discuss your perception of the traits and characteristics you associate with effective negotiations. What is one example you can

BSL 4160, Negotiation/Conflict Resolution 1

Course Learning Outcomes for Unit I Upon completion of this unit, students should be able to:

7. Describe the various styles utilized in handling interpersonal conflict. 7.1 Identify personal conflict styles and preferred bargaining tactics. 7.2 Describe strategies of negotiation and mutual adjustment. 7.3 Identify situations when negotiation is useful, when it is not, and the role of mutual

adjustment.

Course/Unit Learning Outcomes

Learning Activity

7.1

Unit Lesson Chapter 1 Chapter 2 Unit I Assignment

7.2

Unit Lesson Chapter 1 Chapter 2 Unit I Assignment

7.3

Unit Lesson Chapter 1 Chapter 2 Unit I Assignment

Required Unit Resources Chapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining

Unit Lesson The unit lessons for this course are presented through interactive presentations. To view the presentation, click on the link below. Once you are finished reading the slide, click on the “next” button on the bottom right of the slide. To go to a previous slide, click “back.” Some slides contain interactive elements that open additional boxes when you roll your mouse over an element on the slide. These elements are indicated throughout the presentation. Unit I Lesson

UNIT I STUDY GUIDE

The Nature of Negotiation

BSL 4160, Negotiation/Conflict Resolution 2

UNIT x STUDY GUIDE

Title

Suggested Unit Resources In order to access the following resources, click the links below. If you would like additional information regarding the textbook readings, consider reviewing the Chapter Presentations below: Chapter 1 PowerPoint Presentation PDF version of the Chapter 1 Presentation Chapter 2 PowerPoint Presentation PDF version of the Chapter 2 Presentation If you would like to learn more information about behavioral tendencies and the concepts discussed in this unit, consider reading the article below: Luomala, H. T., Kumar, R., Singh, J. D., & Jaakkola, M. (2014). When an intercultural business negotiation

fails: Comparing the emotions and behavioural tendencies of individualistic and collectivistic negotiators. http://www.researchgate.net/profile/Harri_Luomala/publication/274867768_When_an_Intercultural_B usiness_Negotiation_Fails_Comparing_the_Emotions_and_Behavioural_Tendencies_of_Individualisti c_and_Collectivistic_Negotiators/links/552b68600cf2779ab7930e04.pdf

Learning Activities (Nongraded) Nongraded Learning Activities are provided to aid students in their course of study. You do not have to submit them. If you have questions, contact your instructor for further guidance and information. Before completing your graded work, consider practicing with the following Nongraded Learning Activity: Explore the typical hardball tactics on page 65, and examine if your organization has used any of these tactics in your presence.