Course Information
| Instructor | Professor David Emmanuel Gray |
| Contact | CMUQ 1039, degray@cmu.edu, @ProfessorDEG |
| Office hours | Monday, Wednesday: 9:00am–12:00pm, 3:00pm–5:00pm |
| Class time | Monday, Wednesday: 1:30pm–2:50pm |
| Class location | CMUQ 2052 |
| Syllabus | PDF. |
| Teaching Assistant | Fatema Alsayed, CMUQ 1207, fks@andrew.cmu.edu |
| Course Assistants | Cyrine Darweesh, sdarwees@andrew.cmu.edu |
| Mika, famustaf@andrew.cmu.edu |
Grading
- Participation
- Negotiation Preparations
Formatting requirements, and MS-Word template.
Final negotiation preparation MS-Word templates: Principled Negotiation Worksheet, Conflict Resolution Worksheet, and Detailed Team Agenda. - Short Reflection Papers
Rubric (explanation), formatting requirements, and MS-Word template.
| 20% | |
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20% |
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60% |
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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| 1/14 (Mon) | Approaching Conflict (Unit #1) (Slides) | ||
| 1/16 (Wed) | Approaching Conflict Reading Questions. Montaigne, “One Man’s Profit is Another Man’s Loss”. Hobbes, Leviathan. |
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| 1/20 (Sun) | Short reflection paper #1 due by 12:00pm (noon) via TurnItIn. | ||
| 1/21 (Mon) | Approaching Conflict Reading Questions. Pruitt & Kim, “Overview”. |
Negotiation preparation #1 due by 12:00pm (noon) via TurnItIn. | West Bay Apartment. |
| 1/23 (Wed) | Approaching Conflict Reading Questions. Machiavelli, “Cruelty and Mercifulness”. Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”. |
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| 1/27 (Sun) | Short reflection paper #2 due by 12:00pm (noon) via TurnItIn. | ||
| 1/28 (Mon) | Approaching Conflict Reading Questions (Table). Pruitt & Kim, “Strategic Choice”. |
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| 1/30 (Wed) | Approaching Conflict Reading Questions (Table). Pruitt & Kim, “Contentious Tactics”. Optional: Winter, “The Kindly Brontosaurus”. |
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| 2/3 (Sun) | Short reflection paper #3 due by 12:00pm (noon) via TurnItIn. | ||
| 2/4 (Mon) | Approaching Conflict Reading Questions. Machiavelli, “How Princes Should Keep Their Word”. Shell, “When Is It Legal to Lie in Negotiations?” |
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| 2/6 (Wed) | Approaching Conflict Reading Questions (Table). Pruitt & Kim, “Escalation and Its Development”. Pruitt & Kim, “The Structural Change Model”. |
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| 2/10 (Sun) | Short reflection paper #4 due by 12:00pm (noon) via TurnItIn. | ||
| 2/11 (Mon) | 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?” |
Negotiation preparation #2 due by 12:00pm (noon) via TurnItIn. | Karak Contract. |
| 2/13 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Lax & Sebenius, “The Negotiator’s Dilemma”. |
Negotiation preparation #3 due by 12:00pm (noon) via TurnItIn. | Border Dispute. |
| 2/17 (Sun) | Short reflection paper #5 due by 12:00pm (noon) via TurnItIn. | ||
| 2/18 (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”. |
Negotiation preparation #4 due by 12:00pm (noon) via TurnItIn. | Tawasolna. |
| 2/20 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 6, “What If They Are More Powerful?” |
Negotiation preparation #5 due by 12:00pm (noon) via TurnItIn. | Rahman Sports Complex. |
| 2/24 (Sun) | Short reflection paper #6 due by 12:00pm (noon) via TurnItIn. | ||
| 2/25 (Mon) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 4, “Invent Options for Mutual Gain”. |
Negotiation preparation #6 due by 12:00pm (noon) via TurnItIn. | West Bay Lagoon. |
| 2/27 (Wed) | From Negotiation to Principled Negotiation Reading Questions. Getting to Yes, Chapter 5, “Insist on Using Objective Criteria”. |
Negotiation preparation #7 due by 12:00pm (noon) via TurnItIn. | Dawhat Salwa Cleanup. |
| 3/4, 6 | 🌴 Spring Break 🌴 | ||
| 3/11 (Mon) | 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”. |
Negotiation preparation #8 due by 12:00pm (noon) via TurnItIn. | Let’s Go Hollywood! |
| 3/13 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 3, “Don’t Assume They Meant It”. |
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| 3/17 (Sun) | Short reflection paper #7 due by 12:00pm (noon) via TurnItIn. | ||
| 3/18 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 4, “Abandon Blame”. |
Negotiation preparation #9 due by 12:00pm (noon) via TurnItIn. | Monte Carlo. |
| 3/20 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 5, “Have Your Feelings”. |
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| 3/24 (Sun) | Short reflection paper #8 due by 12:00pm (noon) via TurnItIn. | ||
| 3/25 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 4, “Build Affiliation”. |
Negotiation preparation #10 due by 12:00pm (noon) via TurnItIn. | Akbar Maghroor. |
| 3/27 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 5, “Respect Autonomy”. |
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| 3/31 (Sun) | Short reflection paper #9 due by 12:00pm (noon) via TurnItIn. | ||
| 4/1 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 6, “Ground Your Identity”. |
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| 4/3 (Wed) | 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’”. |
Negotiation preparation #11 due by 12:00pm (noon) via TurnItIn. | Fardan Falconry. |
| 4/7 (Sun) | Short reflection paper #10 due by 12:00pm (noon) via TurnItIn. | ||
| 4/8 (Mon) | 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”. |
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| 4/10 (Wed) | From Principled Negotiation to Conflict Resolution Reading Questions. Difficult Conversations, Chapter 9, “Learning”. Optional: Epley, “Invisibilia: We All Think We Know The People We Love. We’re All Deluded”. Optional: Navanayagam, “Listening” (local mp3, or BBC Website). |
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| 4/14 (Sun) | Short reflection paper #11 due by 12:00pm (noon) via TurnItIn. | ||
| 4/15 (Mon) | From Principled Negotiation to Conflict Resolution Reading Questions. Beyond Reason, Chapter 3, “Express Appreciation”. |
Negotiation preparation #12 due by 12:00pm (noon) via TurnItIn. | Student Residences. |
| 4/17 (Wed) | Managing Difficult Situations (Unit #4) Reading Questions. Kantor, “Action Stances”. |
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| 4/21 (Sun) | Short reflection paper #12 due by 12:00pm (noon) via TurnItIn. | ||
| 4/22 (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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| 4/24 (Wed) | Managing Difficult Situations Reading Questions. Salacuse, “Real Leaders Negotiate”. |
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| 5/1 (Wed) | Final negotiation from 1:30pm to 4:30pm in classroom 1031 (ground floor, behind the men’s prayer room). | Final negotiation preparation due by 12:00pm (noon) via TurnItIn. Preparation partner evaluations due by 12:00pm (noon) via Google Forms. |
Arms Control in the Gulf. |
| 5/2 (Thu) | Activity partner evaluations due by 12:00pm (noon) via Google Forms. |
