Outcomes

At the completion of this lesson, you will be able to:

Assess how past, ongoing, or future relationship between negotiators affect the negotiation process.
Determine the key elements in managing negotiations within relationships.
Examine the ways that negotiations change when negotiators are representing the interests of others rather than arguing for their own interests
Analyze influence strategies that negotiators use and the different types of influence attempts that occur as the number of parties increases.
Define what a coalition is and describe the different forms that coalitions take in the negotiation process.
Explore how and why coalitions form and develop, the nature of coalition decision making, and the role of power and leverage in coalitions.
Delineate the factors that make multiparty negotiations more difficult to manage than one-on-one negotiations.
Identify and implement strategies that can be used to manage multiparty negotiations effectively

Tasks

Read Section 3 – (pp.319-434)

Participate in Week 3 Discussion Question (100 pts) – Due Tuesday

Post Current Negotiation Article Summary (100 pts) – Due Thursday

Module 3 eBook

Read Section 3 – (pp.319-434)