Readings

One book and one set of role simulation exercises are required.

Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352.

The packet contains all the role play simulations we will use over the course of the term:

  1. Appleton vs. Baker
  2. Elmtree House
  3. Malta
  4. Patriot
  5. Sally Soprano
  6. Table Talk
  7. HackerStar Negotiation
  8. Redstone
  9. The Vineyard
  10. Theotis Wiley
  11. Re-engineering Game
  12. Zabian Game
  13. Weathers and Evans
  14. Intersoft Argentina (two parts)
  15. Three-Party Coalition Exercise
  16. Harborco

SES # TOPICS READINGS
Part I: Bargaining and Strategic Interaction
1 Introductions / Course Overview  
2 An Introduction to Bargaining _Preparatory Reading_
Schelling, Thomas. “An Essay on Bargaining.” In The Strategy of Conflict. Cambridge, MA: Harvard University Press, 1960, 1980, pp. 21-52. ISBN: 0674840313.
Exercise Readings
Susskind, Lawrence, and Michael Wheeler. “ Appleton vs. Baker.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse.
3 An Introduction to Bargaining (cont.) _Preparatory Reading_
Schelling, Thomas. “Bargaining, Communication, Limited War.” In The Strategy of Conflict. Cambridge, MA: Harvard University Press, 1960, 1980, pp. 53-80. ISBN: 0674840313.
4   _Exercise Readings_
Raiffa, Howard. “Elmtree House.” In The Art and Science of Negotiation. Cambridge, MA: Belknap Press of Harvard University Press, 1982, pp. 35-43. ISBN: 067404813X.
5   _Exercise Readings_
Wriggins, Howard W. “Up for Auction: Malta Bargains with Great Britain, 1971.” In The Fifty Percent Solution. Edited by W. Zartman. Garden City, NY: Doubleday, 1976, pp. 208-234. ISBN: 0385096569.
6   Preparatory Readings
Davidson, Adam. “Working Stiffs.” Harpers 303, no. 1815 (August 2001): 48-54. Tversky, Amos, and Daniel Kahneman. “The Framing of Decisions and the Psychology of Choice.” Science 211 (1981): 453-458. Exercise Readings Part A: Hammond, John S., III, and Marjorie Corman Aaron. “Byrnes, Byrnes, and Townsend.” Harvard Business School Case. Boston, MA: Harvard Business School Publishing (December 27, 1994): Case 09-395-135.

Part B: ———. “ Patriot National Insurance Co.” Harvard Business School Case. Boston, MA: Harvard Business School Publishing (December 27, 1994): Case 09-395-134.

7   _Preparatory Readings_
Goodpaster, Gary. “A Primer on Competitive Bargaining.” Journal of Disp Res (1996): 341-349, 370-377.
Part II: Cooperation and Mutual Gains
8   Preparatory Readings 
Kelman, Herbert C. “Negotiation as Interactive Problem Solving.” International Negotiation 1 (1996): 99-123.
Exercise Readings Davis, Wayne, Mark N. Gordon, and Bruce Patton. “ Sally Soprano Part I.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse.

9   Preparatory Readings
Raiffa, Howard. “Post-Settlement Settlements.” Negotiation Journal 1, no. 1 (January 1985): 9-12. Reprinted in Breslin, J. William, and Jeffrey Z. Rubin, eds. Negotiation Theory and Practice. Cambridge, MA: Program On Negotiation at Harvard Law School, 1991, pp. 323-326. ISBN: 1880711001. Davis, Albie M. “An Interview with Mary Parker Follett.” Negotiation Journal 5, no. 3 (1989).

10   Preparatory Readings
Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352. Exercise Readings 
Harvard Negotiation Project. “ The HackerStar Negotiation.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearing House and Morgan Guaranty Trust Company, 1985.

11   Preparatory Readings
Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352. Exercise Readings

Harvard Negotiation Project. “ The HackerStar Negotiation.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse and Morgan Guaranty Trust Company, 1985.

