Assignments Date Topic In Class After Class - To Do After Class - To Read Due Today Date Introduction Prepare for and Read Getting to Prepare for Les Galinsky: Should you Class 1 and core negotiate Yes Florets make the first offer? concepts Biopharm-Seltek Complete White & Neale: Simple, Debrief survey Reservation prices, Biopharm-Seltek resistance points, and negotiations BATNAs Date Introduction to Negotiate Les Planning Prepare for New Putnam: Are you asking Class 2 integrative Florets document for Recruit the right questions? negotiations Les Florets Debrief Les Complete Bazerman: The mythical Florets fixed pie Analysis Date Intermediate Negotiate New Planning Prepare for Galinsky et al.: The view Class 3 integrative document for from the other side of the Recruit Moms.com negotiations New Recruit table Debrief New Complete Recruit Post-Negotiation Moms.com Malhotra: Risky business Analysis planning document Medvec & Galinsky: Putting more on the table Date Advanced Negotiate Planning Complete Allred: Distinguishing best Class 4 integrative Moms.com document for evaluation and strategic practices negotiations Moms.com Debrief (graded) Prepare for Bullard Raiffa: Post-settlement Moms.com Houses settlements like Susskind: Don’t surprises? Date Agents and Negotiate Bullard Mid-course Prepare for Mouse Lytle et al.: The strategic Class 5 ethics Houses evaluation use of interests, rights, and power Debrief Bullard Planning Houses document for Shell: When is it legal to Bullard Houses lie in negotiations? Reitz et al.: Ethics in negotiation
Date Topic In Class Assignments Due Today After Class - To Do After Class - To Read Date Class 1 Introduction and core concepts Simple, negotiations Prepare for and negotiate Biopharm-Seltek Debrief Biopharm-Seltek Read Getting to Yes Complete survey Prepare for Les Florets Galinsky: Should you make the first offer? White & Neale: Reservation prices, resistance points, and BATNAs Date Class 2 Introduction to integrative negotiations Negotiate Les Florets Debrief Les Florets Planning document for Les Florets Prepare for New Recruit Complete Analysis Putnam: Are you asking the right questions? Bazerman: The mythical fixed pie Date Class 3 Intermediate integrative negotiations Negotiate New Recruit Debrief New Recruit Planning document for New Recruit Post-Negotiation Analysis Prepare for Moms.com Complete Moms.com planning document Galinsky et al.: The view from the other side of the table Malhotra: Risky business Medvec & Galinsky: Putting more on the table Date Class 4 Advanced integrative negotiations Negotiate Moms.com Debrief Moms.com Planning document for Moms.com (graded) Complete evaluation Prepare for Bullard Houses Allred: Distinguishing best and strategic practices Raiffa: Post-settlement settlements Susskind: Don’t like surprises? Date Class 5 Agents and ethics Negotiate Bullard Houses Debrief Bullard Houses Mid-course evaluation Planning document for Bullard Houses Prepare for Mouse Lytle et al.: The strategic use of interests, rights, and power Shell: When is it legal to lie in negotiations? Reitz et al.: Ethics in negotiation
121.610_AY16-17.docx