Courses:

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Sections referred in the table below are from the main textbook:

Lewicki, Roy, David Saunders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill. ISBN: 0072973102.

Course readings.

SES #	TOPICS	READINGS
A: Negotiations and Dispute Resolution - An Introduction
1	Introduction and Interest-Based Bargaining	No readings are assigned.
2	Strategic Negotiations	Section 1.2 - Ury, Brett, and Goldberg. "Three Approaches to Resolving Disputes: Rights, Interests, and Power." p. 10. Section 4.3 - Rubin. "Some Wise and Mistaken Assumptions about Conflict and Negotiation." p. 131. Readings Distributed Separately 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.
3	Dispute Resolution Systems and ADR	Section 12.1 - Leritz. "Negotiating with Problem People." p. 418. Section 13.1 - Lewicki, Hiam, and Olander. "When and How to Use Third-Party Help." p. 436. Readings Distributed Separately 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.)
B: Core Concepts
4	Five Phase Model* and Communication Skills	Simulation Materials Section 2.2 - Simons and Trip. "The Negotiation Checklist." p. 50. Section 5.1 - Neale and Bazerman. "Negotiating Rationally: The Power and impact of a Negotiator's Frame." p. 142.
5	Rules of the Game	Preparation of Simulation Materials Section 2.3 - Brandenburger and Nalebuff. "The Right Game: Use Game Theory to Shape Strategy." p. 64. Section 6.1 - Pfeffer. "Where Does Power Come From?" p. 184. Readings Distributed Separately Cutcher-Gershenfeld, J. E. "Bargaining Over How to Bargain in Labor-Management Negotiations." Negotiation Journal 10 (1994): 323-335.
6	Information Exchange and Feedback	Section 7.2 - Reitz, Wall, Jr., Love. "Ethics in Negotiation: Oil and Water or Good Lubrication?" p. 230. Section 8.4 - Stewart. "Whom Can You Trust? It's Not So Easy to Tell." p. 287.
C: Organization and Policy Context
7	Supply Chain Logistics Negotiations	Preparation of Simulation Materials Section 14.3 - Kirsner. "The Ultimate Guide to Internet Deals." p. 498. Section 8.2 - Sheppard. "Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals." p. 281.
8	Regional Economic Development and Public Investment	Preparation of Simulation Materials Section 9.3 - Vanover. "Getting Things Done Through Coalitions." p. 308.
9	Regional Economic Development and Public Investment (cont.)	Preparation of Simulation Materials Section 10.1 - Tannen. "The Power of Talk: Who Gets Heard and Why." p. 316.
10	Labor Markets - Recruitment/Job Search	Section 1.1 - Weber. "How to Get Them to Show You the Money." p. 2. Readings Distributed Separately Kochan, Thomas A. "The Case of the Part-Time Partner." Loveman, G. The Case of the Part Time Partner. Boston, MA: Harvard Business Review, 1990. 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.
D: Integration
11	Cross-Cultural Negotiations	Section 11.1 - Martin, Mayfield, Mayfield, and Herbiz. "International Negotiations: An Entirely Different Animal." p. 340. Section 11.2 - Salacuse. "Intercultural Negotiations in International Business." p. 355.
12	Negotiations/Dispute Resolution Systems Case Studies	No readings are assigned; come prepared to present your case study findings.
13	Practitioner Panel	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.

*Five Phase Model: 1.0 Prepare, 2.0 Bargain Over How to Bargain, 3.0 Open and Explore, 4.0 Focus and Agree, 5.0 Implement and Sustain.