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Session 1: |
Introduction and
Negotiation Assumptions |
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Introduction &
Purposes |
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Assumptions exercise
and debrief |
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Readings: |
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“Negotiating
Through Action”, M. Bazerman, M. Neale, in Negotiating Rationally,
Free Press, 1993 |
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“Negotiating and
All That Jazz”, K.L. McGinn, December 22, 2003 |
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Session 2: |
Defining Success |
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Presentation on
Defining and Measuring Success |
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Debrief of Contract
Negotiation |
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Case/Exercise |
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Contract Negotiation |
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Readings: |
(*) |
“Six Habits of
Merely Effective Negotiators”, J.K. Sebenius, HBR April 2001 |
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“Building Bridges:
New Dimensions in Negotiation”, A. Harris, October 1999 |
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Session 3: |
Strategic Guidelines |
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Debrief of Partnership Negotiation |
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Presentation on Negotiation Best Practices |
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Case/Exercise |
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Partnership
Negotiation |
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Reading: |
(*) |
“Negotiation
Styles: The Impact on Bargaining Transactions”, C.B. Craver, Dispute
Resolution Journal, Feb/Apr 2003 |
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Back to Top |
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Session 4: |
Building Good Working
Relationships: Separate the People from the Problem |
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The Scope Change
Negotiation debrief |
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Good Working
Relationships definition exercise |
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Presentation on
Trust and Relationship building |
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Case/Exercise |
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The Scope Change
Negotiation |
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Readings: |
(*) |
“Negotiating the
Spirit of the Deal”, R. S. Fortgang, D. A. Lax and J. K. Sebenius, HBR,
Feb 2003 |
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“Turning
Negotiation into a Corporate Capability”, D. Ertel, HBR, May/Jun 1999 |
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“Building Trust in
International Alliances”, A. Parkhe, Journal of World Business, 1998 |
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“Building Trust
into Corporate Relationships”, M. Sinetar, Organisational Dynamics, 2001
(pages 4-7 & 13) |
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“The Role of
Interpersonal Liking in Building Trust in Long-Term Channel Relationships”,
C.Y. Nicholson, L. D. Compeau and R. Sethi, Journal of Academy of Marketing
Science, Vol. 29 No. 1, Winter 2001 |
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Back to Top |
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Session 5: |
Communication Tools: Ask,
and then Listen |
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Perceptions exercise |
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Presentation on
Perceptions |
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Listening Exercise |
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Presentation on
Listening |
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Questions Exercise |
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Presentation on
Asking questions |
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Reading: |
(*) |
“The Hidden Traps
in Decision Making”, John S. Hammond, Ralph L. Keeney and Howard Raiffa,
HBR, Sep/Oct 1998 |
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Back to Top |
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Session 6: |
Negotiating with Difficult
People |
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Presentation on
Difficult Behaviors |
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Difficult Behavior
Lab |
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Readings: |
(*) |
“Is That Really
Your Best Offer?” M. Wheeler, November 2003 |
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“Keeping Your Cool
in Negotiations”, D. M. Kolb, December 2003 |
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“Negotiating
without a Net”, Dominick J. Misino, HBR October 2002 |
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“When is it Legal
to Lie in Negotiations”, G. Richard, Sloan Management Review, Spring 1991 |
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Back to Top |
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Session
7: |
Creating Value: Invent
Options for Mutual Gain |
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The Real Estate
Negotiation debrief |
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Presentation on
Value Creation |
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Value Creation
Exercise |
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Case/Exercise |
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The Real Estate
Negotiation |
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Readings: |
(*) |
“Strategy
and Tactics of Integrative Negotiation”, R. Lewiski, D. Saunders, J. Minton,
in Negotiation, McGraw-Hill International Ed., Singapore, 1999 (AT
LEAST PAGES 113-124) |
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“Rational
Strategies for Creating Integrative Agreements”, M. Bazerman, M. Neale, in
Negotiating Rationally, Free Press, 1993 |
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“Betting on
the Future: The Virtues of Contingent Contracts”, Max H. Bazerman and James
J. Gillespie, HBR Sep/Oct 1999 |
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“Even Swaps:
A Rational Method for Making Trade-offs”, John S. Hammond, Ralph L. Keeney
and Howard Raiffa, HBR Mar/Apr 1998 |
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Back to Top |
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Session
8: |
Claiming Value: Use
Objective Criteria |
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Value Claiming
exercise |
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Presentation on
Value Claiming and discussion |
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Readings: |
(*) |
“Strategy
and Tactics of Distributive Bargaining”, R. Lewiski, D. Saunders, J. Minton,
in Negotiation, McGraw-Hill International Ed., Singapore, 1999
(Available in the library for photocopy) |
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“What is
Fair?” H. Raiffa, J. Richardson, D. Metcalfe, in Negotiation Analysis,
Blknap Press of Harvard University, Cambridge, Press, 2003 |
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“Opening and
Making Concessions”, G.R. Shell, in Bargaining for Advantage, Penguin
Books, New York, 1999
(Available in the library for photocopy) |
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“Closing and
Gaining Commitment”, G.R. Shell, in Bargaining for Advantage, Penguin
Books, New York, 1999
(Available in the library for photocopy) |
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“Negotiation
Challenges for Women Leaders”, M. Lagace, October 2003 |
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Back to Top |
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Session
9: |
Power and Negotiation:
Develop your BATNA |
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3-way Coalition
Exercise and debrief |
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Presentation on
Negotiation Power |
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Readings: |
(*) |
“Breakthrough
Negotiation: Don’t Leave it on the Table”, M. Watkins, March 2002 |
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“The Sixth
Foundation: Leverage”, G.R. Shell, in Bargaining for Advantage,
Penguin Books, New York, 1999 |
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“Finding and Using Negotiation Leverage”, R. Lewiski, D. Saunders, J.
Minton, in
Negotiation, McGraw-Hill International Ed., Singapore, 1999
(Available in the library for photocopy) |
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“When David
Meets Goliath: Dealing with Power Differentials in Negotiations”, R.S. Adler
and E.M. Silverstein, Harvard Negotiation Law Review, Spring 2000 |
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