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| 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. |
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| 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. |
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| 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.
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| 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. |
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| | | | | Optional Lecture: Emotional Intelligence Workshop | | | | Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates
http://www.cjwolfe.com |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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| 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. |
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