party negotiation |
PN9 - multiple parties |
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PN9 - Bacchus Winery (Bacchus) |
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PN9 - Bacchus Winery (Tokyo) |
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PN9 - Bacchus Winery (Serbian) |
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PN9 - Bacchus Winery (outcome report) |
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| Week 10 Cross cultural negotiation |
PN10 - cross-cultural negotiation |
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PN10 - Exercise Cultural Intelligence Scale (students material) |
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| Week 11 How to improve decision making? |
PN11 - how to improve decision making |
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| Week 12 (May 6) Wrap up |
PN12 - QUEST. Negotiation Skills |
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