Business Negotiations - Davis & Samuels


Course Title

Business Negotiations


Davis & Samuels

First Assignment

Required Texts  


Getting to Yes: Negotiating Agreement Without Giving In, William L. Ury, Roger Fisher, Bruce M. Patton, 2011 Revised Edition  ISBN  978-0143118756 

Bargaining for Advantage: Negotiation Strategies for Reasonable People, G. Richard Shell, ISBN 978-0-14-303697-5 

Negotiation: Readings, Exercises and Cases, sixth edition, Roy J. Lewicki, David M. Saunders, Bruce Barry  ISBN 978-0-07-353031-4 


In addition, Harvard Program on Negotiation and possibly other published simulations will be required for the in-class negotiations.  There are no simulations that are required prior to the first class. 




Getting Ready to Negotiate:  The Getting to Yes Workbook, Roger Fisher, Danny Ertel, ISBN 978-0-14-023531-9 


This workbook has a structured set of forms and exercises that may prove useful as a resource in preparing written negotiation plans. 


First Class Assignment 


Reading and Writing Assignments  


  1. Read “Bargaining for Advantage,” Part I, pp 1-114. 
  2. Read and complete Appendix A in “Bargaining for Advantage” and bring completed Appendix A to the first class. 
  3. Read “Getting to Yes” if not read before, or re-familiarize yourself with “Getting to Yes” if you have read it before. 
  4. Review proposed grading system, which will be posted prior to the first class. 


Be prepared to: 


  1. Discuss your bargaining style 
  2. Negotiate the posted proposed grading system 
  3. Provide input on course expectations 
  4. Provide input on course negotiation methods