Welcome to our class
Daily News
11/30 - Man buys $1.4M character in online game, friend loses it, resolution via ODR
11/18 - Bloomberg apologies for stop and frisk policy. (evaluate his apology) and Chartwells apologizes for a raw chicken sandwich on campus
11/11 - Near instant bias in the hiring process
11/4 - Harvard Business Review article on how to negotiate in Japan from 1970!
10/21 - Gender pay gap initiative
10/14 - Hacking body language
10/1 - Brainstorming has risks
9/23 - One view on Trump's negotiation strategy over the wall and shutdown earlier this year
9/16 - UAW goes on strike
9/9 - Being nice can hurt you
9/2 - Workers vote to support a strike (consider this in terms of the prisoner's dilemma) BONUS: if you want a challenge here is new research on the dilemma and if you want practice here is an iterated prisoner's dilemma simulation
8/27 - Grocery store workers move closer to strike
Updated Course Schedule
Tentative Schedule this may change based on interest and possible influence by the dark side of the force.
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Date
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Topic
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Reading
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Assignment
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08/28/19
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Course Introduction; cheating in negotiations and reputation
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Syllabus
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Show up with an open mind...
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09/04/19
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Competitive negotiations; prisoner's dilemma
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Wiggins pp. 1-54; negotiation exercise handout
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Bring in notes from 3 negotiations this week; prepare strategy sheet #1 for negotiation
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09/11/19
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Distributive bargaining; opening offers
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Wiggins pp. 55-105; negotiation exercise handout
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prepare strategy sheet #2 for negotiation
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09/18/19
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Hard bargaining
Gathering information: Nexis-Uni and database training
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Wiggins pp. 55-105 (cont)
Bring your laptop
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start formal negotiation project
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09/25/19
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Introduction to principled negotiation
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Yes pp. intro-55; Wiggins 106-152;
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prepare strategy sheet #3 for negotiation
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10/02/19
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Objective criteria and option building
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Yes pp. 56-94
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prepare strategy #4 for negotiation; doing business proposal due
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10/09/19
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Yom Kippur
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10/16/19
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Communication: body language;
MIDTERM EXAM
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Navarro pp. 1-164
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Bring in notes from 3 body language observations
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10/23/19
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Emotions in negotiations; effect of gender
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Wiggins pp. 304-306; 314-334; 457-479; review Yes pp. 17-39
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prepare strategy sheet #5 for negotiation
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10/30/19
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BATNA, dirty tricks, detecting deception
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Yes pp. 95-187; Navarro 165-231 Dirty tricks:
Police interrogation
Car dealers
Retail
Your choice
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group presentation
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11/06/19
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Negotiating with parties from different cultures
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Japanese negotiation (online)
Contracts in Japanese negotiation (Online) Hofstede's cultural analysis of countries.
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prepare strategy sheet #6 for negotiation
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11/13/19
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Formal negotiation presentation; job negotiations
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Prepare your presentations and handouts
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Formal presentations; bring in resume and cover letter
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11/20/19
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Special topic: the role of the apology
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Handouts
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Formal reports reports due in class; prepare strategy sheet #7 for negotiation
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Friday
11/22/19
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Peer review of reports
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Peer review comments due on draft reports (2pm). Email the other team and copy me.
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11/27/19
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Thanksgiving holiday
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12/04/19
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Intro to online negotiation
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Wiggins pp 386-415; and handout
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Revised formal reports due; prepare strategy sheet #8 for negotiation
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12/11/19
1-3pm
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FINAL EXAM
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