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1
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8/23 (Sun)
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Early-bird orientation activities due by 11:59PM (midnight).
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Early-bird orientation activities due by 11:59PM (midnight).
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Approaching Conflict (Unit #1)
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Approaching Conflict (Unit #1)
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8/24 (Mon)
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Reading Questions.
Montaigne, “One Man’s Profit is Another Man’s Loss”.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
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Hand to Hand.
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Reading Questions.
Montaigne, “One Man’s Profit is Another Man’s Loss”.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
In-Class Activity: Hand to Hand.
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8/26 (Wed)
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Reading Questions.
Frank, “Evolutionary Models of One-Shot Cooperation”.
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Oil Exports.
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Reading Questions.
Frank, “Evolutionary Models of One-Shot Cooperation”.
In-Class Activity: Oil Exports.
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8/27 (Thu)
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Orientation activities due by 11:59PM (midnight). If you did all the early-bird activities, then you are already done with this too!
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Orientation activities due by 11:59PM (midnight). If you did all the early-bird activities, then you are already done with this too!
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8/28 (Fri)
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Reading Questions.
Hobbes, Leviathan.
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Reading Questions.
Hobbes, Leviathan.
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2
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8/31 (Mon)
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Reading Questions.
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
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Negotiation preparation #1 due by 12:00PM (noon).
Getzville Apartment.
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Reading Questions.
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
Negotiation preparation #1 due by 12:00PM (noon).
In-Class Activity: Getzville Apartment.
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9/2 (Wed)
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Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
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Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
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9/4 (Fri)
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Reading Questions.
Pruitt & Kim, “Defining Components of Conflict”.
Pruitt & Kim, “Strategic Choice”.
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Reading Questions.
Pruitt & Kim, “Defining Components of Conflict”.
Pruitt & Kim, “Strategic Choice”.
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3
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9/7 (Mon)
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🛠 Labor Day 🛠
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🛠 Labor Day 🛠
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From Bargaining to Principled Negotiation (Unit #2)
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From Bargaining to Principled Negotiation (Unit #2)
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9/9 (Wed)
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Reading Questions.
Optional: Galinsky, “Should You Make the First Offer?”
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Negotiation preparation #2 due by 12:00PM (noon).
Halfa Degheim Complex.
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Reading Questions.
Optional: Galinsky, “Should You Make the First Offer?”
Negotiation preparation #2 due by 12:00PM (noon).
In-Class Activity: Halfa Degheim Complex.
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9/11 (Fri)
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Reading Questions.
Shell, “Your Goals and Expectations”.
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Reading Questions.
Shell, “Your Goals and Expectations”.
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4
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9/14 (Mon)
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Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
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Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
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9/16 (Wed)
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Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
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Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
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9/18 (Fri)
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Reading Questions.
Optional: Shell, “Exchanging Information”.
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Negotiation preparation #3 due by 12:00PM (noon).
Border Dispute.
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Reading Questions.
Optional: Shell, “Exchanging Information”.
Negotiation preparation #3 due by 12:00PM (noon).
In-Class Activity: Border Dispute.
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5
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9/21 (Mon)
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Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
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Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
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9/23 (Wed)
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Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
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Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
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9/25 (Fri)
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Reading Questions.
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
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Negotiation preparation #4 due by 12:00PM (noon).
Imperial Brewing Company.
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Reading Questions.
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
Negotiation preparation #4 due by 12:00PM (noon).
In-Class Activity: Imperial Brewing Company.
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6
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9/28 (Mon)
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Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
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Joint Venture Ultimatum.
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Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
In-Class Activity: Joint Venture Ultimatum.
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9/30 (Wed)
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Reading Questions.
Optional: Rawls, “Procedural justice”.
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Negotiation preparation #5 due by 12:00PM (noon).
Lake Erie Cleanup.
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Reading Questions.
Optional: Rawls, “Procedural justice”.
Negotiation preparation #5 due by 12:00PM (noon).
In-Class Activity: Lake Erie Cleanup.
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10/2 (Fri)
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Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
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Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
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7
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10/4 (Sun)
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Midterm course review due by 11:59PM (midnight).
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Midterm course review due by 11:59PM (midnight).
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10/5 (Mon)
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Reading Questions.
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
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Negotiation preparation #6 due by 12:00PM (noon).
Baranski Sports Club.
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Reading Questions.
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
Negotiation preparation #6 due by 12:00PM (noon).
In-Class Activity: Baranski Sports Club.
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10/7 (Wed)
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Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
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Florence Mall Water Tower.
