The Art and Science of Negotiation

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