 Unit 1 Introduction Video |
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| Unit 1 Learning Outcomes |
- 1a Define the theory, processes, and practices of negotiation (CLO 1)
- 1b Describe the five phases of negotiation (CLO 2)
- 1c Describe how to incorporate problem-solving strategies in negotiations (CLO 1)
- 1d Interpret the dynamics of the group decision-making process (CLO 1)
- 1e Explain the advantages of using SMART goals in negotiations (CLO 1)
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
- 1h Compare distributive and integrative negotiation (CLO 2)
- 1i Explain the advantages emotional intelligence brings to a negotiation (CLO 1, CLO 3)
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| Negotiations |
- 1a Define the theory, processes, and practices of negotiation (CLO 1)
- 1b Describe the five phases of negotiation (CLO 2)
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| What Is Negotiation? |
- 1a Define the theory, processes, and practices of negotiation (CLO 1)
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 Problem-Solving and Decision-Making in Groups |
- 1c Describe how to incorporate problem-solving strategies in negotiations (CLO 1)
- 1d Interpret the dynamics of the group decision-making process (CLO 1)
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| Setting the Right Goals |
- 1e Explain the advantages of using SMART goals in negotiations (CLO 1)
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| Strategy Planning |
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
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| Recognizing and Avoiding Negotiation Mistakes |
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
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| Distributive Bargaining |
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
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| Introduction to Augmenting the Bargaining Zone |
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
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| An Overview of Game Theory |
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
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| Game Theory Used in Negotiation |
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
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| What Is a Zero-Sum Game, and How Do I Play? |
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
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| Learning Activity: Journal |
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
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| Integrative Negotiation |
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| The Importance of Integrative Negotiation |
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| Collaborate to Negotiate |
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| Practice: Role-Playing Scenario on Collaborating to Negotiate |
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| Practice: Scenario on Emotional Intelligence |
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| Emotional Intelligence |
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| Does a Positive-Sum Attitude Promote Happiness? |
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| What Is Emotional Intelligence and Why Do You Need It? |
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 Unit 1 Assessment |
- 1a Define the theory, processes, and practices of negotiation (CLO 1)
- 1b Describe the five phases of negotiation (CLO 2)
- 1c Describe how to incorporate problem-solving strategies in negotiations (CLO 1)
- 1d Interpret the dynamics of the group decision-making process (CLO 1)
- 1e Explain the advantages of using SMART goals in negotiations (CLO 1)
- 1f Describe the steps of creating a negotiation strategy (CLO 1)
- 1g Describe how to apply the concepts of game theory to negotiation (CLO 1)
- 1h Compare distributive and integrative negotiation (CLO 2)
- 1i Explain the advantages emotional intelligence brings to a negotiation (CLO 1, CLO 3)
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| Unit 2 Introduction Video |
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| Unit 2 Learning Outcomes |
- 2a Describe and give examples of effective sales negotiations (CLO 2)
- 2b Compare approaches for negotiating with suppliers (CLO 2)
- 2c Summarize the history of labor negotiations in the United States (CLO 2)
- 2d Describe the role negotiation plays in mergers and acquisitions (CLO 2)
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
- 2f Identify the advantages and disadvantages of multiparty negotiations (CLO 2)
- 2g Explain the effect of timing and the "six power tactics" in negotiations (CLO 2)
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| Closing Starts at the Beginning |
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| Principles of Persuasion |
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| The Essence of Negotiation |
- 2b Compare approaches for negotiating with suppliers (CLO 2)
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| Collective Bargaining |
- 2c Summarize the history of labor negotiations in the United States (CLO 2)
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| Mergers and Acquisitions |
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| Investment Thesis on Sears: Case Study |
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| Relationships between Principal and Agent |
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
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| Practice: Case Study on Employees vs. Independent Contractors |
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
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| Liability of Principal and Agent and Termination of Agency |
