[FR] = Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books, 1991. ISBN: 9780140065343.
[DS] = Fisher, Roger, and Daniel Shapiro. Beyond Reason: Using Emotions as You Negotiate. Penguin Books, 2006. ISBN: 9780143037781.
[LR] = Lewicki, Roy J., et al. Essentials of Negotiation. 3rd ed. Mc Graw-Hill, 2003. ISBN: 9780072545821.
[TL] = Thompson, Leigh L. The Mind and Heart of the Negotiator. 4th ed. Prentice Hall, 2008. ISBN: 9780131742277.
|1||Introduction to Negotiations||No readings.|
|2||Slicing the Pie: How to Win||
[LR] Chapter 3: Strategy and Tactics of Distributive Bargaining. pp 59–94.
[LR] Chapter 7: Finding and Using Negotiation Power. pp. 149–65.
|3||Expanding the Pie: How Both Parties Can Win||[FR] Chapters 1–5.|
|4||The Negotiator’s Dilemma and Discovering your Style||
[FR] Chapters 6–8.
[TL] Appendix 4: Negotiating a Job Offer. pp. 375–82.
|5||Difficult Tactics and Overcoming Obstacles to Win-Win||[DS] pp. 3–51 and 72–93.|
|6||The Centrality of Relationships||[DS] pp. 52–71 and 94–114.|
|7||Cross-Cultural Negotiations||Salacuse, Jeswald W. “Ten Ways that Culture Affects Negotiating Style: Some Survey Results.” Negotiation Journal 14, no. 3 (1998): 221–40.|
|8||Autonomy and Status||Ury, William. “Disarm Them: Step to their Side.” Chapter 2 in Getting Past No: Negotiating in Difficult Situations. Bantam, 1993, pp. 35–57. ISBN: 9780553371314.|
|9||Multiparty Negotiations and Coalitions||[TL] Chapter 9: Multiple Parties, Coalitions, and Teams. pp. 218–30.|
|10||The Power of Fairness and Ethics in Negotiations||
[LR] Chapter 8: Ethics in Negotiation. pp. 167–85.
Reitz, H. Joseph, et al. “Ethics in Negotiation: Oil and Water or Good Lubrication?” Business Horizons 41, no. 3 (1998): 5–14.
|11||Internal Negotiations||Stone, Douglas, Bruce Patton, and Sheila Heen. Difficult Conversations: How to Discuss What Matters Most. Viking Adult, 1999, pp. 3–20.|
|12||Student-Led Simulations and Presentations||No readings.|
|13||Wrapping It All Up||No readings.|