Mandatory Readings:
• Module 2 ” Key Elements of Effective Negotiations ”
• Fisher, R. and Stewart, J. (2018). Searching for Common Ground: How Negotiators Make Progress in Unlikely Situations: An Interview with Roger Fisher. 14th ed. Harvard International Review, pp.32-34.
• Sebenius, J. (2013). What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators. Negotiation Journal, 29(2), pp.159-169.
• Thompson, L. and Leonardelli, G. (2004). The Big Bang: The Evolution of Negotiation Research. Academy of Management Perspectives, 18(3), pp.113-117.
• Thompson, L., Peterson, E. and Brodt, S. (1996). Team Negotiation: An Examination of Integrative and Distributive Bargaining. Journal of Personality and Social Psychology, 70(1), pp.66-78.
Student Name:
Test (multiple choice)
1. When preparing for a negotiation, what is essential v. Non-essential? (Select all essentials)