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
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| Practice Case Study: The Employer's Liability for Employee's Intentional Torts and Scope of Employment, Part 1 |
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
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| Practice Case Study: The Employer's Liability for Employee's Intentional Torts and Scope of Employment, Part 2 |
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
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| Multi-Party Negotiation and Power |
- 2f Identify the advantages and disadvantages of multiparty negotiations (CLO 2)
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| Sources of Power |
- 2g Explain the effect of timing and the "six power tactics" in negotiations (CLO 3)
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| Practice: Case Study on Implied Authority |
- 2d Describe the role negotiation plays in mergers and acquisitions (CLO 2)
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
- 2f Identify the advantages and disadvantages of multiparty negotiations (CLO 2)
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| Unit 2 Assessment |
- 2a Describe and give examples of effective sales negotiations (CLO 2)
- 2b Compare approaches for negotiating with suppliers (CLO 2)
- 2c Summarize the history of labor negotiations in the United States (CLO 2)
- 2d Describe the role negotiation plays in mergers and acquisitions (CLO 2)
- 2e Compare the roles of principals and agents during business negotiations (CLO 2)
- 2f Identify the advantages and disadvantages of multiparty negotiations (CLO 2)
- 2g Explain the effect of timing and the "six power tactics" in negotiations (CLO 2)
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| Unit 3 Introduction Video |
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| Unit 3 Learning Outcomes |
- 3a List five benefits of functional disagreement and conflict in the workplace (CLO 3)
- 3b Explain how organizational structure impacts communication and transparency (CLO 3)
- 3c Describe how scarcity of resources impacts workplace disagreement and conflict (CLO 3)
- 3d Explain how leadership commitment affects conflict resolution in the workplace (CLO 3)
- 3e Explain models of task interdependence (CLO 3)
- 3f Explain the relationship between employee task interdependence, teamwork, and workplace conflict (CLO 3)
- 3g Discuss how active listening, clarity regarding roles, and resistance to change affect workplace conflict (CLO 3)
- 3h Identify different personality types (CLO 3)
- 3i Discuss how conflicting personalities, stereotypes, and cultural biases cause dysfunctional workplace conflict (CLO 3)
- 3j Identify strategies for eliminating dysfunctional conflict in the workplace caused by negative stereotypes and cultural biases (CLO 3)
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| Understanding Conflict |
- 3a List five benefits of functional disagreement and conflict in the workplace (CLO 3)
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| Five Good Things about Conflict |
- 3a List five benefits of functional disagreement and conflict in the workplace (CLO 3)
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| Practice: Conflict Simulation from the Leadership Guide to Conflict and Conflict Management |
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| Four Ways to Deal with Conflict at Work |
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| Organizational Structure and Change |
- 3b Explain how organizational structure impacts communication and transparency (CLO 3)
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| Defining Economics |
- 3c Describe how scarcity of resources impacts workplace disagreement and conflict (CLO 3)
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| Teamwork Effectiveness |
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| Why Teamwork Works |
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| Effective Teamwork and Collaboration |
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| Conflict Management: Identifying Active Listening |
- 3e Explain models of task interdependence (CLO 3)
- 3f Explain the relationship between employee task interdependence, teamwork, and workplace conflict (CLO 3)
- 3g Discuss how active listening, clarity regarding roles, and resistance to change affect workplace conflict (CLO 3)
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| Personality Types |
- 3h Identify different personality types (CLO 3)
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| Stereotypes, Prejudice, and Discrimination |
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| Personal and Historical Bias |
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| Gender |
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| Sexual Harassment |
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| Ageism at Work |
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| Five Cross-Cultural Capabilities for Clinical Staff |
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| Building Culturally Competent Organizations |
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| Organizational Conflict |
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| Four Keys to Resolving Workplace Conflicts |
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| Learning Activity: Journal |
- 3d Explain how leadership commitment affects conflict resolution in the workplace (CLO 3)
- 3i Discuss how conflicting personalities, stereotypes, and cultural biases cause dysfunctional workplace conflict (CLO 3)
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| Unit 3 Assessment |
