Table 2.

Curriculum Module 1

M1: Principles of effective negotiation and preparation
Day 1Day 2
Introduction (60 mins)Recap (15)
Psychology of negotiation (190)
E: Internalization of psychological principles by participants
S: “Coalition Building in Nordland”
X/L: Psychological aspects in negotiations

Psychological principles of negotiation (105)
L: Mind-sets – concept and impact
L/D/E: Psychological principles of effective negotiation
E: Definition of learning objectives		Basic concepts (185)
S: “Flat in Eltville”
L: Basic concepts in negotiation – goals, limits, ZOPA# and BATNA°
L: Basic concepts in negotiation continued – positions, interests, priorities, issues and resources

Preparation (100)
L: Systematic negotiation preparation
E/D/O: Preparing for an upcoming negotiation based on the preparation checklist
Wrap-up (10)Wrap-up, transfer exercise, evaluation (30)

Notes:

D = discussion; E = exercise; L = lecture; O = other activitie (e.g. reading, checklist); S = simulation; X = experiment;

# Zone of Possible Agreement (Raiffa, 1982);

° Best Alternative to a Negotiated Agreement (Fisher and Ury, 1981)

Source: Authors’ own work
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