Schedule

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

Prologue: Competition & Cooperation (Slides)

  

Hand-To-Hand exercise.
8/26 (Wed) Prologue: Competition & Cooperation
Reading Questions.
Michel de Montaigne, “One Man’s Profit is Another Man’s Loss”.
Thomas Hobbes, Leviathan.		 Journal entry #1 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Oil Exports negotiation.
8/27 (Thu)   Journal entry #2 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
8/31 (Mon) Approaching Conflict (Unit #1)
Reading Questions.
Dean G. Pruitt & Sung Hee Kim, “Overview”.		 Journal entry #3 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). West Bay Apartment negotiation
(principled negotiation preparation form).
9/2 (Wed) Approaching Conflict
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “Nature and Sources of Conflict”.		 Journal entry #4 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).
9/7 (Mon) Approaching Conflict
Reading Questions.
Niccolò Machiavelli, “Cruelty and Mercifulness; And Whether It Is Better to be Loved or Feared”.
Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, “The Tension Between Empathy and Assertiveness”.		 Journal entry #5 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Tendencies When Faced With Conflict exercise.
9/9 (Wed) Approaching Conflict
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “Strategic Choice”.		 Journal entry #6 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
9/14 (Mon) Enduring Conflict (Unit #2)
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “Contentious Tactics”.		  
9/16 (Wed) Enduring Conflict
Reading Questions.
Dean G. Pruitt & Sung Hee Kim, “Escalation and Its Development”.		   The Auction exercise.
9/17 (Thu)   Reflection paper #1 due by 12:00pm (noon) via Blackboard (rubric) (guidelines) (templates: MS Word & Pages).  
9/21, 23 Eid Al-Adha Break    
9/28 (Mon) Enduring Conflict
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “The Structural Change Model”.		 Journal entry #7 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
9/30 (Wed) Enduring Conflict
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “The Persistence of Escalation”.		 Journal entry #8 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
10/5 (Mon) Enduring Conflict
Reading Questions (Table).
Dean G. Pruitt & Sung Hee Kim, “Sources of Intergroup Conflict”, “Changes in Groups”, “Changes in Communities”, “The Persistance of Changes in Groups” & “The Persistence of Community Polarization”.		 Journal entry #9 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
10/7 (Wed) Enduring Conflict
Reading Questions.
Dean G. Pruitt & Sung Hee Kim, “Perceived Stalemate and De-Escalation”.		 Journal entry #10 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
10/12 (Mon) Intermezzo: Deception & Honesty in Negotiation
Reading Questions.
Niccolò Machiavelli, “How Rulers Should Keep Their Promises”.
G. Richard Shell, “When Is It Legal to Lie in Negotiations”.		    
10/14 (Wed)

Case Study Examination #1
Case study: “Qatar Living on Qatar National Day”.
Sample examination questions.
Conflict, Escalation, and Problem Solving handout.

Case study examination #1.  
10/19 (Mon) Resolving Conflict (Unit #3)
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “Don’t Bargain Over Positions”.		 Journal entry #11 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Karak Contract negotiation
(principled negotiation preparation form).
10/21 (Wed)

Resolving Conflict
Reading Questions.
David A. Lax & James K. Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.

 Journal entry #12 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).

Border Dispute negotiation
(principled negotiation preparation form).
10/26 (Mon) Resolving Conflict
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “Focus on Interests, Not Positions”.		 Journal entry #13 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Tawasolna negotiation
(principled negotiation preparation form).
10/28 (Wed) Resolving Conflict
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “What If They Are More Powerful?”		 Journal entry #14 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Rahman Sports Complex negotiation
(principled negotiation preparation form).
11/2 (Mon) Resolving Conflict
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “Separate the People From the Problem”.		 Journal entry #15 due by 12:00pm (noon) via Blackboard (guidelines) (template).  
11/4 (Wed) Resolving Conflict
Reading Questions.
Roger Fisher & Daniel Shapiro, “Express Appreciation”.		 Journal entry #16 due by 12:00pm (noon) via Blackboard (guidelines) (template). Student Residences negotiation
(principled negotiation preparation form).
11/9 (Mon) Resolving Conflict
Reading Questions.
Roger Fisher & Daniel Shapiro, “Build Affiliation”.		 Journal entry #17 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). Akbar Maghroor negotiation
(principled negotiation preparation form).
11/11 (Wed) Resolving Conflict
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “Invent Options For Mutual Gain”.		 Journal entry #18 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages). West Bay Lagoon negotiation
(principled negotiation preparation form).
11/16 (Mon) Resolving Conflict
Reading Questions.
Roger Fisher & Daniel Shapiro, “Respect Autonomy”.		 Journal entry #19 due by 12:00pm (noon) via Blackboard (guidelines) (templates: MS Word & Pages).  
11/18 (Wed) Resolving Conflict
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “Insist on Using Objective Criteria”.		   Dawhat Salwa Cleanup negotiation
(principled negotiation preparation form).
11/23 (Mon)   Case study examination #2.  
11/25 (Wed) Discussion Lead by Benjamin Collier, Assistant Teaching Professor, Organizational Behavior, CMU-Q
Reading Questions.
Jeswald W. Salacuse, “Real Leaders Negotiate”.		   WASTA Management Search exercise.
11/30 (Mon) Epilogue: Managing Difficult Situations
Reading Questions.
Roger Fisher & William Ury, with Bruce Patton, “What If They Won't Play?” & “What If They Use Dirty Tricks?”		   Identifying Hard Bargaining Tactics exercise.
12/2 (Wed) Class Cancelled: Work on your reflection papers!    
12/3 (Thu)   Reflection paper #2 due by 12:00pm (noon) via Blackboard (rubric) (guidelines) (templates: MS Word & Pages).  
12/10 (Thu) Final Negotiation from 1:00pm to 4:00pm in classroom 1031 (our regular classroom).   Arms Control in the Gulf negotiation
(principled negotiation preparation form).