BSL 4160, Negotiation/Conflict Resolution 1

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

3. Identify the sources of power and communication techniques used during negotiation. 3.1 Explain the sources of power used for a particular client. 3.2 Explain the communication techniques for in-person and virtual negotiations. 3.3 Identify the ways the communication techniques can be used at this organization.

Course/Unit Learning Outcomes

Learning Activity

3.1 Unit Lesson Chapter 8 Unit V PowerPoint Presentation

3.2

Unit Lesson Chapter 7 Article: Power and emotion in negotiation: Power moderates the interpersonal

effects of anger and happiness on concession making Unit V PowerPoint Presentation

3.3

Unit Lesson Chapter 7 Article: Power and emotion in negotiation: Power moderates the interpersonal

effects of anger and happiness on concession making Unit V PowerPoint Presentation

Required Unit Resources Chapter 7: : Finding and In order to access the following resource, click the link below. Van Kleef, G. A., De Dreu, C. K. W, Pietroni, D., & Manstead, A. S. R. (2006). Power and emotion in

negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology, 36(4), 557-581. https://libraryresources.columbiasouthern.edu/login?url=http://search.ebscohost.com/login.aspx? direct=true&db=asn&AN=21672942&site=eds-live&scope=site

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 V Lesson

UNIT V STUDY GUIDE

Communication and Power in 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 7 PowerPoint Presentation PDF version of the Chapter 7 Presentation Chapter 8 PowerPoint Presentation PDF version of the If you would like to learn more information about the concepts discussed in this unit, consider reading the articles below. Donaldson, L. (1995). Conflict, power, negotiation. British Medical Journal, 310(6972), 104.

http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510 8&v=2.1&it=r&id=GALE%7CA16643593&asid=e3ef73faab03a030ba5ebab0ab6c8060

Peleckis, K. (2014). Bargaining power in the system of negotiations strategy: Essence, conception,

elements/Derybines galios derybu strategijos sistemoje: esme, koncepcija, elementai. Science – Future of Lithuania, 6(1), 72. http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510 8&v=2.1&it=r&id=GALE%7CA370214684&asid=87a98d2915fda3e13ce607b2c77202c1