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Readings

LEC # Topics Readings
1 Introduction and Distributive Bargaining

Mnookin, R.H. et al. "The Tension Between Empathy and Assertiveness." In Beyond Winning: Negotiating to Create Value in Deals and Disputes.
2 Integrative Bargaining

Lewicki, R. "Strategy and Tactics of Distributive Bargaining." Chap. 3 in Essentials of Negotiation.

Cohen, H. "Getting your feet wet." In You can Negotiate Anything.

Reference:

Lewicki, R. "Framing, Strategizing and Planning." Chap. 2 in Essentials of Negotiation. pp. 34-51.
3 Advanced Integrative Bargaining

Fisher, R., and W. Ury. Getting to Yes. pp. 1-148.

Ury, W. "Prologue: Prepare, Prepare, Prepare." In Getting Past No. pp. 15-28.
4 Tacit Negotiations and Perceptual Barriers to Negotiation

Wu, G. "Two Psychological Traps in Negotiation." HBS Publishing # 9-897-036.

Moore, T., and W. Woods. "Personality Test Are Back." Fortune 115, no. 7: pp. 74.

Kumar, N. "The Power of Trust." Harvard Business Review #96606.

Reference:

Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 110-123.

Lewicki, R. "Framing, Strategizing and Planning." Chap. 2 in Essentials of Negotiation. pp. 22-34.
Optional Lecture: Emotional Intelligence Workshop

Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates
5 Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence

Goleman, D. "The New Yardstick & Competencies." In Working with Emotional Intelligence. 1998.

Mayer, J.D., and P. Salovey. "What is emotional intelligence." In Emotional Development and Emotional Intelligence. 1997, pp. 10-15.

Pickles, H. "I feel therefore I am." 2000.

Kolb, D.M., and J. Williams. "Breakthrough Bargaining." Harvard Business Review #6080.
6 Negotiation Subprocesses II: Communication and Listening Barriers

Bolton, R. "Four Skills of Reflective Listening." In People Skills: How to assert yourself. Listen to others, and resolve conflicts. NY: Simon & Schuster, 1979, pp. 49-61.

Ury, W. Getting Past No.

Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 123-129.

Reference:

Lewicki, R. "Communication, Perception, and Cognitive Biases." Chap. 5 in Essentials of Negotiation. pp. 123-131.
7 Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions

Stone, D. et al. "Sort out the Three Conversations." in Difficult Conversation.

Jones, T.S., and A. Bodtker. "Mediating with heart in mind: Addressing emotion in mediation practice." Negotiation Journal. Plenum Publishing Corporation, 2001, pp. 217-244.

Lertz, L. "Negotiating with problem people." 1988.

Wokutch, R. E., and T. L. Carson. "The ethics and profitability of bluffing in business." 1981.

Reference:

Lewicki, R. et al. "Managing Difficult Negotiations: Individual Approaches." Chap. 9 In Essentials of Negotiation.
8 Multiparty Negotiations: Power and Coalition Building

Cialdini, R. "Harnessing the Science of Persuasion." Harvard Business Review #7915.

Valley, K., and E. L. Lingo. "Power and Influence: Achieving your Objectives in Organizations." HBS Publishing #9-801-425.

Reference:

Lewicki, R. "Finding and using Negotiation Leverage." Chap. 6 in Essentials of Negotiation.
9 Power and Politics of Negotiating Change

Lewicki et al. "Multiparty Negotiations: Coalitions and Groups." In Negotiation. 3rd ed.

Sebenius, J. K. "Sequencing to build coalitions: With whom should I talk first?" In Wise Choices: Decisions, Games, and Negotiations. Harvard Business School Publishing, 1996.
10 Panel of Experts: Negotiating Long-Term Relationships

Shell, G. R. "Bargaining with the Devil without Losing Your Soul." In Bargaining for Advantage.

Keiser, T. C. "Negotiating with a Customer You Can't Afford to Lose." Harvard Business Review #88605.

Reference:

Lewicki, R. "Ethics in Negotiation." Chap. 7 in Essentials of Negotiation.
11 The Power of Teams in Negotiation

Ancona, D. G., R. A. Friendman, and D. M. Kolb. "The group and what happens on the way to yes." Negotiation Journal 7 (1991): pp. 155-173.

Fisher, R. "Negotiating inside out: What are the best ways to relate internal negotiations to external ones." Negotiation Journal (1989): pp. 33-41.
12 Global Negotiations

Sebenius, J.K. "The Hidden Challenge of Cross-Border Negotiations." Harvard Business Review #R0203F.

Weiss, S.E. "Negotiating with the Romans - Part I." Sloan Management Review (1994): pp.51-61.

Robinson, R. J. "Errors in social Judgment: Part 2 -Partisan perceptions." HBS Publishing #9-897-104.

Valley, K. "Expectations and Stereotypes." HBS Publishing #9-396-167.

Reference:

Lewicki, R. "Global Negotiation." Chap. 8 in Essentials of Negotiation.
13 Wrap-up

Ertel, D. "Turning Negotiation into a Corporate Capability." Harvard Business Review #5394.

Sebenius, J. K. "Six Habits of merely effective negotiators." Harvard Business Review # R0104E.