Professor Richard C. Reuben
Law 630. Negotiation. Fall 2001
Tuesdays, 3 p.m. to 5:50 p.m.
Classroom 4. Breakout: Room 7.
ReubenR@missouri.edu; 884-5204
Meetings by Afternoon Appointment Encouraged



NEGOTIATION SYLLABUS

* Denotes Recommended Reading, copies of which are on reserve in the library.

August 21. Orientation: Competition and Cooperation

  • Reading: Setting Goals for the Course (in The Supplement)
    Getting to YES, Pages 1-94.
    * Douglas Hofstadter, The Prisoner's Dilemma and Other Tournament Games
    * Roy Lewicki & Carolyn Wiethoff, Trust, Trust Development & Trust Repair
    * Charles B. Craver, Negotiating Styles of Participants
    * Andrea Kupfer Schneider, Perceptions, Reputation and Reality: An Empirical Study of Negotiation Skills

    Turn in Preliminary Course Goals Worksheet (from The Supplement)


August 25. Approaching a Negotiation

  1. Morning Session. What is a Good Outcome? Reading: Getting to YES, Pages 95-148
    Beyond Winning, Introduction and Chapter 8 (Pages 204-211)
    * David Matz, Ignorance and Interests
    * David A. Lax & James K. Sebenius, Interests: The Measure of Negotiation
    * James J. White, Review Essay: The Pros and Cons of `Getting to YES'
    Roger Fisher, Comment on White's Review of `Getting to YES'
  2. Afternoon Session: The Tension Between Creating and Distributing Value
    Reading: Beyond Winning, Chapter 1, Chapter 4 (Skim Chapter 5)
    * Charles B. Craver, The Information Stage
    * Robert Mnookin & Lewis Kornhauser, Bargaining in the Shadow of the Law
    * H. Peyton Young, Dividing the Indivisible

August 28. Difficult Tactics and Hard Bargaining

  • Reading: Beyond Winning, Chapter 8 (pp. 211-223)
    Getting Past No, Pages 3-75
    * Gary Goodpaster, A Primer on Competitive Bargaining
    * G. Richard Shell, The Sixth Foundation: Leverage
    * Peter T. Coleman, Power and Conflict

September 4. Pulling It Together I: The Power Screen Negotiation

  • Reading: Getting Past No, Pages 76-159

    Note: We will prepare for this negotiation in class, but it will actually be negotiated out of class, so that portions can be videotaped for review on Sat. Sept. 8 (mandatory).


September 8 (Saturday): Video Reviews of Your Negotiations (with Professor)


September 11. The Tension Between Empathy and Assertiveness

  • Reading: Beyond Winning, Chapter 2
    * Daniel L. Shapiro, A Negotiator's Guide to Emotion

    Preliminary Paper Topics Due


September 18. Partisan Perceptions; Active Listening

  • Reading: Beyond Winning, Chapter 6
    The Role Reversal Exercise in The Negotiation Supplement
    * David Binder, Paul Bergman & Susan Price, Difficulties in Active Listening
    * Gail Fairhurt & Robert Sarr, excerpts from The Art of Framing

September 25. The Principal-Agent Tension


October 2. Negotiation Ethics

  • Reading: Beyond Winning, Chapter 11
    * Richard G. Shell, When is it Legal to Lie in Negotiations?
    * James J. White, Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation

October 6 (Saturday): Bonus Negotiation and Video Review (without Professor)


October 9. Gender and Cultural Issues in Negotiation

  • Reading: Excerpts from Leonard L. Riskin & James E. Westbrook, Dispute Resolution and Lawyers (2nd ed 1997)
    Robert Janosik, Rethinking the Culture-Negotiation Link
    * Deborah M. Kolb and Gloria G. Coolidge, Her Place at the Table: A Consideration of Gender Issues in Negotiation
    * Charles B. Craver, The Impact of Ethnicity and Gender
    * Ian Ayres, Fair Driving: Gender & Race Discrimination in Retail Car Negotiations
    * Paul R. Kimel, Culture and Conflict

    Preliminary Paper Outline or Progress Report Due


October 23. Multi-Party Negotiations


October 30. Pulling It All Together II


November 5. Going Forward!!


December 1: Research Papers, Final Journal entries due


Statement Regarding Americans With Disabilities Act

If you have special needs as addressed by the Americans with Disabilities Act (ADA) and need assistance, please notify the Office of Disability Services, A048 Brady Commons 882-4696 or course instructor immediately. Reasonable efforts will be made to accommodate your special needs.


Statement Regarding Academic Dishonesty

Academic honesty is fundamental to the activities principles of a university. All members of the academic community must be confident that each person's work been responsibly and honorably acquired, developed, presented. Any effort to gain an advantage not given to students is dishonest whether or not the effort successful. The academic community regards academic dishonesty as an extremely serious matter, with consequences that range from probation to expulsion. When in doubt about plagiarism, paraphrasing, quoting, or collaboration, consult the course instructor.