LEC #	Topics	Exercises	Key Dates
1	Introduction and Distributive Bargaining	New Recruit
2	Integrative Bargaining	Computron
3	Advanced Integrative Bargaining	El-Tek
4	Tacit Negotiations and Perceptual Barriers to Negotiation	Sharc	Analytic Journal A Due
	Optional Lecture: Emotional Intelligence Workshop		Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates
5	Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence	Chem-E
6	Negotiation Subprocesses II: Communication and Listening Barriers	The Coleman Account (video case) and Amanda
7	Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions	Telepro	Best-Self Assignment Due
8	Multiparty Negotiations: Power and Coalition Building	Federated Science
9	Power and Politics of Negotiating Change	Negotiating Change
10	Panel of Experts: Negotiating Long-Term Relationships	Wrap up Negotiating Change (1st half of class) Expert Panel (2nd half of class)	Analytic Journal Assignment B Due
11	The Power of Teams in Negotiation	Global Negotiation, Part I
12	Global Negotiations	Global Negotiation, Part II
13	Wrap-up	Conclude Global Negotiations	Take Aways Assignment Due