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