Curriculum Module 3
| M3: Team negotiation | |
|---|---|
| Day 1 | Day 2 |
| Introduction (25 mins) | Recap (10) |
| Interacting in teams (120) E: “Oil for Alteria” (prisoner’s dilemma game) D: Challenges in team interactions Representative negotiation (100) L: Challenges in representative negotiations L: Effective strategies P/O: Experiences and best practices in LMNs Leading the negotiation team (125) E: Hidden profiles in group decision-making L: Effective decision-making as a team L: Negotiating effectively as a team | Team negotiation (160) S: “Sale of Industrial Tools” D/O: How to negotiate effectively in teams? Best practices, common errors and learnings Conclusion (60) L: Summary of the training E: Internalization of psychological principles L: Transfer of the six principles and mind-set activation |
| Wrap-up (10) | Transfer exercise and final evaluation (70) |
| Introduction (25 mins) | Recap (10) |
| Wrap-up (10) | Transfer exercise and final evaluation (70) |
Notes:
D = discussion; E = exercise; L = lecture; O = other; P = peer consultation; S = simulation
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