- 3a List five benefits of functional disagreement and conflict in the workplace (CLO 3)
- 3b Explain how organizational structure impacts communication and transparency (CLO 3)
- 3c Describe how scarcity of resources impacts workplace disagreement and conflict (CLO 3)
- 3d Explain how leadership commitment affects conflict resolution in the workplace (CLO 3)
- 3e Explain models of task interdependence (CLO 3)
- 3f Explain the relationship between employee task interdependence, teamwork, and workplace conflict (CLO 3)
- 3g Discuss how active listening, clarity regarding roles, and resistance to change affect workplace conflict (CLO 3)
- 3h Identify different personality types (CLO 3)
- 3i Discuss how conflicting personalities, stereotypes, and cultural biases cause dysfunctional workplace conflict (CLO 3)
- 3j Identify strategies for eliminating dysfunctional conflict in the workplace caused by negative stereotypes and cultural biases (CLO 3)
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| Unit 4 Introduction Video |
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| Unit 4 Learning Outcomes |
- 4a Compare the five styles for handling conflict: competing, collaborating, compromising, avoiding, and accommodating (CLO 4)
- 4b Compare the ADR strategies of negotiation, mediation, and arbitration (CLO 4)
- 4c Explain the role of unions and collective bargaining in conflict resolution (CLO 4)
- 4d Discuss the pros and cons of mandatory arbitration agreements (CLO 4)
- 4e Compare formal and informal conflict resolution strategies (CLO 4)
- 4f Explain the importance of legal standing in litigation (CLO 4)
- 4g Explain how class action lawsuits affect corporations (CLO 4)
- 4h Describe the jury trial process (CLO 4)
- 4i Identify risks companies face when they use litigation to resolve conflicts rather than ADR strategies (CLO 4)
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
- 4l List some common methods of progressive discipline (CLO 4)
- 4m Discuss ways managers engage workers who are not performing according to expectations (CLO 4)
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| Thomas-Kilmann |
- 4a Compare the five styles for handling conflict: competing, collaborating, compromising, avoiding, and accommodating (CLO 4)
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| Finding Opportunities in Conflict |
- 4a Compare the five styles for handling conflict: competing, collaborating, compromising, avoiding, and accommodating (CLO 4)
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| Alternative Dispute Resolution |
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| A Problem Solving Approach to Conflict Resolution |
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| Conflict Resolution |
- 4a Compare the five styles for handling conflict: competing, collaborating, compromising, avoiding, and accommodating (CLO 4)
- 4b Compare the ADR strategies of negotiation, mediation, and arbitration (CLO 4)
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| The Nature of Unions |
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| Collective Bargaining |
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| Facts about Mediation |
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| The Arbitration Process |
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| Argument Analysis: An Epic Day for Employers in Arbitration |
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| Practice: Journal on Arbitration |
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| When to Bring a Lawsuit |
- 4f Explain the importance of legal standing in litigation (CLO 4)
- 4g Explain how class action lawsuits affect corporations (CLO 4)
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| Law and Legal Risk Management |
- 4g Explain how class action lawsuits affect corporations (CLO 4)
- 4i Identify risks companies face when they use litigation to resolve conflicts rather than ADR strategies (CLO 4)
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| The Trial |
- 4h Describe the jury trial process (CLO 4)
- 4i Identify risks companies face when they use litigation to resolve conflicts rather than ADR strategies (CLO 4)
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| Resolving Conflict |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| How to Make Teams Work Effectively |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| Conflict Resolution: A Redefinition |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| Project Completion |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| Teaching About Conflict Resolution |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| Five Reasons to Tell the Hard Truth to Underperformers |
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
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| Have a Performance Conversation with an Employee |
- 4l List some common methods of progressive discipline (CLO 4)
- 4m Discuss ways managers engage workers who are not performing according to expectations (CLO 4)
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| Progressive Discipline and Termination Processes |
- 4l List some common methods of progressive discipline (CLO 4)
- 4m Discuss ways managers engage workers who are not performing according to expectations (CLO 4)
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| Unit 4 Assessment |
- 4a Compare the five styles for handling conflict: competing, collaborating, compromising, avoiding, and accommodating (CLO 4)
- 4b Compare the ADR strategies of negotiation, mediation, and arbitration (CLO 4)
- 4c Explain the role of unions and collective bargaining in conflict resolution (CLO 4)
- 4d Discuss the pros and cons of mandatory arbitration agreements (CLO 4)
- 4e Compare formal and informal conflict resolution strategies (CLO 4)
