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LDR-952S Negotiations in the Military Environment: Curriculum

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Negotiations in the Military Environment (19 July 2019)

 ​Lesson 1: Introduction to Negotiations

Practical Guide to Negotiating in the Military.” Maxwell AFB, AL: Air Force Negotiation Center, 2014.

Eisen, Dr. Stefan Jr. “A Negotiating Model for the Military Context.” Maxwell AFB, AL: Air Force Negotiation Center, 2011. [Note: Not available outside of course]

Malhotra, Deepak. “Six Ways to Build Trust in Negotiations.” Negotiation, Vol. 7, No. 2. 5 April 2004.

Breveo Media. “Getting to Yes.” YouTube video, 4:12. “Lisa Pfister, 2 July 2013.

 “Distributive Bargaining and Integrative Negotiations.” Maxwell AFB, AL.: Air Force Negotiation Center, n.d. [Note: Not available outside of course]

Lesson 2: The Negotiating Experience

Shonk, Katie. “Top 10 Negotiation Skills You Must Learn To Succeed.” PON-Program on Negotiation at Harvard Law School (blog), 19 September 2016.

Salacuse, Jeswald. “Real Leaders Negotiate.” In What is the Difference between Leadership and Management? Free Report: Successful Leadership Strategies from Harvard’s Program on Negotiation. Cambridge, MA: Harvard Law School, 2015.

Shonk, Katherine, Susan Hackley, and Robert C. Bordone, Dealing with difficult people. Free Report. Cambridge, MA: Harvard Law School, 2013.

Cialdini, Dr. Robert B. Influence: The Psychology of Persuasion. New York, NY: HarperCollins, 2007. [eBook or audiobook from the AF Portal resource Hoopla.  Make your account from the Portal then download the app to your device]

Practical Guide to Negotiating in the Military.” Maxwell AFB, AL: Air Force Negotiation Center, 2014.

Eisen, Dr. Stefan Jr. “The Cooperative Negotiating Strategy (CNS) Worksheet.” Maxwell AFB, AL: Air Force Negotiation Center, 2010. [Note: Not available outside of course]

Lesson 3: Negotiating in Action

Draeger, Jeffrey J. “Seychelles P-3 Detachment: Negotiating the Execution.” Course paper submitted to the faculty in partial fulfillment of Negotiation Theory and Application elective requirements. Maxwell AFB, AL: Air War College, September 2011. [Note: Not available outside of course]

“Distributive Bargaining and Integrative Negotiations.” Maxwell AFB, AL: Air Force Negotiation Center, n.d. [Note: Not available outside of course]

Eisen, Dr. Stefan Jr. “From Positions to Interests; A Case Study.” Maxwell AFB, AL: Air Force Negotiation Center, n.d. [Note: Not available outside of course]

How to Manage and Mediate Workplace Disputes: Air Force Mediation Compendium. 4th ed. Edited by the Air Force Negotiation Center. Maxwell AFB, AL: Air Force Negotiation Center, 2012.

Firman, Paul J. Negotiating across Cultures (A Communication Perspective). Maxwell AFB, AL: Air Force Negotiation Center, 16 September 2014.

 

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