Week 1 discussion
Alternative Dispute Resolution
Sometimes the negotiation process doesn’t work well for
whatever reason, and companies will engage in what is known as ‘Alternative
Dispute Resolution’ (ADR) such as mediation and arbitration. Do some research on the concept of ADR and
discuss some examples of where and why such alternatives are used.
Week 2 discussion
Ethical Influence in Negotiation
Discuss a negotiation you were involved in that included at
least two or three of the six principles of ethical influence described in
Chapter 5 of your text and whether you believe the use of such an approach was
ethically appropriate.
Week 3 discussion
The Element of Trust in Negotiations
Describe negotiations you have been involved with where you
have been able to build trust or where it was very difficult to trust the
person on the other side of the table.
What was it about the other side that helped you to trust or distrust
the ‘opposition?’
Week 4 discussion
Negotiation Tactics
What negotiation tactic or strategies from the readings did
you find to be the most useful? Which
ones do you think you will be most likely to use in the future?
Week 4 reflective discussion
Reflective Discussion
Please take some time to discuss with the class any issues
covered in this class that you believe you will likely apply to future personal
or business related negotiations.