12   Preparatory Readings
Lewicki, Roy J., Joseph A. Litterer, John W. Minton, and David M. Saunders. “Strategy and Tactics of Integrative Negotiation.” In Negotiation. 2nd ed. Homewood, IL: R.D. Irwin, 1985, pp. 80-108. ISBN: 0256026335. Fisher, Roger. “Negotiating Power: Getting and Using Influence.” American Behavioral Scientist 27, no. 2 (December 1983): 149-166.

Exercise Readings

Susskind, Lawrence, and John Forester. “ Negotiated Development in Redstone.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse, 1995.

13   Preparatory Readings
Lax, David, and James Sebenius. “Interests the Measure of Negotiation.” Negotiation Journal 2, no. 1 (January 1986): 73-92. Susskind, Lawrence, and Jeffrey Cruikshank. “Good Outcomes of Negotiated Settlements.” In Breaking the Impasse. New York, NY: Basic Books, 1987, pp. 21-33. ISBN: 0465007511.

14   Preparatory Readings
Mnookin, Robert S., Scott Peppet, and Andrew Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: Harvard University Press, 2000, chapter 1, pp. 11-43. ISBN: 0674003357. Matz, David. “Ignorance and Interests.” Harvard Negotiation L Rev 4 (1999): 59-65.

Exercise Readings

Erhard, Jack. “ Theotis Wiley.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. (Written under the supervision of Robert C. Bordone.)

15   Preparatory Readings
Wetlaufer, Gerald. “The Limits of Integrative Bargaining.” Georgetown L J 85 (1996): 369-394. Exercise Readings

Erhard, Jack. “ Theotis Wiley.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. (Written under the supervision of Robert C. Bordone.)

**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
Preparatory Readings Sclavi, Marianella. “Seven Rules of the Art of Listening.” ( PDF)

19 Constructing Trust I _Preparatory Readings_
Sabel, Charles. “Studied Trust: Building New Forms of Cooperation in a Volatile Economy.” In Industrial Districts and Local Economic Regeneration. Edited by F. Pyke and W. Sengenberger. Geneva, Switzerland: International Institute for Labour Studies, 1992, pp. 215-250. ISBN: 9290144718.
20 Theorizing Negotiation as Communication _Preparatory Readings_
Watzlawick, Paul, Janet B. Bavelas, and Don D. Jackson. “Some Tentative Axioms of Communication.” Chapter 2 in Pragmatics of Human Communication. New York, NY: W. W. Norton, 1967.
21 Perspective Taking Preparatory Readings
Gurevitch, J. D. “The Power of Not Understanding.” Journal of Behavioral Science 25, no. 2 (1989): 161-173. Exercise Readings

Stone, Douglas. “ Weathers and Evans.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse.

22 Constructing Trust II Preparatory Readings 
Wu, Jenai, and David Laws. “Trust and Other-Anxiety in Negotiations.” Negotiation Journal 19, no. 4 (October 2003): 329-367.
Exercise Readings Hill, Linda A., and Stacey Palastrant. “Intersoft of Argentina, Part A and Part B.” Harvard Business School Cases. Boston, MA: Harvard Business School Publishing (September 10, 2006): Cases 09-497-025, 09-497-026.

Part IV: Big Cases
23 Escalation and Psychological Processes Preparatory Readings 
Deutsch, Morton. The Resolution of Conflict: Constructive and Destructive Processes. New Haven, CT: Yale University Press, 1973. ISBN: 0300021860.
Exercise Readings Susskind, Lawrence. “ Three-Party Coalition Exercise.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse, 1986, 1994, 1995.

24 Coalitions  
25   Preparatory Readings
Sebenius, James. “Sequencing to Build Coalitions: With whom should I talk first?” In Wise Choice: Decisions, Games, and Negotiations. Edited by R. Zeckerhauser, R. Keeney, and J. Sebenius. Boston, MA: Harvard Business School Press, 1996. ISBN: 0875846777. Exercise Readings

Madigan, Denise, Thomas Weeks, and Lawrence Susskind. “ Harborco.” Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse.

26 Summary  

Course Info

Learning Resource Types

assignment Written Assignments