Do you believe people are born with the ability to persuade or influence others, or can people learn and improve in their ability

BSL 4160, Negotiation/Conflict Resolution 1

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

8. Analyze the significance of the four key elements of the negotiation process in regards to managing relationships. 8.1 Identify the types of influence and how they affect the negotiation process. 8.2 Explain the role relationships play in negotiations.

Course/Unit Learning Outcomes

Learning Activity

8.1

Unit Lesson Chapter 9 Chapter 10 Unit VI Assessment

8.2

Unit Lesson Chapter 9 Chapter 10 Unit VI Assessment

Required Unit Resources Chapter 9: Influence Chapter 10: Relationships in 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. These slides are indicated with a yellow exclamation point on the top right and a statement letting you know what is interactive on the slide. To print the lesson, just right click on the slides. Unit VI Lesson

UNIT VI STUDY GUIDE

Influence and Relationships in 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 9 PowerPoint Presentation PDF version of the Chapter 9 Presentation Chapter 10 PowerPoint Presentation PDF version of the Chapter 10 Presentation If you would like to learn more information about integrative negotiation and the concepts discussed in this unit, consider reading the articles below. Guthrie, C. (2004). Principles of influence in negotiation. Marquette Law Review, 87(4), 829–837.

https://libraryresources.columbiasouthern.edu/login?url=http://search.ebscohost.com/login.aspx?direc t=true&db=a9h&AN=12761567&site=ehost-live&scope=site

Thompson, L. A. (2007, May). Effective negotiating. Strategic Finance, 21.

http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510 8&v=2.1&it=r&id=GALE%7CA176082989&asid=d9d02bfb778f77fa050dc7a57fb0ed55

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: Think back to a relationship from either your personal or professional life that was damaged. Consider what damaged this relationship, and create a plan to repair it. Consider reviewing the required reading and unit lesson for helpful information and tips.