Course Information
| Instructor | Professor David Emmanuel Gray |
| Contact | GUQ 1D24, degray@cmu.edu, @ProfessorDEG |
| Office hours | Sunday through Thursday: 2:00pm–5:00pm |
| Class time | Sunday through Thursday: 12:10pm–1:35pm |
| Class location | GUQ 0A07 |
| Syllabus | PDF. |
| Course Assistants | Asma Al-hemaidi, ahemaidi@andrew.cmu.edu |
| Fatema Alsayed, fks@andrew.cmu.edu | |
| Ameera Tag, atag@andrew.cmu.edu | |
| Maruf Zakaria, mzakaria@andrew.cmu.edu |
Grading
- Participation
- Two In-Class Exams
- Two Reflection Papers
(guidelines, MS Word template)
| 20% | |
| 40% | |
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40% |
Grade Calculator (Excel)
Textbooks
- Fisher, R., & Shapiro, D. (2005). Beyond Reason: Using Emotions as You Negotiate. New York: Viking Penguin.
- Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In (3rd ed.). New York: Penguin Books.
- Stone, D., Patton, B., & Heen, S. (2010). Difficult Conversations: How to Discuss What Matters Most (2nd ed.). New York: Penguin Books.
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Worksheets
Schedule
| Date | Topic/Readings | Assignments | Activities |
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| 5/14 (Sun) | Approaching Conflict (Unit #1) (Slides) |
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| 5/15 (Mon) | Approaching Conflict Reading Questions. Montaigne, “One Man’s Profit is Another Man’s Loss”. Hobbes, Leviathan. |
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| 5/16 (Tue) | Approaching Conflict Reading Questions. Pruitt & Kim, “Overview”. |
West Bay Apartment. | |
| 5/17 (Wed) | Approaching Conflict Reading Questions. Machiavelli, “Cruelty and Mercifulness”. Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”. Optional: Pruitt & Kim, “Strategic Choice”. |
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| 5/18 (Thu) | From Negotiation to Principled Negotiation (Unit #2) Reading Questions. Getting to Yes, Chapter 1, “Don’t Bargain Over Positions”. Optional: Galinsky, “Should You Make the First Offer?” |
Karak Contract. | |
| 5/21 (Sun) | From Negotiation to Principled Negotiation Reading Questions. Lax & Sebenius, “The Negotiator’s Dilemma”. |
Border Dispute. | |
| 5/22 (Mon) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 3, “Focus on Interests, Not Positions”. Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”. |
Tawasolna. | |
| 5/23 (Tue) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 6, “What If They Are More Powerful?” |
Rahman Sports Complex. | |
| 5/24 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 4, “Invent Options for Mutual Gain”. |
West Bay Lagoon. | |
| 5/25 (Thu) | From Negotiation to Principled Negotiation Reading Questions. Beyond Reason, Chapter 5, “Respect Autonomy”. |
Reflection paper #1 (grading rubric) due by 12:00pm (noon) via TurnItIn. 🚨 Please note that there is no 12-hour grace period for this paper. This assignment is also not eligible for free passes.🚨 |
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| 5/28 (Sun) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 5, “Insist on Using Objective Criteria”. |
Dawhat Salwa Cleanup. | |
| 5/29 (Mon) | |
In-class exam #1. | |
| 5/30 (Tue) | Conflict Resolution (Unit #3) Reading Questions. Difficult Conversations, Chapter 1, “Sort Out the Three Conversations”. Difficult Conversations, Chapter 2, “Stop Arguing About Who’s Right”. |
Let’s Go Hollywood! | |
| 5/31 (Wed) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 3, “Don’t Assume They Meant It”. |
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| 6/1 (Thu) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 4, “Abandon Blame”. |
Monte Carlo. | |
| 6/4 (Sun) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 5, “Have Your Feelings”. |
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| 6/5 (Mon) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 6, “Ground Your Identity”. Optional: Beyond Reason, Chapter 6, “Acknowledge Status”. |
Fardan Falconry. | |
| 6/6 (Tue) | Conflict Resolution Reading Questions. Beyond Reason, Chapter 4, “Build Affiliation”. |
Akbar Maghroor. | |
| 6/7 (Wed) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 7, “What’s Your Purpose?” Difficult Conversations, Chapter 8, “Getting Started”. Optional: Manzoni, “A Better Way to Deliver Bad News”. Optional: Beyond Reason, Chapter 7, “Choose a Fulfilling Role”. |
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| 6/8 (Thu) | Conflict Resolution Reading Questions. Difficult Conversations, Chapter 9, “Learning”. Optional: Navanayagam, “Listening” (local mp3, or BBC Website). |
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| 6/11 (Sun) | Conflict Resolution Reading Questions. Beyond Reason, Chapter 3, “Express Appreciation”. |
Student Residences. | |
| 6/12 (Mon) | |
In-class exam #2. | |
| 6/13 (Tue) | Managing Difficult Situations (Unit #4) Reading Questions. Kantor, “Action Stances”. |
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| 6/14 (Wed) | Managing Difficult Situations Reading Questions. Difficult Conversations, Chapter 11, “Problem-Solving”. Getting to Yes, Chapter 7, “What If They Won’t Play?” Getting to Yes, Chapter 8, “What If They Use Dirty Tricks?” |
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| 6/15 (Thu) | Managing Difficult Situations Reading Questions. Salacuse, “Real Leaders Negotiate”. |
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| 6/18 (Sun) | Reflection paper #2 (grading rubric) due by 11:59pm via TurnItIn. |
Further Reading
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If you would like to learn even more about conflict and dispute resolution, I suggest that you read the remaining chapters from Getting to Yes, Beyond Reason, and Difficult Conversations. In addition, here are some other papers that you may find interesting. (A lot of these texts focus on group conflicts, coming from Pruitt, D. G., & Kim, S. H. (2004). Social Conflict: Escalation, Stalemate, and Settlement (3rd ed.). New York: McGraw-Hill.)
- Pruitt & Kim, “Nature and Sources of Conflict”.
- Pruitt & Kim, “Contentious Tactics”.
- Pruitt & Kim, “Escalation and Its Development”.
- Pruitt & Kim, “The Structural Change Model”.
- Pruitt & Kim, “The Persistence of Escalation”.
- Pruitt & Kim, Miscellaneous Excerpts About Conflict in Groups and Communities (these basically take the concepts from the prevoius readings and apply them to group conflict).
- Pruitt & Kim, “Perceived Stalemate and De-Escalation”.
- Machiavelli, “How Rulers Should Keep Their Promises”.
- Malhotra, “Smart Alternatives to Lying in Negotiation”.
- Shell, “When Is It Legal to Lie in Negotiations”.
