ESD.141 | Spring 2006 | Graduate
Technology Policy Negotiations

Readings

Sections referred in the table below are from the main textbook:

Lewicki, Roy, David Saunders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill. ISBN: 0072973102.

SES # TOPICS READINGS
A: Negotiations and Dispute Resolution - An Introduction
1 Introduction and Interest-Based Bargaining No readings are assigned.
2 Strategic Negotiations Section 1.2 - Ury, Brett, and Goldberg. “Three Approaches to Resolving Disputes: Rights, Interests, and Power.” p. 10.

Section 4.3 - Rubin. “Some Wise and Mistaken Assumptions about Conflict and Negotiation.” p. 131.

Readings Distributed Separately

Walton, Richard E., Joel E. Cutcher-Gershenfeld, and Robert B. McKersie. Strategic Negotiations. Boston, MA: Harvard Business School Press, 1994, Foreword and chapter 3. ISBN: 0875845517.

3 Dispute Resolution Systems and ADR Section 12.1 - Leritz. “Negotiating with Problem People.” p. 418.

Section 13.1 - Lewicki, Hiam, and Olander. “When and How to Use Third-Party Help.” p. 436.

Readings Distributed Separately

Rowe, Mary P., and Michael Baker. “Are You Hearing Enough Employee Concerns?” Harvard Business Review 62, no. 3 (May-June, 1984): 127-136. (Boston, MA.)

B: Core Concepts
4 Five Phase Model* and Communication Skills Simulation Materials

Section 2.2 - Simons and Trip. “The Negotiation Checklist.” p. 50.

Section 5.1 - Neale and Bazerman. “Negotiating Rationally: The Power and impact of a Negotiator’s Frame.” p. 142.

5 Rules of the Game Preparation of Simulation Materials

Section 2.3 - Brandenburger and Nalebuff. “The Right Game: Use Game Theory to Shape Strategy.” p. 64.

Section 6.1 - Pfeffer. “Where Does Power Come From?” p. 184.

Readings Distributed Separately

Cutcher-Gershenfeld, J. E. “Bargaining Over How to Bargain in Labor-Management Negotiations.” Negotiation Journal 10 (1994): 323-335.

6 Information Exchange and Feedback Section 7.2 - Reitz, Wall, Jr., Love. “Ethics in Negotiation: Oil and Water or Good Lubrication?” p. 230.

Section 8.4 - Stewart. “Whom Can You Trust? It’s Not So Easy to Tell.” p. 287.

C: Organization and Policy Context
7 Supply Chain Logistics Negotiations Preparation of Simulation Materials

Section 14.3 - Kirsner. “The Ultimate Guide to Internet Deals.” p. 498.

Section 8.2 - Sheppard. “Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals.” p. 281.

8 Regional Economic Development and Public Investment Preparation of Simulation Materials

Section 9.3 - Vanover. “Getting Things Done Through Coalitions.” p. 308.

9 Regional Economic Development and Public Investment (cont.) Preparation of Simulation Materials

Section 10.1 - Tannen. “The Power of Talk: Who Gets Heard and Why.” p. 316.

10 Labor Markets - Recruitment/Job Search Section 1.1 - Weber. “How to Get Them to Show You the Money.” p. 2.

Readings Distributed Separately

Kochan, Thomas A. “The Case of the Part-Time Partner.”

Loveman, G. The Case of the Part Time Partner. Boston, MA: Harvard Business Review, 1990.

Kochan, Thomas A. “Part Time Partner Redux: So We Solved the Problem, Didn’t We?” MIT Sloan Working Paper No. 4471-02; MIT Workplace Center Working Paper No. 101 (September 2002). Available at SSRN.

D: Integration
11 Cross-Cultural Negotiations Section 11.1 - Martin, Mayfield, Mayfield, and Herbiz. “International Negotiations: An Entirely Different Animal.” p. 340.

Section 11.2 - Salacuse. “Intercultural Negotiations in International Business.” p. 355.

12 Negotiations/Dispute Resolution Systems Case Studies No readings are assigned; come prepared to present your case study findings.
13 Practitioner Panel No readings are assigned; come prepared to present your case study findings. An outline of the panel discussion is provided in the lecture notes section.

*Five Phase Model: 1.0 Prepare, 2.0 Bargain Over How to Bargain, 3.0 Open and Explore, 4.0 Focus and Agree, 5.0 Implement and Sustain.

Course Info
As Taught In
Spring 2006
Level