Complete Course - HRM-595 Negotiation Skills, A+ Material (HRM595)

Week, TCOs and Topics

Readings/Class Preparation 

Activities/Assignments

Week 1
TCO A

The Nature of Negotiation
in the World

Negotiation:

Chapter 1

Chapter 16

Chapter 20

Readings, Exercises, and Cases:

Questionnaire 1: The Personal Bargaining Inventory

Case 9: Sick Leave

Personal Bargaining Inventory Assignment

Graded Discussions Topics

Week 2
TCO B

Prenegotiation Planning
and Differences

Negotiation:

Chapter 4

Chapter 5

Chapter 15

Tutorial Assignment

Graded Discussions Topics

Week 3
TCO C

Strategy and Tactics
of Distributive
Bargaining

Negotiation:

Chapter 2

Course Project: Topic Proposal

Graded Discussions Topics

Week 4
TCO C

Strategy and Tactics
of Integrative
Negotiation

Negotiation:

Chapter 3

Tutorial Assignment

Graded Discussions Topics

Week 5
TCO E

Communication, Bias,
Managing Difficulties & Individual
Approaches

Negotiation:

Chapter 5

Chapter 6

Chapter 17

Readings, Exercises, and Cases:

Questionnaire 5: Communication Competence Scale

Case 1: Capital Mortgage Insurance Corporation

Case Study 1: Capital Mortgage Insurance Corporation Assignment

Graded Discussions Topics

Week 6
TCO D, H

Group Negotiation, Difficult Situations and Third
Party Approaches

Negotiation:

Chapter 10

Chapter 11

Chapter 12

Chapter 13

Readings, Exercises, and Cases:

Questionnaire 4: The Trust Scale

Case 2: Pacific Oil Company

You Decide Exercise

Graded Discussions Topics

Week 7
TCO F, G

Applying Leverage and Ethics in
Negotiation

Negotiation:

Chapter 7

Chapter 8

Chapter 9

Chapter 18

Readings, Exercises, and Cases:

Questionnaire 2: The SINS II Scale

Questionnaire 3: The Influence Tactics Inventory

Course Project due

Graded Discussions Topics

Week 8
All TCOs

All Topics

Final Exam