Required Books: Available at Shaman Drum Bookstore

Fisher, R. et al (1991). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books.

Stone, D. et al (1999). Difficult conversations: How to discuss what matters most. New York: Viking Books.

Ury, W. (2000). The third side: Why we fight and how we can stop. New York: Penguin Books.

Additional Required Materials: Available at Ulrich's Book and Supply

Psychology 120 – 002 Course Reader

September 9

Introductions / Overview: Resolving, Managing and Transforming Disputes

Reading:

Machiavelli, N. (1532/1998). Of cruelty and mercy, and whether it is better to be loved or feared, or the contrary. The Prince (Ed. H. Mansfield). Chicago: University of Chicago Press. (pp. 65-68)

Montaigne, M. ((1572/1958). That one man's profit is another's loss. Essays (Ed. J.M. Cohen). New York: Penguin Books. (pp. 48-49).

SIMULATION: CONFERENCE WITH A PROFESSOR

September 16

The Psychodynamics of Violence

Reading:

Gaylin, W. (2000). A psychological understanding of behavior. Talk is not enough: How psychotherapy really works. New York: Little and Brown. (pp.97- 106)

Freud, S. (1915). Thoughts for the times on war and death. Standard Edition of the Complete Works of Sigmund Freud, XIV. (pp. 273-300).

Film (in class): No Man's Land (2001).

September 23

Conflict and Violence: Defining the Problem

Reading:

Miller, W. (1993). Getting a fix on violence. Humiliation and other essays on honor, social discomfort, and violence. Ithaca: Cornell University Press. (pp. 53- 92)

Ury, W. (2000). The first 99% of human history. The third side: Why we fight and how we can stop. New York: Penguin Books. (pp. 29 – 56)

Ury, W. (2000). The last 1%. The third side: Why we fight and how we can stop." New York: Penguin Books. (pp. 57 – 80)

September 30

Frameworks for Negotiation: Mutual Gains Model

Reading:

Fisher, R. et al (1991). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books. (200 pp.)

SIMULATION: EAZY'S GARAGE

October 7

Frameworks for Negotiation: Persuasion and Responsibility

Cialdini, R. (1993). Weapons of influence. Influence: Science and practice. (1-18).

Cialdini, R. (1993). Reciprocation. Influence: Science and practice. (pp. 19 – 49).

McNamee, S. & Gergen, K. (1999). Relational responsibility in practice. Relational responsibility: Resources for sustainable dialogue. Thousand Oaks, CA: Sage Books. (pp. 29 – 48).

SIMULATION: LAKESIDE

October 14

No class – Fall semester break

October 16***

Film: The Color of Fear 7 – 9 p.m. (venue TBA)

***I will be available to watch the film "The Color of Fear" with you on Wednesday evening, October 16th. A single copy of the film will be available for you to watch in small groups scheduled on your own, if you prefer. This film is NOT available commercially or at video stores.

October 21

Difficult Conversations

Reading:

*Harmon, A. (2000). A limited partnership. New York Times, June 14, 2000.

Stone, D. et al (1999). Difficult conversations: How to discuss what matters most. New York: Viking Books. (250 pp.)

Guest speakers: Program on Inter-Group Relations

October 28 / October 30 ***

Psychotherapy as Persuasive Dialogue

Reading:

Frank, J. (1974). Non-medical healing: Religious and secular. Persuasion and healing. New York: Schocken Books. (pp. 46-77).

Schoen, D. (1983). Psychotherapy: The patient as a universe of one. The reflective practitioner: How professionals think in action. New York: Basic Books. (pp. 105 – 127).

Film (in class): Ordinary People

* This article will be available to you electronically.
*** PLEASE NOTE: Class will convene from 2 - 4 p.m. on October 28th to watch the film "Ordinary People." We will re-convene on Wednesday evening, October 30th from 7 - 8 p.m. to discuss "Psychotherapy as Persuasive Dialogue." Students unable to attend the October 30th session will be required to submit an additional paper assignment.. Arrangement must be made with the professor in advance to exercise this option.

November 4

Reflective Practice

Reading:

*Leary, K. & Wheeler, M. (in press). Crossing the threshold: First impressions in therapy and negotiation. Journal of Applied Psychoanalytic Studies.

* This article will be made available to you electronically.

Nelken, M. (1996). Negotiation and psychoanalysis: If I'd wanted to learn about feelings, I wouldn't have gone to law school. Journal of Legal Education, 46, 3, 420-429.

Thompson, L. et al (1999). Some like it hot: The case for the emotional negotiator. Shared cognition in organizations: The management of knowledge. Mahwah, N.J.: Lawrence Erlbaum Associates.

SIMULATION: TBA

November 11

The Negotiator in the Mirror

Zaltman, J. & Coulter, R. (1995). Seeing the voice of the customer; Metaphor based advertising research. Journal of Advertising Research, July/August (pp. 35-49).

Wheeler, M; Leary, K. & Zaltman, G. (2002). "Thoughts and feelings about entering into a negotiation." http://www.hbs.edu/mml/negotiation/

November 18

Gender and Negotiation

Reading:

Fletcher, J. (1999). Relational practice. Disappearing acts: Gender, power and relational practice at work. Cambridge, MA: MIT Press. (pp. 47-88).

Kolb, D. & Williams, J. (2000). Introduction: Recognizing the shadow negotiation & staying out of your own way. The Shadow negotiation: How women can master the hidden agendas that determine bargaining success. New York: Simon and Schuster. (pp. 9 -70)

Film (in class): Men and Women Talking Together

November 25

Leadership in War and Terror

Dutton, J. (2002). Leading in times of trauma. Harvard Business Review, 80, 1, 54-61.

Hoffman, B. (1998). The modern terrorist mindset: Tactics, targets and technologies. Inside Terrorism. New York: Columbia University Press. (pp.157- 184)

Kets de Vries, M. (1993). Our leaders, our selves & the leader as mirror. Leaders, fools and imposters: Essays on the psychology of leadership. San Francisco: Jossey-Bass. (pp. 1-20)

*Wheeler, M. (2001). A note on maneuvering in war and negotiation. HBS 9- DRAFT.

* This article will be made available to you electronically.

Film (in class): Rudy Giuliani: The man and his moment (2002)

December 2

Conflict in International and Cross-Cultural Contexts

Volkan, V. (1987). Psychological concepts useful in the building of political foundations between nations: Track II diplomacy. Journal of the American Psychoanalytic Association, 35, 903-935.

Ury, W. (2000). How can we stop? The third side:Why we fight and how we can stop. New York: Penguin Books. (pp. 114-196)

Film excerpts (in class): Seeds of Peace

SIMULATION: GROCERY STORE

December 9

Revenge, Forgiveness and Reconciliation

Reading:

Cobb, S. (2000). Fostering co-existence within identity-based conflicts: Towards a narrative approach. Manuscript.

Minow, M. (1998). Truth commissions. Between vengeance and forgiveness: Facing history after genocide and mass violence. Boston: Beacon Press. (pp. 52- 90)

Film excerpts (in class): The View from Robben Island