Competitive Decision-Making and Negotiation

There is one principal text for the course: The Mind and the Heart of the Negotiator by Leigh Thompson, Prentice-Hall, Fourth Edition, 2009. Leigh Thompson’s book is very easy to read and full of informative vignettes and practical advice about how to prepare, what to do at the bargaining table and how to be strategically creative. Chapters are well organized and mostly self-contained. We ask that you read Chapter 1, “Negotiation, The Mind and the Heart” in advance of the first class. Chapter 2 offers valuable advice about preparation for negotiations. Chapter 3 addresses distributive bargaining – “split the pie” cases - and lays out basic concepts that we tap throughout the course. What to do at the bargaining table and how to be creative and expand the pie for all are covered in Chapters 4 through 8. The oft-asked question “How should I behave at the bargaining table?” is addressed in Chapter 5.

[Thompson] = Thompson, Leigh L. The Mind and the Heart of the Negotiator . 4th ed. Prentice-Hall, 2008. ISBN: 9780131742277.

Anchoring and First Offers

Street Streaker

[Thompson] Chapter 1: “Negotiation: The Mind and the Heart,” and Chapter 2: “Preparation: What to Do Before Negotiation.”

[Thompson] Chapter 3: “Distributive Negotiation: Slicing the Pie.”

[Thompson] Chapter 11: “Tacit Negotiations and Social Dilemmas,” and Appendix 1: “Are You a Rational Person?”

Raiffa, H., J. Richardson, and D. Metcalfe. “Game Theory.” Chapter 4 in Negotiation Analysis, The Science and Art of Collaborative Decision Making. Belknap Press of Harvard University Press, 2007. ISBN: 9780674024144.

Luce, R. Duncan, and Howard Raiffa. Games and Decisions: Introduction and Critical Survey. J. Wiley & Sons, 1957. ISBN: 9780471553410.

Nelson Contracting

CP Hong Kong vs. MegaMarket U.S.A.

[Thompson] Chapter 4: “Win–Win Negotiation: Expanding the Pie,” and Chapter 7: “Power, Persuasion and Ethics.”

[Thompson] Chapter 12: “Negotiating via Information Technology.”

5 · Jessie Jumpshot - Women’s National Basketball League

[Thompson] Chapter 4, and Chapter 8: pp. 89–91, and pp. 191–4.

6 · The Rothman Art Collection

Raiffa, Howard, and Thomas T. Weeks. “The Equitable Division of Art Collection.” 1986. Unpublished work.

Raiffa, Howard. Lectures on Negotiation Analysis , Program on Negotiation at the Harvard Law School, 1998.

7 · Stakes of Engagement

[Thompson] Chapter 5: “Developing a Negotiating Style.”

Shell, G. Richard. Bargaining for Advantage: Negotiation Strategies for Reasonable People . Penguin Books, 2000. ISBN: 9780140281910.

8 · Alphexo vs. Betonn Corporation

9 · WineMaster.com

10 · Aerospace Investment

[Thompson] Chapter 5: “Discussion of Emotions and Emotional Intelligence.”

11 · Flagship

[Thompson] Chapter 9: “Team Negotiation”, and “Intergroup Negotiation.” pp. 230–234, and pp. 235–40.

12 · Welsh Water

Debrief Welsh Water and CP Hong Kong vs. MegaMarket U.S.A.