Table 3. Curriculum Module 2 M2:... | Emerald Publishing

Table 3.

Curriculum Module 2

M2: Distributive and integrative negotiation
Day 1	Day 2
Introduction (20 mins)	Recap (5)
Distributive negotiation (105) E/L: Persuasion L: Concession strategy E/L: Anchoring E/L: Framing L: Further tactics Integrative negotiation (240) S: “Ritaianus” L: Basic idea of integrative agreements L: Types of integrative solutions L: Negotiation arithmetic E/L: Creative problem-solving S: “Job Contract”	Integrative negotiation continued (45) P: Practical issues and experiences with distributive and integrative strategies in LMN Information about the other party (75) L/D: Questioning techniques L/E: Active listening and paraphrasing Conflict escalation (140) L/O: Conflict types and intervention D: Overcoming psychological barriers S: “University Building”
Wrap-up (10)	Wrap-up, transfer exercise, evaluation (30)

M2: Distributive and integrative negotiation
Day 1	Day 2
Introduction (20 mins)	Recap (5)
Distributive negotiation (105)E/L: PersuasionL: Concession strategyE/L: AnchoringE/L: FramingL: Further tacticsIntegrative negotiation (240)S: “Ritaianus”L: Basic idea of integrative agreementsL: Types of integrative solutionsL: Negotiation arithmeticE/L: Creative problem-solvingS: “Job Contract”	Integrative negotiation continued (45)P: Practical issues and experiences with distributive and integrative strategies in LMNInformation about the other party (75)L/D: Questioning techniquesL/E: Active listening and paraphrasingConflict escalation (140)L/O: Conflict types and interventionD: Overcoming psychological barriersS: “University Building”
Wrap-up (10)	Wrap-up, transfer exercise, evaluation (30)

Notes:

D = discussion; E = exercise; L = lecture; O = other; P = peer consultation; S = simulation

Source: Authors’ own work