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Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
In-Class Activity: Florence Mall Water Tower.
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10/9 (Fri)
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Reading Questions.
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
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Negotiation preparation #7 due by 12:00PM (noon).
Buffalo Waterfront.
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Reading Questions.
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
Negotiation preparation #7 due by 12:00PM (noon).
In-Class Activity: Buffalo Waterfront.
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8
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10/12 (Mon)
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🍁 Fall Break 🍁
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🍁 Fall Break 🍁
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From Principled Negotiation to Conflict Resolution (Unit #3)
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From Principled Negotiation to Conflict Resolution (Unit #3)
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10/14 (Wed)
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Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
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Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
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10/16 (Fri)
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Reading Questions.
Optional: Heffelfinger & Jackman, “Productive Conflict: How Leaders Stay Low on the Ladder of Inference”.
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Negotiation preparation #8 due by 12:00PM (noon).
Let’s Go Hollywood!
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Reading Questions.
Optional: Heffelfinger & Jackman, “Productive Conflict: How Leaders Stay Low on the Ladder of Inference”.
Negotiation preparation #8 due by 12:00PM (noon).
In-Class Activity: Let’s Go Hollywood!
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9
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10/19 (Mon)
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Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
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Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
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10/21 (Wed)
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Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
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Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
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10/23 (Fri)
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Reading Questions.
Optional: Bowles & Thomason, “Using Research to Generate Advice for Women”
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Negotiation preparation #9 due by 12:00PM (noon).
Monte Carlo.
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Reading Questions.
Optional: Bowles & Thomason, “Using Research to Generate Advice for Women”
Negotiation preparation #9 due by 12:00PM (noon).
In-Class Activity: Monte Carlo.
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10
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10/26 (Mon)
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Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
Optional: Zomorodi, “A Neuroscientist’s Guide to Managing Our Emotions”.
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Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
Optional: Zomorodi, “A Neuroscientist’s Guide to Managing Our Emotions”.
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10/28 (Wed)
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Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
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Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
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10/30 (Fri)
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Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
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Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
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11
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11/2 (Mon)
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Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
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Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
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11/4 (Wed)
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Reading Questions.
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
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Negotiation preparation #10 due by 12:00PM (noon).
Buffalo Niagaras.
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Reading Questions.
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
Negotiation preparation #10 due by 12:00PM (noon).
In-Class Activity: Buffalo Niagaras.
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11/6 (Fri)
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Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
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Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
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12
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11/9 (Mon)
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Reading Questions.
Optional: Stone & Heen, “Separate Appreciation, Coaching, and Evaluation”.
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Negotiation preparation #11 due by 12:00PM (noon).
Walleye Pro Shop.
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Reading Questions.
Optional: Shell, “Relationships”.
Negotiation preparation #11 due by 12:00PM (noon).
In-Class Activity: Walleye Pro Shop.
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11/11 (Wed)
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Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
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Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
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11/13 (Fri)
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Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
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Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
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13
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11/16 (Mon)
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Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
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Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
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11/18 (Wed)
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Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
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Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
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11/20 (Fri)
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Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening”.
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Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening”.
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14
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11/23 (Mon)
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Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
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Gratitude Tree.
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Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
In-Class Activity: Gratitude Tree.
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11/25, 27
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🦃 Thanksgiving Break 🦃
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🦃 Thanksgiving Break 🦃
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15
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11/30 (Mon)
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Reading Questions.
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
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Negotiation preparation #12 due by 12:00PM (noon).
Leadership House.
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Reading Questions.
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
Negotiation preparation #12 due by 12:00PM (noon).
In-Class Activity: Leadership House.
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Managing Difficult Situations (Unit #4)
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Managing Difficult Situations (Unit #4)
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12/2 (Wed)
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Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
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Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
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12/4 (Fri)
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Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
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Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
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16
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12/7 (Mon)
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Reading Questions.
Salacuse, “Real Leaders Negotiate”.
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Reading Questions.
Salacuse, “Real Leaders Negotiate”.
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12/8 (Tue)
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Official UB course evaluations due by 11:59PM (midnight).
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Official UB course evaluations due by 11:59PM (midnight).
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17
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12/14 (Mon)
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Final activity (laptops will be useful!) from 11:45AM to 2:45PM
Reading Questions.
Schelling, “Tacit Coordination (Common Interests)”.
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Making Contact.
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Final activity (laptops will be useful!) from 11:45AM to 2:45PM
Reading Questions.
Schelling, “Tacit Coordination (Common Interests)”.
In-Class Activity: Making Contact.
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