Course Information
| Instructor | Professor David Emmanuel Gray |
| Contact | CMUQ 1039, degray@cmu.edu, @ProfessorDEG |
| Office hours | By appointment, or whenever the instructor’s office door is open |
| Class time | Monday, Wednesday: 1:30pm–2:50pm |
| Class location | CMUQ 1031 |
| Syllabus | PDF. |
| Course Assistants | Osama Ali, oali@andrew.cmu.edu |
| Maruf Zakaria, mzakaria@andrew.cmu.edu |
Grading
- Participation
- Journal Entries
(guidelines, template) - Two Exams
- Two Reflection Papers
(guidelines, template) - Final Negotiation Prep
(guidelines,
Principled Negotiation Preparation Worksheet Template,
Conflict Resolution Preparation Worksheet Template, &
Detailed Team Agenda Template.)
| 15% | |
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10% |
| 40% | |
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30% |
| 5% |
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 |
|---|---|---|---|
| 1/8 (Mon) | Approaching Conflict (Unit #1) (Slides) | ||
| 1/10 (Wed) | Approaching Conflict Reading Questions. Montaigne, “One Man’s Profit is Another Man’s Loss”. Hobbes, Leviathan. |
Journal entry #1 due by 12:00pm (noon) via TurnItIn. | |
| 1/11 (Thu) | Journal entry #2 due by 12:00pm (noon) via TurnItIn. | ||
| 1/15 (Mon) | Approaching Conflict Reading Questions. Pruitt & Kim, “Overview”. |
Journal entry #3 due by 12:00pm (noon) via TurnItIn. | West Bay Apartment. |
| 1/17 (Wed) | Approaching Conflict Reading Questions. Machiavelli, “Cruelty and Mercifulness”. Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”. |
Journal entry #4 due by 12:00pm (noon) via TurnItIn. | |
| 1/22 (Mon) | Approaching Conflict Reading Questions (Table). Pruitt & Kim, “Strategic Choice”. |
Journal entry #5 due by 12:00pm (noon) via TurnItIn. | |
| 1/24 (Wed) | Approaching Conflict Reading Questions (Table). Pruitt & Kim, “Contentious Tactics”. Optional: Winter, “The Kindly Brontosaurus”. |
Journal entry #6 due by 12:00pm (noon) via TurnItIn. | |
| 1/29 (Mon) | From Negotiation to Principled Negotiation (Unit #2) (Slides) Reading Questions. Getting to Yes, Chapter 1, “Don’t Bargain Over Positions”. Optional: Galinsky, “Should You Make the First Offer?” |
Journal entry #7 due by 12:00pm (noon) via TurnItIn | Karak Contract. |
| 1/31 (Wed) | From Negotiation to Principled Negotiation (Slides) Reading Questions. Lax & Sebenius, “The Negotiator’s Dilemma”. |
Border Dispute. | |
| 2/1 (Thu) | Reflection paper #1 (rubric) due by 12:00pm (noon) via TurnItIn. | ||
| 2/5 (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”. |
Journal entry #8 due by 12:00pm (noon) via TurnItIn. | Tawasolna. |
| 2/7 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 6, “What If They Are More Powerful?” |
Journal entry #9 due by 12:00pm (noon) via TurnItIn. | Rahman Sports Complex. |
| 2/12 (Mon) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 4, “Invent Options for Mutual Gain”. |
Journal entry #10 due by 12:00pm (noon) via TurnItIn. | West Bay Lagoon. |
| 2/14 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 5, “Insist on Using Objective Criteria”. |
Journal entry #11 due by 12:00pm (noon) via TurnItIn. | Dawhat Salwa Cleanup. |
| 2/19 (Mon) | 🚨 The exam will be held in Lecture Hall 1213. 🚨 (This room is on the ground floor, near the food court.) |
In-Class Exam #1. |
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| 2/21 (Wed) | From Principled Negotiation to 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”. |
Journal entry #12 due by 12:00pm (noon) via TurnItIn. | Let’s Go Hollywood! |
| 2/26 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 3, “Don’t Assume They Meant It”. |
Journal entry #13 due by 12:00pm (noon) via TurnItIn. | |
| 2/28 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 4, “Abandon Blame”. |
Journal entry #14 due by 12:00pm (noon) via TurnItIn. | Monte Carlo. |
| 3/5, 7 | 🌴 Spring Break 🌴 | ||
| 3/12 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 5, “Have Your Feelings”. |
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| 3/14 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 4, “Build Affiliation”. |
Journal entry #15 due by 12:00pm (noon) via TurnItIn. | Akbar Maghroor. |
| 3/19 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 5, “Respect Autonomy”. |
Journal entry #16 due by 12:00pm (noon) via TurnItIn. | |
| 3/21 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 6, “Ground Your Identity”. |
Journal entry #17 due by 12:00pm (noon) via TurnItIn. | |
| 3/26 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 6, “Acknowledge Status”. Beyond Reason, Chapter 7, “Choose a Fulfilling Role”. Optional: Beyond Reason, Chapter 10, “On Using These Ideas in the ‘Real World’”. |
Journal entry #18 due by 12:00pm (noon) via TurnItIn. | Fardan Falconry. |
| 3/28 (Wed) | From Principled Negotiation to 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”. |
Journal entry #19 due by 12:00pm (noon) via TurnItIn. | |
| 4/2 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 9, “Learning”. Optional: Navanayagam, “Listening” (local mp3, or BBC Website). |
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| 4/4 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 3, “Express Appreciation”. |
Journal entry #20 due by 12:00pm (noon) via TurnItIn. | Student Residences. |
| 4/9 (Mon) | 🚨 The exam will be held in Lecture Hall 1213. 🚨 (This room is on the ground floor, near the food court.) |
In-Class Exam #2. |
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| 4/11 (Wed) | Managing Difficult Situations (Unit #4) Reading Questions. Kantor, “Action Stances”. |
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| 4/16 (Mon) | 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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| 4/18 (Wed) | Managing Difficult Situations Reading Questions. Salacuse, “Real Leaders Negotiate”. |
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| 4/22 (Sun) | Final negotiation from 1:30pm to 4:30pm in classroom 1031 (our regular classroom). | Final negotiation prep due by 12:00pm (noon) via TurnItIn. Preparation peer evaluations due by 12:00pm (noon) via Google Forms. |
Arms Control in the Gulf. |
| 4/23 (Mon) | Activity peer evaluations due by 12:00pm (noon) via Google Forms. | ||
| 4/24 (Tue) | Reflection paper #2 (rubric) due by 12:00pm (noon) via TurnItIn. 🚨 Free passes cannot be used for an extension. 🚨 |
