10 Mar Unfortunately, deception can sometimes occur during negotiations. What is a time where you have either experienced deception your
BSL 4160, Negotiation/Conflict Resolution 1
Course Learning Outcomes for Unit IV Upon completion of this unit, students should be able to:
5. Name the factors that facilitate successful integrative negotiations. 5.1 Define the role ethics plays in successful negotiations. 5.2 Define the approaches to ethical reasoning.
9. Examine the role of emotions or biases in negotiations.
9.1 Identify the ways in which perception and cognitive bias affect successful negotiations. 9.2 Explain how frames and emotions can affect the negotiation process.
Course/Unit Learning Outcomes
Learning Activity
5.1 Unit Lesson Chapter 5 Unit IV Assessment
5.2 Unit Lesson Chapter 5 Unit IV Assessment
9.1 Unit Lesson Chapter 6 Unit IV Assessment
9.2 Unit Lesson Chapter 6 Unit IV Assessment
Required Unit Resources Chapter 5: Ethics in Negotiation Chapter 6: Perception, Cognition, and Emotion
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 IV Lesson
UNIT IV STUDY GUIDE
Ethics, Perception, Cognition, and Emotion
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 5 PowerPoint Presentation PDF version of the Chapter 5 Presentation Chapter 6 PowerPoint Presentation PDF version of the Chapter 6 Presentation If you would like to learn more information about integrative negotiation and the concepts discussed in this unit, consider reading the article below. Organ, D. W. (1998). The editor's chair. Business Horizons, 41(3), 1.
http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510 8&v=2.1&it=r&id=GALE%7CA19379895&asid=77160f415671fcbe78a6a3e4db1438df
Learning Activities (Nongraded) Nongraded Learning Activities are provided to aid students in their course of study. You do not have to submit them. If you have questions, contact your instructor for further guidance and information. Before completing your graded work, consider practicing with the following Nongraded Learning Activity: Take a moment and do a broad Internet search using a general search engine of your choice. The search is around the word “ethics.” Randomly click on a half dozen entries that surface from the search. Note what the articles/entries have in common and what is different in their approach to ethics.
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