Instructor Location: Pittsburgh
Learning Objectives
- Identify research-based principles of power, politics, conflict and negotiation in organizations
- Weekly Discussion (via VoiceThread) (1 hour)
- Two comments on peer blogs (30 min)
- Lecture on Power by Professor Jeffrey Pfeffer (51 min)
- How to Win Power and Influence People by Professor Jeffrey Pfeffer (9 min)
- Interview with Professor Robert Cialdini on Influence at Work (1 hour)
- Lecture on Power and Influence by Professor Deborah H. Gruenfeld (Lean In; 17 min)
- Office Power Is Just Influence By Another Name by Annie McKee, a senior fellow at the University of Pennsylvania
- Power (Dis)Play? Teams In Black Draw More Penalties (NPR program; 4 min)
- Science of Persuasion (animation based on Professor Robert Cialdini's research; 12 min)
- Lecture on Negotiation by Professor Margaret Neale (Lean In; 17 min)
- The Walk from "No" to "Yes" by Professor William Ury (TED Talk; 19 min)
- How to Negotiate Better by Jeff Weiss (Harvard IdeaCast 19 min)
- Interview with Professor Linda Babcock on Women Don't Ask (27 min)
Assignments Due Before Next Week Begins (8 hours of studies outside classroom)
- Readings:
“Power Play,” Harvard Business Review, July-August 2010 Download
- Individual Assignment 4
- Individual Quiz 4 in Moodle
- Team Assignment 4 on Team Project Site
Dare to Disagree by Margaret Heffernan (TED Talk; 13 min)
Free report on Dealmaking from Project on Negotiation, Harvard Law School
Free report on BATNA Basics for Bargaining from Project on Negotiation, Harvard Law School Free report on Dispute Resolution from Project on Negotiation, Harvard Law School
Free report on Five Common Negotiation Mistakes from Project on Negotiation, Harvard Law School
Free report on Conflict Management from Project on Negotiation, Harvard Law School
Free report on Business Negotiation Strategies from Project on Negotiation, Harvard Law School
Influence at Work based on Dr. Cialdini's research
Harvard Negotiation Project
Lean In
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