[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.
| SES # | TOPICS | READINGs |
|---|---|---|
| 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. Optional[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. |
