Power and Negotiation

Calendar

Note that there were fourteen in-class simulations from which students were instructed to chose only three upon which to write reflective memos. See the Assignments Section for detailed instructions.

SES #	TOPICS	SIMULATIONS AND EXERCISES	KEY DATES
1	Introduction to Negotiations	Simulation The Oil Pricing Game
2	Slicing the Pie: How to Win	Simulation Used Car Pakistani Prunes	Oil Pricing Game memo due*
3	Expanding the Pie: How Both Parties Can Win	Simulation Sally Soprano	Used Car / Pakistani Prunes memo due*
4	The Negotiator’s Dilemma and Discovering your Style	Simulation The New Recruit Exercise Thomas-Kilmann Self-Assement	Sally Soprano memo due*
5	Difficult Tactics and Overcoming Obstacles to Win-Win	Simulation Myti Pet	New Recruit memo due*
6	The Centrality of Relationships	Simulation Aerospace Investment	Paper team and topic proposal due Myti Pet memo due*
7	Cross-Cultural Negotiations	Simulation Outside Class: “The Offer” International Lodging Merger	Real life memo due Aerospace Investment memo due*
8	Autonomy and Status	Simulation Luna Pen	Offer / International Lodging Merger memo due*
9	Multiparty Negotiations and Coalitions	Simulation Coalition Game The Cup Game	Luna Pen memo due*
10	The Power of Fairness and Ethics in Negotiations	Simulation A Newport Girl Doll Company	Group paper and presentation proposal due Coalition / Cup Game memo due*
11	Internal Negotiations	Simulation Caitlin’s Challenge	Grand finale memo due Newport Girl Doll memo due*
12	Student-Led Simulations and Presentations	Simulation Student-led	Caitlin’s Challenge memo due*
13	Wrapping It All Up

* Students selected three simulations upon which to write reflective memos which were due in-class the following week.