ESD.141 | Spring 2006 | Graduate

Technology Policy Negotiations


A list of topics covered in the course is provided in the calendar.

Course Meeting Times

Lectures: 2 sessions / week, 1.5 hours / session

Course Description

This course features a core framework for an interest-based, problem-solving approach to technology, logistics and other systems-oriented negotiations. A comprehensive approach to dispute resolution in organizations and complex engineered systems is also developed. The course builds key interactive skills, including communications skills, dealing with difficult people, negotiating over the “rules of game,” and cross-cultural negotiations. Assignments center on analysis of negotiated interactions and assessing dispute resolution systems.

This course provides an alternate presentation of the materials presented in the two course sequence Technology Policy Organizations (ESD.932) and Technology Policy Negotiations and Dispute Resolution (ESD.933).


Lewicki, Roy, David Sounders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill, 2002. ISBN: 0072973102.

Grading Policy

Hexiglass Post-Negotiation Analysis Paper 15%
Logistics Challenge Post-Negotiation Analysis Paper 15%
Phoenix Post-Negotiation Analysis Paper 15%
Dispute Resolution Systems Case Study Paper 40%
Class Participation 15%


A: Negotiations and Dispute Resolution - An Introduction
1 Introduction and Interest-Based Bargaining “Walter Manufacturing and GG Engineering” (Bi-lateral, Single-issue)  
2 Strategic Negotiations Interactive Exercises and “The Bargaining Game” (Multi-person, Single-issue)  
3 Dispute Resolution Systems and ADR “Unfair Discharge?” Exercise  
B: Core Concepts
4 Five Phase Model* and Communication Skills “What to do with Hexiglass?” (Bi-lateral, Single-issue)  
5 Rules of the Game “Technology Equipment Partners” (Multi-lateral, Multi-issue) Negotiations analysis paper due
6 Information Exchange and Feedback “The Performance Interview” (Bi-lateral, Multi-issue)  
C: Organizational and Policy Context
7 Supply Chain Logistics Negotiations “The Logistics Challenge”  
8 Regional Economic Development and Public Investment “Phoenix” (Multi-lateral, Multi-issue) Negotiations analysis paper due
9 Regional Economic Development and Public Investment (cont.) “Phoenix” (Multi-lateral, Multi-issue)  
10 Labor Markets - Recruitment/Job Search “The Job Interview” (Bi-lateral, Multi-issue) Negotiations analysis paper due
D: Integration
11 Cross-Cultural Negotiations Interactive Exercises  
12 Negotiations/Dispute Resolution Systems Case Studies Student Team Presentations Presentation slides due
13 Practitioner Panel Open-Forum Panel Dialogue Case study paper due

*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