Courses:

The Art and Science of Negotiation >> Content Detail



Calendar / Schedule



Calendar

SES #TOPICSKEY DATES
Part I: Bargaining and Strategic Interaction
1Introductions / Course Overview
2An Introduction to BargainingExercise: Appleton vs. Baker
3An Introduction to Bargaining (cont.)
4Exercises: Elmtree House
5Exercises: Malta
6Exercises: Patriot
7Exercises: Patriot Debrief
Part II: Cooperation and Mutual Gains
8Exercise: Sally Soprano
9Exercise: Table Talk

Problem set 1 due
10Exercise: HackerStar
11Exercise: HackerStar
12Exercise: Redstone
13Exercise: The Vineyard
14Exercise: Theotis Wiley
15Exercise: Theotis Wiley
Part III: How Can We Shape the Game We Play?
16Theotis Wiley
17Theotis Wiley (cont.)
18Negotiation and the Art of Listening

Guest Lecture - Marianella Sclavi, University of Milan
19Constructing Trust IExercise: Re-engineering Game

Problem set 2 due
20Theorizing Negotiation as CommunicationExercise: Zabian Game

Discount Market Place (video clips)
21Perspective TakingExercise: Weathers and Evans
22Constructing Trust IIExercise: Intersoft Argentina
Part IV: Big Cases
23Escalation and Psychological ProcessesExercise: Three-Party Coalition Exercise
24CoalitionsProblem set 3 due
25Exercise: Harborco
26SummaryFinal project due

 








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