|SES #||TOPICS||TYPES OF NEGOTIATIONS||KEY DATES|
Anchoring and First Offers
|Introduction to distributive bargaining||Assignment 1 due|
|2||Salt Harbor||Distributive bargaining||Assignment 2 due|
|3||Oil-Price Negotiation||Repeated interactions||Assignment 3 due|
CP Hong Kong vs. MegaMarket U.S.A.
|Introduction to integrative bargaining|| |
Assignment 4 due
Begin e-mail negotiation on CP Hong Kong vs. MegaMarket U.S.A.
|5||Jessie Jumpshot - Women's |
National Basketball League
|Contingency contracts||Assignment 5 due|
|6||The Rothman Art Collection||Fair division||Assignment 6 due|
|7||Stakes of Engagement||Balanced concerns||Assignment 7 due|
|8||Alphexo vs. Betonn Corporation||Integrative bargaining||Assignment 8 due|
|9||WineMaster.com||Integrative bargaining||Assignment 9 due|
|10||Aerospace Investment||Balanced concerns||Assignment 10 due|
|11||Flagship||Within and between teams negotiations|| |
Assignment 11 due
CP Hong Kong vs. MegaMarket U.S.A. email negotiation due
|12||Welsh Water||Four party negotiations, sequencing||Assignment 12 due|
Debrief Welsh Water and CP Hong Kong vs. MegaMarket U.S.A.