Courses:

Technology Policy Negotiations >> Content Detail



Study Materials



Readings

Amazon logo When you click the Amazon logo to the left of any citation and purchase the book (or other media) from Amazon.com, MIT OpenCourseWare will receive up to 10% of this purchase and any other purchases you make during that visit. This will not increase the cost of your purchase. Links provided are to the US Amazon site, but you can also support OCW through Amazon sites in other regions. Learn more.


Sections referred in the table below are from the main textbook:

Amazon logo Lewicki, Roy, David Saunders, John Minton, and Bruce Barry. Negotiation: Readings, Exercises and Cases. New York, NY: McGraw-Hill. ISBN: 0072973102.


SES #TOPICSREADINGS
A: Negotiations and Dispute Resolution - An Introduction
1Introduction and Interest-Based BargainingNo readings are assigned.
2Strategic NegotiationsSection 1.2 - Ury, Brett, and Goldberg. "Three Approaches to Resolving Disputes: Rights, Interests, and Power." p. 10.

Section 4.3 - Rubin. "Some Wise and Mistaken Assumptions about Conflict and Negotiation." p. 131.

Readings Distributed Separately

Amazon logo Walton, Richard E., Joel E. Cutcher-Gershenfeld, and Robert B. McKersie. Strategic Negotiations. Boston, MA: Harvard Business School Press, 1994, Foreword and chapter 3. ISBN: 0875845517.
3Dispute Resolution Systems and ADRSection 12.1 - Leritz. "Negotiating with Problem People." p. 418.

Section 13.1 - Lewicki, Hiam, and Olander. "When and How to Use Third-Party Help." p. 436.

Readings Distributed Separately

Rowe, Mary P., and Michael Baker. "Are You Hearing Enough Employee Concerns?" Harvard Business Review 62, no. 3 (May-June, 1984): 127-136. (Boston, MA.)
B: Core Concepts
4Five Phase Model* and Communication SkillsSimulation Materials

Section 2.2 - Simons and Trip. "The Negotiation Checklist." p. 50.

Section 5.1 - Neale and Bazerman. "Negotiating Rationally: The Power and impact of a Negotiator's Frame." p. 142.
5Rules of the GamePreparation of Simulation Materials

Section 2.3 - Brandenburger and Nalebuff. "The Right Game: Use Game Theory to Shape Strategy." p. 64.

Section 6.1 - Pfeffer. "Where Does Power Come From?" p. 184.

Readings Distributed Separately

Cutcher-Gershenfeld, J. E. "Bargaining Over How to Bargain in Labor-Management Negotiations." Negotiation Journal 10 (1994): 323-335.
6Information Exchange and FeedbackSection 7.2 - Reitz, Wall, Jr., Love. "Ethics in Negotiation: Oil and Water or Good Lubrication?" p. 230.

Section 8.4 - Stewart. "Whom Can You Trust? It's Not So Easy to Tell." p. 287.
C: Organization and Policy Context
7Supply Chain Logistics NegotiationsPreparation of Simulation Materials

Section 14.3 - Kirsner. "The Ultimate Guide to Internet Deals." p. 498.

Section 8.2 - Sheppard. "Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals." p. 281.
8Regional Economic Development and Public InvestmentPreparation of Simulation Materials

Section 9.3 - Vanover. "Getting Things Done Through Coalitions." p. 308.
9Regional Economic Development and Public Investment (cont.)Preparation of Simulation Materials

Section 10.1 - Tannen. "The Power of Talk: Who Gets Heard and Why." p. 316.
10Labor Markets - Recruitment/Job SearchSection 1.1 - Weber. "How to Get Them to Show You the Money." p. 2.

Readings Distributed Separately

Kochan, Thomas A. "The Case of the Part-Time Partner."

Loveman, G. The Case of the Part Time Partner. Boston, MA: Harvard Business Review, 1990.

Kochan, Thomas A. "Part Time Partner Redux: So We Solved the Problem, Didn't We?" MIT Sloan Working Paper No. 4471-02; MIT Workplace Center Working Paper No. 101 (September 2002). Available at SSRN.
D: Integration
11Cross-Cultural NegotiationsSection 11.1 - Martin, Mayfield, Mayfield, and Herbiz. "International Negotiations: An Entirely Different Animal." p. 340.

Section 11.2 - Salacuse. "Intercultural Negotiations in International Business." p. 355.
12Negotiations/Dispute Resolution Systems Case StudiesNo readings are assigned; come prepared to present your case study findings.
13Practitioner PanelNo readings are assigned; come prepared to present your case study findings. An outline of the panel discussion is provided in the lecture notes section.

*Five Phase Model: 1.0 Prepare, 2.0 Bargain Over How to Bargain, 3.0 Open and Explore, 4.0 Focus and Agree, 5.0 Implement and Sustain.


 








© 2009-2020 HigherEdSpace.com, All Rights Reserved.
Higher Ed Space ® is a registered trademark of AmeriCareers LLC.