Course Calendar* *The instructor reserves the right to alter course content and adjust the pace in order to accommodate class progress, current events, and unforeseen developments. All assignments are to be delivered electronically to the instructor before 6:00 pm on the due date. There will be no exceptions to this without prior written agreement with the instructor. Assignments After Class - After Class - Date Topic In Class Due Today To Do To Read Introduction Prepare for and Read Getting to Prepare for Les Galinsky: Should you Class 1 and core negotiate Yes, Chapters Florets make the first offer? concepts Biopharm-Seltek White & Neale: Debrief Email resume Reservation prices, and answers to resistance points, and three questions in BATNAs instructor’s email Introduction to Negotiate Memo for Prepare for Putnam: Are you Les Les New Class 2 integrative Florets Florets Recruit asking the right negotiations questions? Debrief Les Do Bazerman: The Florets Analysis mythical fixed pie Intermediate Negotiate New Memo for New Prepare for Galinsky et al.: The Class 3 integrative Recruit Recruit Outside Offer view from the other negotiations side of the table Debrief New Post-Negotiation Recruit Analysis of Malhotra: Risky Biopharm or Les business Florets Optional: Medvec & Galinsky: Putting more on the table Relationships Negotiate Outside Memo for Prepare for Three online Class 4 and email over email negotiation articles Offer Outside Offer Moms.com negotiations Debrief Outside Offer Advanced Negotiate Memo for Prepare for Allred: Distinguishing Class 5 integrative Moms.com Moms.com Bullard Houses best and strategic negotiations (graded) practices Debrief Moms.com Raiffa: Post-settlement settlements Optional: Susskind: like surprises? Don’t Agents and Negotiate Bullard Memo for Bullard Prepare for Social Shell: When is it legal Class 6 ethics Houses Houses Services to lie in negotiations? Debrief Bullard Reitz et al.: Ethics in Houses negotiation
Course Calendar* *The instructor reserves the right to alter course content and adjust the pace in order to accommodate class progress, current events, and unforeseen developments. All assignments are to be delivered electronically to the instructor before 6:00 pm on the due date. There will be no exceptions to this without prior written agreement with the instructor. Date Topic In Class Assignments Due Today After Class - To Do After Class - To Read Class 1 Introduction and core concepts Prepare for and negotiate Biopharm-Seltek Debrief Read Getting to Yes, Chapters Email resume and answers to three questions in instructor’s email Prepare for Les Florets Galinsky: Should you make the first offer? White & Neale: Reservation prices, resistance points, and BATNAs Class 2 Introduction to integrative negotiations Negotiate Les Florets Debrief Les Florets Memo for Les Florets Prepare for New Recruit Do Analysis Putnam: Are you asking the right questions? Bazerman: The mythical fixed pie Class 3 Intermediate integrative negotiations Negotiate New Recruit Debrief New Recruit Memo for New Recruit Post-Negotiation Analysis of Biopharm or Les Florets Prepare for Outside Offer Galinsky et al.: The view from the other side of the table Malhotra: Risky business Optional: Medvec & Galinsky: Putting more on the table Class 4 Relationships and email negotiations Negotiate Outside Offer over email Debrief Outside Offer Memo for Outside Offer Prepare for Moms.com Three online negotiation articles Class 5 Advanced integrative negotiations Negotiate Moms.com Debrief Moms.com Memo for Moms.com (graded) Prepare for Bullard Houses Allred: Distinguishing best and strategic practices Raiffa: Post-settlement settlements Optional: Susskind: Don’t like surprises? Class 6 Agents and ethics Negotiate Bullard Houses Debrief Bullard Houses Memo for Bullard Houses Prepare for Social Services Shell: When is it legal to lie in negotiations? Reitz et al.: Ethics in negotiation
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