| LEC # | Topics | Readings |
|---|---|---|
| 1 | Introduction and Distributive Bargaining | Mnookin, R.H. et al. "The Tension Between Empathy and Assertiveness." In Beyond Winning: Negotiating to Create Value in Deals and Disputes. |
| 2 | Integrative Bargaining |
Lewicki, R. "Strategy and Tactics of Distributive Bargaining." Chap. 3 in Essentials of Negotiation. Cohen, H. "Getting your feet wet." In You can Negotiate Anything. Reference: Lewicki, R. "Framing, Strategizing and Planning." Chap. 2 in Essentials of Negotiation. pp. 34-51. |
| 3 | Advanced Integrative Bargaining |
Fisher, R., and W. Ury. Getting to Yes. pp. 1-148. Ury, W. "Prologue: Prepare, Prepare, Prepare." In Getting Past No. pp. 15-28. |
| 4 | Tacit Negotiations and Perceptual Barriers to Negotiation |
Wu, G. "Two Psychological Traps in Negotiation." HBS Publishing # 9-897-036. Moore, T., and W. Woods. "Personality Test Are Back." Fortune 115, no. 7: pp. 74. Kumar, N. "The Power of Trust." Harvard Business Review #96606. Reference: Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 110-123. Lewicki, R. "Framing, Strategizing and Planning." Chap. 2 in Essentials of Negotiation. pp. 22-34. |
| Optional Lecture: Emotional Intelligence Workshop | Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates | |
| 5 | Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence |
Goleman, D. "The New Yardstick & Competencies." In Working with Emotional Intelligence. 1998. Mayer, J.D., and P. Salovey. "What is emotional intelligence." In Emotional Development and Emotional Intelligence. 1997, pp. 10-15. Pickles, H. "I feel therefore I am." 2000. Kolb, D.M., and J. Williams. "Breakthrough Bargaining." Harvard Business Review #6080. |
| 6 | Negotiation Subprocesses II: Communication and Listening Barriers |
Bolton, R. "Four Skills of Reflective Listening." In People Skills: How to assert yourself. Listen to others, and resolve conflicts. NY: Simon & Schuster, 1979, pp. 49-61. Ury, W. Getting Past No. Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 123-129. Reference: Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 123-131. |
| 7 | Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions |
Stone, D. et al. "Sort out the Three Conversations." in Difficult Conversation. Jones, T.S., and A. Bodtker. "Mediating with heart in mind: Addressing emotion in mediation practice." Negotiation Journal. Plenum Publishing Corporation, 2001, pp. 217-244. Lertz, L. "Negotiating with problem people." 1988. Wokutch, R. E., and T. L. Carson. "The ethics and profitability of bluffing in business." 1981. Reference: Lewicki, R. et al. "Managing Difficult Negotiations: Individual Approaches." Chap. 9 In Essentials of Negotiation. |
| 8 | Multiparty Negotiations: Power and Coalition Building |
Cialdini, R. "Harnessing the Science of Persuasion." Harvard Business Review #7915. Valley, K., and E. L. Lingo. "Power and Influence: Achieving your Objectives in Organizations." HBS Publishing #9-801-425. Reference: Lewicki, R. "Finding and using Negotiation Leverage." Chap. 6 in Essentials of Negotiation. |
| 9 | Power and Politics of Negotiating Change |
Lewicki et al. "Multiparty Negotiations: Coalitions and Groups." In Negotiation. 3rd ed. Sebenius, J. K. "Sequencing to build coalitions: With whom should I talk first?" In Wise Choices: Decisions, Games, and Negotiations. Harvard Business School Publishing, 1996. |
| 10 | Panel of Experts: Negotiating Long-Term Relationships |
Shell, G. R. "Bargaining with the Devil without Losing Your Soul." In Bargaining for Advantage. Keiser, T. C. "Negotiating with a Customer You Can't Afford to Lose." Harvard Business Review #88605. Reference: Lewicki, R. "Ethics in Negotiation." Chap. 7 in Essentials of Negotiation. |
| 11 | The Power of Teams in Negotiation |
Ancona, D. G., R. A. Friendman, and D. M. Kolb. "The group and what happens on the way to yes." Negotiation Journal 7 (1991): pp. 155-173. Fisher, R. "Negotiating inside out: What are the best ways to relate internal negotiations to external ones." Negotiation Journal (1989): pp. 33-41. |
| 12 | Global Negotiations |
Sebenius, J.K. "The Hidden Challenge of Cross-Border Negotiations." Harvard Business Review #R0203F. Weiss, S.E. "Negotiating with the Romans - Part I." Sloan Management Review (1994): pp.51-61. Robinson, R. J. "Errors in social Judgment: Part 2 -Partisan perceptions." HBS Publishing #9-897-104. Valley, K. "Expectations and Stereotypes." HBS Publishing #9-396-167. Reference: Lewicki, R. "Global Negotiation." Chap. 8 in Essentials of Negotiation. |
| 13 | Wrap-up |
Ertel, D. "Turning Negotiation into a Corporate Capability." Harvard Business Review #5394. Sebenius, J. K. "Six Habits of merely effective negotiators." Harvard Business Review # R0104E. |