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Week - 1
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Introduction |
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Week - 2
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Negotiation: The Mind and the Heart
(Chapter 1) |
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Week - 3
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Preparation: What to Do Before Negotiation? (Chapter 2) |
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Week - 4
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Distributive Negotiation: Slicing the Pie (Chapter 3) |
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Week - 5
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Win-Win Negotiation: Expanding the Pie (Chapter 4) |
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Week - 6
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Developing a Negotiation Style (Chapter 5) |
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Week - 7
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Developing a Negotiation Style (Chapter 5) |
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Week - 8
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Developing a Negotiation Style (Chapter 5) |
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Week - 9
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Establishing Trust and Building a Relationship (Chapter 6) |
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Week - 10
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Power, Persuasion, and Ethics (Chapter 7) |
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Week - 11
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Creativity and Problem Solving in Negotiations (Chapter 8) |
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Week - 12
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Multiple Parties, Coalitions, and Teams (Chapter 9) |
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Week - 13
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Tacit Negotiations and Social Dilemmas (Chapter 11) |
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Week - 14
|
Review |
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