Schedule

Date Topic/Readings Assignments Activities
8/24 (Sun)

Introduction

  

Hand-To-Hand exercise.
8/26 (Tue) Prologue: Competition & Cooperation
Reading Questions.
Montaigne, “One Man’s Profit is Another Man’s Loss”.
Hobbes, Leviathan.		 Journal entry #1 due by 12:00pm (noon) via Blackboard (guidelines) (template). Oil Exports negotiation.
8/28 (Thu)   Journal entry #2 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
8/31 (Sun) Approaching Conflict (Unit #1)
Reading Questions.
Social Conflict, chapter 1.		 Journal entry #3 due by 12:00pm (noon) via Blackboard (guidelines) (template). West Bay Apartment negotiation
(principled negotiation preparation form).
9/2 (Tue) Approaching Conflict
Reading Questions (Table).
Social Conflict, chapter 2 (only pp. 15–27).
9/4 (Thu)   Journal entry #4 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
9/7 (Sun) Approaching Conflict
Reading Questions.
Machiavelli, “Cruelty and Mercifulness; And Whether It Is Better to be Loved or Feared”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.		 Journal entry #5 due by 12:00pm (noon) via Blackboard (guidelines) (template). Tendencies When Faced With Conflict exercise.
9/9 (Tue) Approaching Conflict
Reading Questions (Table).
Social Conflict, chapter 3 (only pp. 37–55).
9/11 (Thu)   Journal entry #6 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
9/14 (Sun) The Persistence of Conflict (Unit #2)
Reading Questions (Table).
Social Conflict, chapter 4.		    
9/16 (Tue) The Persistence of Conflict
Reading Questions.
Social Conflict, chapter 5.		 I'll Buy That! exercise.
9/20 (Sat) Reflection paper #1 due by 11:59pm (midnight) via Blackboard (rubric) (guidelines) (template).  
9/21 (Sun) The Persistence of Conflict
Reading Questions (Table).
Social Conflict, chapter 6 (only pp. 101–113).		 Journal entry #7 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
9/23 (Tue) The Persistence of Conflict
Reading Questions (Table).
Social Conflict, chapter 8 (only pp. 151–161 & 164–167).		 Journal entry #8 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
9/28 (Sun) The Persistence of Conflict
Reading Questions (Table).
Social Conflict, chapter 2 (only pp. 27–35), chapter 6 (pp. 113–119) & chapter 8 (pp. 161–161–164).		 Journal entry #9 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
9/30 (Tue) The Persistence of Conflict
Reading Questions.
Social Conflict, chapter 9.		 Journal entry #10 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
10/5, 7 Eid Al-Adha Break    

10/12 (Sun)

Intermezzo: Honesty & Deception in Negotiation
Reading Questions.
Machiavelli, “How Rulers Should Keep Their Promises”.
Shell, “When Is It Legal to Lie in Negotiations”.

 Journal entry #11 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
10/14 (Tue)

Case Study Examination #1
Case study: “Qatar Living on National Day”.
Sample examination questions.

 Case study examination #1.  
10/19 (Sun)

Conflict Management
Reading Questions.
Getting to Yes, chapter 1.

 Journal entry #12 due by 12:00pm (noon) via Blackboard (guidelines) (template).

Karak Contract negotiation
(principled negotiation preparation form).
10/21 (Tue) Conflict Management
Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma”.		 Journal entry #13 due by 12:00pm (noon) via Blackboard (guidelines) (template). Border Dispute negotiation
(principled negotiation preparation form).
10/26 (Sun) Conflict Management
Reading Questions.
Getting to Yes, chapter 6.		 Journal entry #14 due by 12:00pm (noon) via Blackboard (guidelines) (template). Rahman Sports Complex negotiation
(principled negotiation preparation form).
10/28 (Tue) Conflict Management
Reading Questions.
Getting to Yes, chapter 2.		    
10/30 (Thu)   Journal entry #15 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
11/2 (Sun) Conflict Management
Reading Questions.
Fisher & Shapiro, “Express Appreciation”.		 Journal entry #16 due by 12:00pm (noon) via Blackboard (guidelines) (template). Student Residences negotiation
(principled negotiation preparation form).
11/4 (Tue) Conflict Management
Reading Questions.
Fisher & Shapiro, “Build Affiliation”.		 Journal entry #17 due by 12:00pm (noon) via Blackboard (guidelines) (template). Akbar Maghroor negotiation
(principled negotiation preparation form).
11/9 (Sun) Conflict Management
Reading Questions.
Getting to Yes, chapter 3.		 Journal entry #18 due by 12:00pm (noon) via Blackboard (guidelines) (template). Tawasolna negotiation
(principled negotiation preparation form).
11/11 (Tue) Conflict Management
Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.		    
11/13 (Thu)   Journal entry #19 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
11/16 (Sun) Conflict Management
Reading Questions.
Getting to Yes, chapter 4.		 Journal entry #20 due by 12:00pm (noon) via Blackboard (guidelines) (template). West Bay Lagoon negotiation
(principled negotiation preparation form).
11/18 (Tue) Conflict Management
Reading Questions.
Getting to Yes, chapter 5.		   Dawhat Salwa Cleanup negotiation
(principled negotiation preparation form).
11/20 (Thu)   Journal entry #21 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
11/23 (Sun) Conflict Management
Reading Questions.
Fisher & Shapiro, “Emotions are Powerful, Always Present, and Hard to Handle” and “On Strong Negative Emotions”.		    
11/25 (Tue)   Case study examination #2.  
11/30 (Sun) Epilogue: Managing Difficult People & Situations
Reading Questions.
Getting to Yes, chapter 7 (only pp. 109–114) & chapter 8.		   Identifying Hard Bargaining Tactics exercise.
12/2 (Tue)

Epilogue: Managing Difficult People & Situations
Reading Questions.
Jeswald W. Salacuse, “Real Leaders Negotiate”.

   Wasta Financial Search exercise.
12/4 (Thu)   Reflection paper #2 due by 12:00pm (noon) via Blackboard (rubric) (guidelines) (template).  
12/8 (Mon) Final Negotiation from 1:00pm to 4:00pm in the Moot Board Room (1131).   Arms Control in the Gulf negotiation
(principled negotiation preparation form).