BUS403: In China, Begin Slowly with Praise | Saylor Academy

Watch this video, which discusses how Chinese workers are not used to receiving praise from their supervisors.

Source: ClarkMorgan Insights, https://youtu.be/wbAg84PUNiM
This work is licensed under a Creative Commons Attribution 3.0 License.

Last modified: Thursday, 22 February 2024, 1:22 PM

Course Introduction

Course Syllabus

Unit 1: Negotiation Strategy

1.1: What Is Negotiation?

Negotiations

What Is Negotiation?

1.2: Problem-Solving

Problem-Solving and Decision-Making in Groups

Decision-Making in Groups

1.3: Establishing SMART Goals

Setting the Right Goals

1.4: Creating a Clear Strategy

Strategy Planning

Recognizing and Avoiding Negotiation Mistakes

1.5: Distributive Negotiation (Win-Lose)

Distributive Bargaining

Introduction to Augmenting the Bargaining Zone

An Overview of Game Theory

The Prisoner's Dilemma

What Is a Zero-Sum Game, and How Do I Play?

1.6: Integrative Negotation (Win-Win)

Integrative Negotiation

The Importance of Integrative Negotiation

Collaborate to Negotiate

Emotional Intelligence

Does a Positive-Sum Attitude Promote Happiness?

What Is Emotional Intelligence and Why Do You Need It?

Unit 1 Assessment

Unit 1 Assessment

Unit 2: Managing Business Negotiations

2.1: Sales Negotiations

Closing Starts at the Beginning

Principles of Persuasion

2.2: Negotiating with Suppliers

The Essence of Negotiation

2.3: Labor Negotiations

Collective Bargaining

2.4: Mergers and Acquisitions

Mergers and Acquisitions

Investment Thesis on Sears: Case Study

2.5: Principals and Agents

Relationships between Principal and Agent

Liability of Principal and Agent; Termination of Agency

2.6: Multi-Party Negotiations

Multi-Party Negotiation and Power

2.7: Timing and Sources of Power

Sources of Power

Unit 2 Assessment

Unit 2 Assessment

Unit 3: Conflict in the Workplace

3.1: Functional Conflict and Its Role in Innovation

Understanding Conflict

Five Good Things about Conflict

Leadership Guide to Conflict and Conflict Management

3.2: Reasons for Dysfunctional Workplace Conflict

Four Ways to Deal with Conflict at Work

3.3: Misunderstandings or Disagreement regarding Organizational Structure

Organizational Structure and Change

3.4: Scarcity of Resources

Defining Economics

3.5: Misunderstandings or Disagreement Regarding Task Interdependence

Teamwork Effectiveness

Why Teamwork Works

Effective Team Work and Collaboration

Conflict Management: Identifying Active Listening

3.6: Conflicting Personality Types

Personality Types

3.7: Negative Stereotypes and Cultural Biases

Stereotypes, Prejudice, and Discrimination

Prejudice, Discrimination, and Stereotyping

3.8: Gender-Based Stereotypes

Gender

Sexual Harassment

3.9: Age-Related Stereotypes

Ageism at Work

3.10: Culturally-Based Biases and Stereotypes

Five Cross Cultural Capabilities for Clinical Staff

3.11: Avoiding Biases and Stereotypes in the Workplace

Building Culturally Competent Organizations

3.12: Dysfunctional Conflict and Its Impact on Work Product