Negotiation--2nd
Year Negotiation--2nd
Year Reading: Getting to Yes pp. 1-94; A Practical Guide to Negotiation pp. 1-42, 123-128
All students to meet at 8:30 a.m. in the Lugar courtroom. At that time, there will be a course overview with handouts and a lecture on general Negotiation Theory by Professor Spieler.
At 9:45 we will split into small groups and negotiate a brief problem. Problem materials will be distributed in class and all students will participate in the negotiations. Work for the rest of the week will be organized.
Reading: Getting to Yes pp 95-187; A Practical Guide to Negotiation pp. 43-86; Calculating your BATNA.
Other preparation: Prepare Problem 2; turn in pre-negotiation questionnaire to faculty by 3:00 p.m. Monday; do on-line Negotiation Lesson; 2nd year section 8 do first Spreadsheet lesson, this is optional for other students
All students to meet at 8:30 a.m. in the Lugar courtroom. There will be a lecture on Transactional Problem Solving by Professor Maxey.
At 9:15 p.m. we will meet in the small groups to negotiate Problem 2. All students will negotiate the problem in groups of four. One quartet of negotiators will conduct their negotiation in front of the class.
At 10:30 p.m. all students will reconvene in the Lugar courtroom for a lecture on BATNA Calculation by Professor Cady.
Reading: A Practical Guide to Negotiation pp. 87-121; Rule of Professional Conduct 4.1 and comments; Rules of Evidence 408.
Other preparation: Prepare Problem 3; turn in pre-negotiation questionnaire to faculty by 3:00 p.m.. Tuesday; bring BATNA calculations to class; 2nd year section 8 do second Spreadsheet lesson, this is optional for other students
At 8:30 a.m. all students representing Helen Wilson will meet in the Lugar courtroom with Professor Cady to discuss their BATNA calculations. All students representing Jones Heating will meet in 154 with Professor McDiarmid to discuss their BATNA calculations.
At 9:30 p.m. students will return to their small groups to negotiate Problem 3 in four person groups. One group will negotiate the problem in front of the class.
Reading: A Simple Explanation of Mediation (all links) and Professor Patrick's mediation article.
Other preparation: Prepare Problem 4; turn in pre-negotiation questionnare to faculty by 3:00 p.m. Wednesday; 2nd year section 8 do one or more brainstorming exercises, optional for other students
At 8:30 a.m. all students will meet in their small groups to negotiate problem 4 in four person groups.
At 10:30 p.m. all students will go to the Lugar courtroom for a lecture on Mediation by Professor Patrick.
Reading: No additional reading.
Other preparation: Prepare Problem 5; turn in pre-negoation questionnaire to faculty by 3:00 p.m. Thursday; 2nd year section 8 do third Spreadsheet exercise, other students optional; optional web surfing: Cybersettle, British dispute resolution, Maryland on-line mediation, another commerical on-line mediation service.
At 8:30 a.m., all students will meet in their small groups to negotiate problem 5. Some students will play the role of mediators.