Week 1

What are the elements of a negotiation? What are some of the problems you have experienced when negotiating? How would you address these problems?

Week 2

What are the stages of negotiation? What are the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Explain why.

What is distributive bargaining? When is distributive bargaining appropriate to use? Explain why. What might be the affect of distributive bargaining on long-term relationships?

What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counter productive? Explain your answer.

Week 3

Who are stakeholders in a negotiation? Why it is important to analyze stakeholder interests? How do you take these interests and incorporate them into a negotiating strategy?

What are the five types of power? Consider a negotiation with which you are familiar. What parties were identified? Who had power or influence? Explain why. Based on your experience with a negotiation, how does having one or more of the five types of power affect the dynamics of the negotiation?

What is the role of ethics in negotiation? How does organizational culture affect ethics in a negotiation? If you are to write a code of conduct, what ethical and cultural considerations would you include and why?

Week 4

What are key sources of conflict in the organizational setting? What are the key impediments to efficiently resolving conflict in a negotiation? What means would you apply to preserve or increase the level of trust in an organizational negotiation?

What are the five negotiation styles for managing conflict? Which style do you typically use when negotiating? Explain why. Which style is most effective when negotiating in the organizational setting? Explain your answer.

What are the five major negotiation intervention strategies? When would you use the different intervention strategies? Why is it important to consider intervention strategies when planning a negotiation?

Week 5

What are the basic differences between a negotiation that has an international component and one that does not? If you were a manager, how would a negotiation that has an international component affect your negotiation perspective? How would you evaluate the following statement from a negotiation perspective: When in Rome, do as the Romans do?

What are the merits of using the Internet to conduct negotiations? What tools or techniques would you employ to negotiate more effectively on the Internet? What are the long-term implications of Internet negotiations on global business transactions?

What negotiation best practices have you learned? Which best practices might you be able to apply in your work place? Based on emerging trends, what new best practices do you think are needed?