15.665 | Spring 2014 | Graduate

Power and Negotiation


[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.

Course Info

As Taught In
Spring 2014
Learning Resource Types
Lecture Notes
Written Assignments with Examples
Presentation Assignments
Instructor Insights