answered: Communication is comprised of verbal and nonverbal skills, such as listening and body language. What

Communication is comprised of verbal and nonverbal skills, such as listening and body language. What are your strongest attributes that help you communicate, and what area(s) do you feel you need to improve in order to be a better communicator? How will making these improvements help you as a leader in a future negotiation?

BSL 4160, Negotiation/Conflict Resolution 1

Course Learning Outcomes for Unit V

Upon completion of this unit, students should be able to:

3. Identify the sources of power and communication techniques used during negotiation.
3.1 Explain the sources of power used for a particular client.
3.2 Explain the communication techniques for in-person and virtual negotiations.
3.3 Identify the ways the communication techniques can be used at this organization.

Course/Unit
Learning Outcomes

Learning Activity

3.1
Unit Lesson
Chapter 8
Unit V PowerPoint Presentation

3.2

Unit Lesson
Chapter 7
Article: “Power and emotion in negotiation: Power moderates the interpersonal

effects of anger and happiness on concession making”
Unit V PowerPoint Presentation

3.3

Unit Lesson
Chapter 7
Article: “Power and emotion in negotiation: Power moderates the interpersonal

effects of anger and happiness on concession making”
Unit V PowerPoint Presentation

Required Unit Resources

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

In order to access the following resource, click the link below.

Van Kleef, G. A., De Dreu, C. K. W, Pietroni, D., & Manstead, A. S. R. (2006). Power and emotion in

negotiation: Power moderates the interpersonal effects of anger and happiness on concession
making. European Journal of Social Psychology, 36(4), 557-581.
https://libraryresources.columbiasouthern.edu/login?url=http://search.ebscohost.com/login.aspx?
direct=true&db=asn&AN=21672942&site=eds-live&scope=site

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 V Lesson

UNIT V STUDY GUIDE

Communication and Power in Negotiation

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 7 PowerPoint Presentation
PDF version of the Chapter 7 Presentation

Chapter 8 PowerPoint Presentation
PDF version of the Chapter 8 Presentation

If you would like to learn more information about the concepts discussed in this unit, consider reading the
articles below.

Donaldson, L. (1995). Conflict, power, negotiation. British Medical Journal, 310(6972), 104.

http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510
8&v=2.1&it=r&id=GALE%7CA16643593&asid=e3ef73faab03a030ba5ebab0ab6c8060

Peleckis, K. (2014). Bargaining power in the system of negotiations strategy: Essence, conception,

elements/Derybines galios derybu strategijos sistemoje: esme, koncepcija, elementai. Science –
Future of Lithuania, 6(1), 72.
http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510
8&v=2.1&it=r&id=GALE%7CA370214684&asid=87a98d2915fda3e13ce607b2c77202c1

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