Write about an experience where you were in a negotiation situation. Your experience can be personal or professional. Describe yo

BSL 4160, Negotiation/Conflict Resolution 1

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

5. Name the factors that facilitate successful integrative negotiations. 5.1 Identify the four steps in the integrative negotiation process, including why integrative

negotiation is so difficult to achieve. 5.2 Identify the factors that facilitate successful integrative negotiation. 5.3 Distinguish between distributive bargaining and integrative negotiation.

Course/Unit Learning Outcomes

Learning Activity

5.1

Unit Lesson Chapter 3 Unit II Assessment Unit II PowerPoint Presentation

5.2 Unit Lesson Chapter 3 Unit II PowerPoint Presentation

5.3 Unit Lesson Chapter 3 Unit II Assessment

Required Unit Resources Chapter 3: Strategy and Tactics of Integrative Negotiation

Unit Lesson The unit lessons for this course are presented through interactive presentations. To view the presentation, click on the below link. 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 II Lesson

UNIT II STUDY GUIDE

Integrative Negotiations

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 3 PowerPoint Presentation PDF version of the Chapter 3 Presentation If you would like to learn more information about integrative negotiation and the concepts discussed in this unit, consider reading the article below. Zhou, J., Zhang, Z.-R., & Xie, T. (2014). Making collaborators happy: The outcome priming effect in

integrative negotiation. Public Personnel Management, 43(3), 290. http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510 8&v=2.1&it=r&id=GALE%7CA381952243&asid=c45618160c703d381a5e93f3c26bf17c

You will be creating a PowerPoint Presentation for this unit’s assignment. If you would like some information on PowerPoint best practices, consider watching the Success Center’s webinar.

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 tactics to communicate firm flexibility on page 92 of your course textbook, and examine if any of these tactics have ever been used in your presence.