everything.study
ESD.141

Technology Policy Negotiations

Graduate · Historical course

Spring 2006

This course features a core framework for an interest-based, problem-solving approach to technology, logistics and other systems-oriented negotiations. A comprehensive approach to dispute resolution in organizations and complex engineered systems is also developed. The course builds key interactive skills, including communications skills, dealing with difficult people, negotiating over the "rules of game," and cross-cultural negotiations. Assignments center on analysis of negotiated interactions and assessing dispute resolution systems.

Readings

  • Sections referred in the table below are from the main textbook:
    Listed reading
  • Lewicki, Roy, David Saunders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases . New York, NY: McGraw-Hill. ISBN: 0072973102.
    Listed reading
  • SES #: 1 · TOPICS: Introduction and Interest-Based Bargaining · READINGS: No readings are assigned.
    Reading assignment
  • SES #: 2 · TOPICS: Strategic Negotiations · READINGS: Section 1.2 - Ury, Brett, and Goldberg. “Three Approaches to Resolving Disputes: Rights, Interests, and Power.” p. 10.
    Reading assignment
  • Readings Distributed Separately
    Listed reading
  • Walton, Richard E., Joel E. Cutcher-Gershenfeld, and Robert B. McKersie. Strategic Negotiations . Boston, MA: Harvard Business School Press, 1994, Foreword and chapter 3. ISBN: 0875845517.
    Listed reading
  • SES #: 3 · TOPICS: Dispute Resolution Systems and ADR · READINGS: Section 12.1 - Leritz. “Negotiating with Problem People.” p. 418.
    Reading assignment
  • Rowe, Mary P., and Michael Baker. “Are You Hearing Enough Employee Concerns?” Harvard Business Review 62, no. 3 (May-June, 1984): 127-136. (Boston, MA.)
    Listed reading
  • SES #: 4 · TOPICS: Five Phase Model* and Communication Skills · READINGS: Simulation Materials
    Reading assignment
  • SES #: 5 · TOPICS: Rules of the Game · READINGS: Preparation of Simulation Materials
    Reading assignment
  • Cutcher-Gershenfeld, J. E. “Bargaining Over How to Bargain in Labor-Management Negotiations.” Negotiation Journal 10 (1994): 323-335.
    Listed reading
  • SES #: 6 · TOPICS: Information Exchange and Feedback · READINGS: Section 7.2 - Reitz, Wall, Jr., Love. “Ethics in Negotiation: Oil and Water or Good Lubrication?” p. 230.
    Reading assignment
  • SES #: 7 · TOPICS: Supply Chain Logistics Negotiations · READINGS: Preparation of Simulation Materials
    Reading assignment
  • SES #: 8 · TOPICS: Regional Economic Development and Public Investment · READINGS: Preparation of Simulation Materials
    Reading assignment
  • SES #: 9 · TOPICS: Regional Economic Development and Public Investment (cont.) · READINGS: Preparation of Simulation Materials
    Reading assignment
  • SES #: 10 · TOPICS: Labor Markets - Recruitment/Job Search · READINGS: Section 1.1 - Weber. “How to Get Them to Show You the Money.” p. 2.
    Reading assignment
  • Loveman, G. The Case of the Part Time Partner . Boston, MA: Harvard Business Review, 1990.
    Listed reading
  • Kochan, Thomas A. “Part Time Partner Redux: So We Solved the Problem, Didn’t We?” MIT Sloan Working Paper No. 4471-02; MIT Workplace Center Working Paper No. 101 (September 2002). Available at SSRN . ↗
    Listed reading
  • SES #: 11 · TOPICS: Cross-Cultural Negotiations · READINGS: Section 11.1 - Martin, Mayfield, Mayfield, and Herbiz. “International Negotiations: An Entirely Different Animal.” p. 340.
    Reading assignment
  • SES #: 12 · TOPICS: Negotiations/Dispute Resolution Systems Case Studies · READINGS: No readings are assigned; come prepared to present your case study findings.
    Reading assignment
  • SES #: 13 · TOPICS: Practitioner Panel · READINGS: No readings are assigned; come prepared to present your case study findings. An outline of the panel discussion is provided in the lecture notes section. ↗
    Reading assignment
  • Lewicki, Roy, David Sounders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases . New York, NY: McGraw-Hill, 2002. ISBN: 0072973102.
    Listed reading
Sources