SES # | TOPICS | READINGS |
---|---|---|
Part I: Bargaining and Strategic Interaction | ||
1 | Introductions / Course Overview | |
2 | An Introduction to Bargaining | Preparatory Reading![]() Exercise Readings Susskind, Lawrence, and Michael Wheeler. "Appleton vs. Baker." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. |
3 | An Introduction to Bargaining (cont.) | Preparatory Reading![]() |
4 | Exercise Readings![]() | |
5 | Exercise Readings![]() | |
6 | Preparatory Readings Davidson, Adam. "Working Stiffs." Harpers 303, no. 1815 (August 2001): 48-54. Tversky, Amos, and Daniel Kahneman. "The Framing of Decisions and the Psychology of Choice." Science 211 (1981): 453-458. Exercise Readings Part A: Hammond, John S., III, and Marjorie Corman Aaron. "Byrnes, Byrnes, and Townsend." Harvard Business School Case. Boston, MA: Harvard Business School Publishing (December 27, 1994): Case 09-395-135. Part B: ———. "Patriot National Insurance Co." Harvard Business School Case. Boston, MA: Harvard Business School Publishing (December 27, 1994): Case 09-395-134. | |
7 | Preparatory Readings Goodpaster, Gary. "A Primer on Competitive Bargaining." Journal of Disp Res (1996): 341-349, 370-377. | |
Part II: Cooperation and Mutual Gains | ||
8 | Preparatory Readings Kelman, Herbert C. "Negotiation as Interactive Problem Solving." International Negotiation 1 (1996): 99-123. Exercise Readings Davis, Wayne, Mark N. Gordon, and Bruce Patton. "Sally Soprano Part I." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. | |
9 | Preparatory Readings ![]() Davis, Albie M. "An Interview with Mary Parker Follett." Negotiation Journal 5, no. 3 (1989). | |
10 | Preparatory Readings ![]() Exercise Readings Harvard Negotiation Project. "The HackerStar Negotiation." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearing House and Morgan Guaranty Trust Company, 1985. | |
11 | Preparatory Readings ![]() Exercise Readings Harvard Negotiation Project. "The HackerStar Negotiation." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse and Morgan Guaranty Trust Company, 1985. | |
12 | Preparatory Readings![]() Fisher, Roger. "Negotiating Power: Getting and Using Influence." American Behavioral Scientist 27, no. 2 (December 1983): 149-166. Exercise Readings Susskind, Lawrence, and John Forester. "Negotiated Development in Redstone." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse, 1995. | |
13 | Preparatory Readings Lax, David, and James Sebenius. "Interests the Measure of Negotiation." Negotiation Journal 2, no. 1 (January 1986): 73-92. ![]() | |
14 | Preparatory Readings ![]() Matz, David. "Ignorance and Interests." Harvard Negotiation L Rev 4 (1999): 59-65. Exercise Readings Erhard, Jack. "Theotis Wiley." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. (Written under the supervision of Robert C. Bordone.) | |
15 | Preparatory Readings Wetlaufer, Gerald. "The Limits of Integrative Bargaining." Georgetown L J 85 (1996): 369-394. Exercise Readings Erhard, Jack. "Theotis Wiley." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. (Written under the supervision of Robert C. Bordone.) | |
Part III: How Can We Shape the Game We Play? | ||
16 | Theotis Wiley | |
17 | Theotis Wiley (cont.) | |
18 | Negotiation and the Art of Listening Guest Lecture - Marianella Sclavi, University of Milan | Preparatory Readings Sclavi, Marianella. "Seven Rules of the Art of Listening." |
19 | Constructing Trust I | Preparatory Readings ![]() |
20 | Theorizing Negotiation as Communication | Preparatory Readings Watzlawick, Paul, Janet B. Bavelas, and Don D. Jackson. "Some Tentative Axioms of Communication." Chapter 2 in Pragmatics of Human Communication. New York, NY: W. W. Norton, 1967. |
21 | Perspective Taking | Preparatory Readings Gurevitch, J. D. "The Power of Not Understanding." Journal of Behavioral Science 25, no. 2 (1989): 161-173. Exercise Readings Stone, Douglas. "Weathers and Evans." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. |
22 | Constructing Trust II | Preparatory Readings Wu, Jenai, and David Laws. "Trust and Other-Anxiety in Negotiations." Negotiation Journal 19, no. 4 (October 2003): 329-367. Exercise Readings Hill, Linda A., and Stacey Palastrant. "Intersoft of Argentina, Parts A and B." Harvard Business School Cases. Boston, MA: Harvard Business School Publishing (September 10, 2006): Cases 09-497-025, 09-497-026. |
Part IV: Big Cases | ||
23 | Escalation and Psychological Processes | Preparatory Readings![]() Exercise Readings Susskind, Lawrence. "Three-Party Coalition Exercise." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse, 1986, 1994, 1995. |
24 | Coalitions | |
25 | Preparatory Readings ![]() Exercise Readings Madigan, Denise, Thomas Weeks, and Lawrence Susskind. "Harborco." Harvard Law School Program on Negotiation Simulation. Cambridge, MA: Harvard University Program on Negotiation Clearinghouse. | |
26 | Summary |