Reference:

Roy J. Lewicki, David M Saunders and Bruce Barry. Negotiation, 7th edition. 2017. McGraw-Hill Education.

Weekly Schedule:

• Week 01 – The Nature of Negotiations
• Week 02 – Strategy and Tactics of Distributive Bargaining
• Week 03 – Strategy and Tactics of Integrative Negotiation
• Week 04 – Negotiation Strategy and Planning
• Week 05 – Ethic in Negotiations
• Week 06 – Perception, Cognition and Emotion
• Week 07 – Communication
• MID-TERM TEST
• Week 08 – Finding and using Negotiation Power
• Week 09 – Influence
• Week 10 – Relationship in Negotiations
• Week 11 – Agents, Constituencies, Audiences
• Week 12 – Coalitions
• Week 13 – Multiple Parties and Teams
• Week 14 – International and Cross-Cultural Negotiation
• FINAL-TERM TEST