The course work is divided into three major categories that focus on different content and skill areas and different tasks. The coursework objectives are:
A. to understand, reinforce and apply negotiation theory
B. to identify and reflect on the student’s negotiation skills
C. to develop negotiation skills
Tasks related to negotiation theory:
- Students need to obtain the course text book.
- Read each chapter.
- After reading the chapter; go to the text’s CC Portal site on the Main Page there is a document that will link you to power point presentations on each chapter, review the chapter presentation.
- After reviewing the PP Presentation go to the Text’s Website : http://highered.mcgraw-hill.com/sites/0073381209/student_view0/
At the left choose the chapter you have just completed, go to the Multi Choice Quiz, complete the quiz and send results to me at j.defazio@cambridgecollege.edu
- Continue the same procedure for each chapter of the text.
Tasks related to developing negotiation skills:
- Be prepared to discuss the readings in class.
- Participate in negotiation role plays and behavior inventories during class
- Keep a learning journal about the class lectures, role plays and behavior inventories reflecting on what you have learned about your and others negotiation style
- A research paper will be required. We will discuss the content of the paper in class.
Discussion Questions:
Discussion questions will be developed during class sessions.