- 4f Explain the importance of legal standing in litigation (CLO 4)
- 4g Explain how class action lawsuits affect corporations (CLO 4)
- 4h Describe the jury trial process (CLO 4)
- 4i Identify risks companies face when they use litigation to resolve conflicts rather than ADR strategies (CLO 4)
- 4j Discuss methods managers can use to understand the perspective of their employees (CLO 4)
- 4k Define what it means to work toward a common goal to resolve conflicts (CLO 4)
- 4l List some common methods of progressive discipline (CLO 4)
- 4m Discuss ways managers engage workers who are not performing according to expectations (CLO 4)
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| Unit 5 Introduction Video |
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| Unit 5 Learning Outcomes |
- 5a Define culture (CLO 5)
- 5b Compare how cultural beliefs can influence negotiations (CLO 5)
- 5c Describe how nonverbal communications impact business negotiations (CLO 5)
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5e List the seven dimensions of Trompenaars' model of national culture differences (CLO 5)
- 5f List Geert Hofstede's six dimensions of culture (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
- 5i Describe the role the World Trade Organization plays in international business negotiations (CLO 5)
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| Culture and Business |
- 5a Define culture (CLO 5)
- 5b Compare how cultural beliefs can influence negotiations (CLO 5)
- 5c Describe how nonverbal communications impact business negotiations (CLO 5)
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| Ethical and Cross-Cultural Negotiations |
- 5a Define culture (CLO 5)
- 5b Compare how cultural beliefs can influence negotiations (CLO 5)
- 5c Describe how nonverbal communications impact business negotiations (CLO 5)
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| Rate Your Cross-Cultural Relationships to Build Them |
- 5a Define culture (CLO 5)
- 5b Compare how cultural beliefs can influence negotiations (CLO 5)
- 5c Describe how nonverbal communications impact business negotiations (CLO 5)
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
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| Trompenaars' Model of National Culture Differences |
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| Interview with Fons Trompenaars |
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| Types of Organizational Culture |
- 5f List Geert Hofstede's six dimensions of culture (CLO 5)
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| Intercultural Communication |
- 5f List Geert Hofstede's six dimensions of culture (CLO 5)
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| Cultural Awareness from Both Sides |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
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| Practice: Journal on Culture |
- 5f List Geert Hofstede's six dimensions of culture (CLO 5)
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| Finding a Common Language in Intercultural Negotiation |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
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| The Importance of Face in China |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
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| In China, Begin Slowly with Praise |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
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| The United States and the Arab World |
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Arab Women as Business Leaders Will Always Be the Exception |
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Business in Mexico |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Latino vs. Hispanic: Constructing a New America |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Introductory Trade Issues: History, Institutions, and Legal Framework |
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
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| The World Trade Organization (WTO) |
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5i Describe the role the World Trade Organization plays in international business negotiations (CLO 5)
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| The Effect of Politics on Global Negotiations |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Be Proactive with Your Government Relationships |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Problems with Authorities Can Be an Opportunity |
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
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| Unit 5 Assessment |
- 5a Define culture (CLO 5)
- 5b Compare how cultural beliefs can influence negotiations (CLO 5)
- 5c Describe how nonverbal communications impact business negotiations (CLO 5)
- 5d Discuss the challenges multinational corporations face in managing their employees (CLO 5)
- 5e List the seven dimensions of Trompenaars' model of national culture differences (CLO 5)
- 5f List Geert Hofstede's six dimensions of culture (CLO 5)
- 5g Explain how understanding culture and national identity affect cross-cultural or international negotiations (CLO 5)
- 5h Describe political and legal issues that impact international negotiations (CLO 5)
- 5i Describe the role the World Trade Organization plays in international business negotiations (CLO 5)
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| Course Conclusion Video |
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| BUS403 Study Guide |
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| BUS403: Certificate Final Exam |
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 View Your Course Completion Certificate |
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