One book and one set of role simulation exercises are required.
Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352.
The packet contains all the role play simulations we will use over the course of the term:
- Appleton vs. Baker
- Elmtree House
- Malta
- Patriot
- Sally Soprano
- Table Talk
- HackerStar Negotiation
- Redstone
- The Vineyard
- Theotis Wiley
- Re-engineering Game
- Zabian Game
- Weathers and Evans
- Intersoft Argentina (two parts)
- Three-Party Coalition Exercise
- Harborco
| SES # | TOPICS | READINGS |
|---|---|---|
| Part I: Bargaining and Strategic Interaction | ||
| 1 | Introductions / Course Overview | |
| 2 | An Introduction to Bargaining |
Preparatory Reading Schelling, Thomas. "An Essay on Bargaining." In The Strategy of Conflict. Cambridge, MA: Harvard University Press, 1960, 1980, pp. 21-52. ISBN: 0674840313. 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 Schelling, Thomas. "Bargaining, Communication, Limited War." In The Strategy of Conflict. Cambridge, MA: Harvard University Press, 1960, 1980, pp. 53-80. ISBN: 0674840313. |
| 4 |
Exercise Readings Raiffa, Howard. "Elmtree House." In The Art and Science of Negotiation. Cambridge, MA: Belknap Press of Harvard University Press, 1982, pp. 35-43. ISBN: 067404813X. | |
| 5 |
Exercise Readings Wriggins, Howard W. "Up for Auction: Malta Bargains with Great Britain, 1971." In The Fifty Percent Solution. Edited by W. Zartman. Garden City, NY: Doubleday, 1976, pp. 208-234. ISBN: 0385096569. | |
| 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 Raiffa, Howard. "Post-Settlement Settlements." Negotiation Journal 1, no. 1 (January 1985): 9-12. Reprinted in Breslin, J. William, and Jeffrey Z. Rubin, eds. Negotiation Theory and Practice. Cambridge, MA: Program On Negotiation at Harvard Law School, 1991, pp. 323-326. ISBN: 1880711001. Davis, Albie M. "An Interview with Mary Parker Follett." Negotiation Journal 5, no. 3 (1989). | |
| 10 |
Preparatory Readings Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352. 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 Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352. 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 Lewicki, Roy J., Joseph A. Litterer, John W. Minton, and David M. Saunders. "Strategy and Tactics of Integrative Negotiation." In Negotiation. 2nd ed. Homewood, IL: R.D. Irwin, 1985, pp. 80-108. ISBN: 0256026335. 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. Susskind, Lawrence, and Jeffrey Cruikshank. "Good Outcomes of Negotiated Settlements." In Breaking the Impasse. New York, NY: Basic Books, 1987, pp. 21-33. ISBN: 0465007511. | |
| 14 |
Preparatory Readings Mnookin, Robert S., Scott Peppet, and Andrew Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: Harvard University Press, 2000, chapter 1, pp. 11-43. ISBN: 0674003357. 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." (  PDF) |
| 19 | Constructing Trust I |
Preparatory Readings Sabel, Charles. "Studied Trust: Building New Forms of Cooperation in a Volatile Economy." In Industrial Districts and Local Economic Regeneration. Edited by F. Pyke and W. Sengenberger. Geneva, Switzerland: International Institute for Labour Studies, 1992, pp. 215-250. ISBN: 9290144718. |
| 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, Part A and Part 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 Deutsch, Morton. The Resolution of Conflict: Constructive and Destructive Processes. New Haven, CT: Yale University Press, 1973. ISBN: 0300021860. 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 Sebenius, James. "Sequencing to Build Coalitions: With whom should I talk first?" In Wise Choice: Decisions, Games, and Negotiations. Edited by R. Zeckerhauser, R. Keeney, and J. Sebenius. Boston, MA: Harvard Business School Press, 1996. ISBN: 0875846777. 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 | |