The Art and Science of Negotiation

Calendar

SES #	TOPICS	KEY DATES
Part I: Bargaining and Strategic Interaction
1	Introductions / Course Overview
2	An Introduction to Bargaining	Exercise: Appleton vs. Baker
3	An Introduction to Bargaining (cont.)
4		Exercises: Elmtree House
5		Exercises: Malta
6		Exercises: Patriot
7		Exercises: Patriot Debrief
Part II: Cooperation and Mutual Gains
8		Exercise: Sally Soprano
9		Exercise: Table Talk Problem set 1 due
10		Exercise: HackerStar
11		Exercise: HackerStar
12		Exercise: Redstone
13		Exercise: The Vineyard
14		Exercise: Theotis Wiley
15		Exercise: Theotis Wiley
Part III: How Can We Shape the Game We Play?
16	Theotis Wiley
17	Theotis Wiley (cont.)
18	Negotiation and the Art of Listening Guest Lecture - Marianella Sclavi, University of Milan
19	Constructing Trust I	Exercise: Re-engineering Game Problem set 2 due
20	Theorizing Negotiation as Communication	Exercise: Zabian Game Discount Market Place (video clips)
21	Perspective Taking	Exercise: Weathers and Evans
22	Constructing Trust II	Exercise: Intersoft Argentina
Part IV: Big Cases
23	Escalation and Psychological Processes	Exercise: Three-Party Coalition Exercise
24	Coalitions	Problem set 3 due
25		Exercise: Harborco
26	Summary	Final project due