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COMM 3002 Negotiation and Persuasion: Welcome & Course Readings

Welcome to your course guide

Please find your required library readings below. If you have problems with the links below, please contact the Library. If you have APA questions about these materials, please contact the Writing Center.

COMM 3002 Required Course Readings

The links are for required readings found in the Walden databases ONLY. For all other readings, see your course resources.

Enter your myWalden user name and password at the prompt.

Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., & Lytle, A. (2004). Culture and negotiation strategy. Negotiation Journal, 20(1), 87–111.

Advocacy media: Global online awareness and democratization of information plays out on social media,while the warlord Joseph Kony is tucked away in the jungles of Uganda. (2012, March 8). US Newswire.

Barron, J. (2012). Two types of value: Knowing what counts in negotiations. Business Credit, 114(9), 20-22.

Carrell, M. R., Shank, M., & Barbero, J. L. (2009). Fairness norms in negotiation: A study of American and European perspectives. Dispute Resolution Journal, 64(1), 54–60.

Duhigg, C. (2012, October 14). Campaigns mine personal lives to get out vote. The New York Times.

Fichter, D. (2012). Tools of influence: Strategic use of social media. Online, 36(4), 58–60.

Harvey, B. (2007). Chapter 1: Fundamentals of negotiation. In Tork & Grunt's Guide to Negotiations (pp.3–25). Tarrytown, NY: Marshall Cavendish Limited.

John, P. D. (2006). How to prepare for any negotiation session. Dispute Resolution Journal, 61(2), 64–66.

Muhammad, M. B., & de Run, E. C. (2010). Ethnic advertising: Adolescents' attitudes towards target and non-target advertisements. Young Consumers, 11(3), 189–203.

Nebenzahl, D. (2006). Your BATNA determines your worth. Prince George Citizen, 34.

Rich, C. (2011). Successful negotiation is 80 percent preparation: How to get more of what you want by preparing properly. Strategic Direction, 27(3), 3–5.

Salacuse, J. W. (2004). Negotiating: The top ten ways that culture can affect your negotiation. Ivey Business Journal Online, G1.

Teague, P. (2009). The art and science of negotiations. Purchasing, 138(6), 14.

Tom, B. (2012, March 30). Kony video shows good, bad of social media. Morning Call.

Tylee, J. (2010). Ethnic advertising to shake off 'minority discipline' tag. Campaign (UK), (13),16.

Other Readings

Optional or supplemental readings may or may not be available in the library. Find further information about optional readings here.

If you have questions about your required course textbooks, please contact Customer Care at