Davis & Samuels
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
- Read “Bargaining for Advantage,” Part I, pp 1-114.
- Read and complete Appendix A in “Bargaining for Advantage” and bring completed Appendix A to the first class.
- Read “Getting to Yes” if not read before, or re-familiarize yourself with “Getting to Yes” if you have read it before.
- Review proposed grading system, which will be posted prior to the first class.
Be prepared to:
- Discuss your bargaining style
- Negotiate the posted proposed grading system
- Provide input on course expectations
- Provide input on course negotiation methods