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Power and Negotiation

3-0-6 units · Graduate

Provides understanding of the theory and processes of negotiation as practiced in a variety of settings. Designed for relevance to the broad spectrum of bargaining problems faced by the manager and professional. Allows students an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks. Emphasizes simulations, exercises, role playing, and cases.

Spring 2014

Topics

  • Introduction to Negotiations
  • Slicing the Pie: How to Win
  • Expanding the Pie: How Both Parties Can Win
  • The Negotiator’s Dilemma and Discovering your Style
  • Difficult Tactics and Overcoming Obstacles to Win-Win
  • The Centrality of Relationships
  • Cross-Cultural Negotiations
  • Autonomy and Status
  • Multiparty Negotiations and Coalitions
  • The Power of Fairness and Ethics in Negotiations
  • Internal Negotiations
  • Student-Led Simulations and Presentations
  • Wrapping It All Up

Readings

  • Please read the articles or chapters assigned to each week ahead of class.
    Listed reading
  • [FR] = Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In . Penguin Books, 1991. ISBN: 9780140065343.
    Listed reading
  • [DS] = Fisher, Roger, and Daniel Shapiro. Beyond Reason: Using Emotions as You Negotiate. Penguin Books, 2006. ISBN: 9780143037781.
    Listed reading
  • [LR] = Lewicki, Roy J., et al. Essentials of Negotiation . 3rd ed. Mc Graw-Hill, 2003. ISBN: 9780072545821.
    Listed reading
  • [TL] = Thompson, Leigh L. The Mind and Heart of the Negotiator . 4th ed. Prentice Hall, 2008. ISBN: 9780131742277.
    Listed reading
  • SES #: 1 · TOPICS: Introduction to Negotiations · READINGs: No readings.
    Reading assignment
  • [LR] Chapter 3: Strategy and Tactics of Distributive Bargaining. pp 59–94.
    Listed reading
  • [LR] Chapter 7: Finding and Using Negotiation Power. pp. 149–65.
    Listed reading
  • SES #: 3 · TOPICS: Expanding the Pie: How Both Parties Can Win · READINGs: [FR] Chapters 1–5.
    Reading assignment
  • [FR] Chapters 6–8.
    Listed reading
  • 7 · Cross-Cultural Negotiations · Salacuse, Jeswald W. “ Ten Ways that Culture Affects Negotiating Style: Some Survey Results .” Negotiation Journal 14, no. 3 (1998): 221–40. ↗
    Recommended
  • 8 · Autonomy and Status · Ury, William. “Disarm Them: Step to their Side.” Chapter 2 in Getting Past No: Negotiating in Difficult Situations . Bantam, 1993, pp. 35–57. ISBN: 9780553371314.
    Recommended
  • 9 · Multiparty Negotiations and Coalitions · [TL] Chapter 9: Multiple Parties, Coalitions, and Teams. pp. 218–30.
    Recommended
  • [LR] Chapter 8: Ethics in Negotiation. pp. 167–85.
    Recommended
  • Reitz, H. Joseph, et al. “Ethics in Negotiation: Oil and Water or Good Lubrication? ” Business Horizons 41, no. 3 (1998): 5–14. ↗
    Recommended
  • 11 · Internal Negotiations · Stone, Douglas, Bruce Patton, and Sheila Heen. Difficult Conversations: How to Discuss What Matters Most . Viking Adult, 1999, pp. 3–20.
    Recommended

Prerequisites & course information

Prereq: Permission of instructor G (Fall, Spring) 3-0-6 units

Sources