everything.study
SEM 412

Effective Negotiations

3 units

Fall 2026

Topics

  • buying a house: negotiation
  • buying a house: debrief
  • BS: negotiation
  • BS: debrief
  • Texoil: negotiation
  • Texoil: debrief
  • paperclip project
  • new recruitment: negotiation
  • new recruitment: debrief
  • El-Teck: negotiation
  • El-Teck: debrief
  • mid-term
  • mid-term debriefing RWN and paperclip project
  • Viking: negotiation
  • Viking: debriefing
  • Bullard House negotiation
  • Harborco: preparation
  • Harborco: negotiation
  • Harborco: debriefing

Readings

  • Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes. New York: Penguin Books (2nd edition)
    unspecified
Spring 2026

Readings

  • Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes. New York: Penguin
    required
  • Books (2nd edition)
    unspecified
Sources