Selected lecture notes and provided below. Note that some information on these lecture slides may refer to simulations, role plays, or videos that were only shown in class.
| SES # | TOPICS | LECTURE NOTES |
|---|---|---|
| 1 | Introduction to Negotiations | No lecture notes |
| 2 | Slicing the Pie: How to Win | Lecture 2: Slicing the Pie (PDF) |
| 3 | Expanding the Pie: How Both Parties Can Win | Lecture 3: Expanding the Pie (PDF) |
| 4 | The Negotiator’s Dilemma and Discovering your Style | Lecture 4: Negotiator’s Dilemma (PDF) |
| 5 | Difficult Tactics and Overcoming Obstacles to Win-Win | Lecture 5: Overcoming Obstacles (PDF) |
| 6 | The Centrality of Relationships | Lecture 6: Relationships (PDF) |
| 7 | Cross-Cultural Negotiations | Lecture 7: Cross-Cultural Negotiation (PDF) |
| 8 | Autonomy and Status | Lecture 8: Autonomy and Status (PDF) |
| 9 | Multiparty Negotiations and Coalitions | Lecture 9: Multiparty Negotiations and Coalitions (PDF) |
| 10 | The Power of Fairness and Ethics in Negotiations | Lecture 10: Fairness and Ethics (PDF) |
| 11 | Internal Negotiations | No lecture notes |
| 12 | Student-Led Simulations and Presentations | No lecture notes |
| 13 | Wrapping It All Up | No lecture notes |
