Class Schedule

wk Date Units & Readings # Pages Assignments & Activities Units, Readings, Assignments & Activities
Approaching Conflict (Unit #1)
 Approaching Conflict (Unit #1)
1 8/29 (Sun) Introductory extra credit due by 12:00pm (noon). Introductory extra credit due by 12:00pm (noon).
8/30 (Mon) Reading Questions.
Gallo, “Why We Should Be Disagreeing More at Work”. 		7 Reading Questions.
Gallo, “Why We Should Be Disagreeing More at Work”.
8/31 (Tue) Introductory participation points due by 12:00pm (noon). If you did all the items of introductory extra credit, then you are already done with this too! Introductory participation points due by 12:00pm (noon). If you did all the items of introductory extra credit, then you are already done with this too!
9/1 (Wed) Reading Questions.
Montaigne, “One Man’s Profit is Another Man’s Loss”. 		2 Reading Questions.
Montaigne, “One Man’s Profit is Another Man’s Loss”.
9/3 (Fri) Reading Questions.
Hobbes, Leviathan. 		8 Reading Questions.
Hobbes, Leviathan.
2 9/5 (Sun) Reflection paper #1 due by 12:00pm (noon). Reflection paper #1 due by 12:00pm (noon).
9/6 (Mon) 🛠 Labor Day 🛠 🛠 Labor Day 🛠
9/8 (Wed) Reading Questions.
Pruitt & Kim, “Overview”. 		12 Negotiation preparation #1 due by 12:00pm (noon).
Getzville Apartment in-class activity. 		Reading Questions.
Pruitt & Kim, “Overview”.
Negotiation preparation #1 due by 12:00pm (noon).
Getzville Apartment in-class activity.
9/10 (Fri) Reading Questions.
Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?” 		4 Reading Questions.
Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
3 9/12 (Sun) Reflection paper #2 due by 12:00pm (noon). Reflection paper #2 due by 12:00pm (noon).
9/13 (Mon) Reading Questions.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”. 		12 Reading Questions.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
9/15 (Wed) Reading Questions (Table).
Pruitt & Kim, “Strategic Choice”. 		20 Reading Questions (Table).
Pruitt & Kim, “Strategic Choice”.
9/17 (Fri) Reading Questions (Table).
Pruitt & Kim, “Contentious Tactics.”.
Optional: Winter, “The Kindly Brontosaurus”. 		21 Reading Questions (Table).
Pruitt & Kim, “Contentious Tactics.”.
Optional: Winter, “The Kindly Brontosaurus”.
4 9/19 (Sun) Reflection paper #3 due by 12:00pm (noon). Reflection paper #3 due by 12:00pm (noon).
9/20 (Mon) Reading Questions.
Machiavelli, “How Princes Should Keep Their Word”.
Shell, “When Is It Legal to Lie in Negotiations?” 		12 Reading Questions.
Machiavelli, “How Princes Should Keep Their Word”.
Shell, “When Is It Legal to Lie in Negotiations?”
9/22 (Wed) Reading Questions (Table).
Pruitt & Kim, “Escalation and Its Development”.
Pruitt & Kim, “The Structural Change Model”. 		21 Reading Questions (Table).
Pruitt & Kim, “Escalation and Its Development”.
Pruitt & Kim, “The Structural Change Model”.
From Bargaining to Principled Negotiation (Unit #2)
 From Bargaining to Principled Negotiation (Unit #2)
9/24 (Fri) Reading Questions.
Galinsky, “Should You Make the First Offer?” 		3 Negotiation preparation #2 due by 12:00pm (noon).
Halfa Degheim Complex in-class activity. 		Reading Questions.
Galinsky, “Should You Make the First Offer?”
Negotiation preparation #2 due by 12:00pm (noon).
Halfa Degheim Complex in-class activity.
5 9/26 (Sun) Reflection paper #4 due by 12:00pm (noon). Reflection paper #4 due by 12:00pm (noon).
9/27 (Mon) Reading Questions.
Shell, “Your Goals and Expectations”.
Shell, “Opening and Making Concessions”. 		30 Reading Questions.
Shell, “Your Goals and Expectations”.
Shell, “Opening and Making Concessions”.
9/29 (Wed) Reading Questions.
Shell, “Exchanging Information”.
 15 Negotiation preparation #3 due by 12:00pm (noon).
Border Dispute in-class activity. 		Reading Questions.
Shell, “Exchanging Information”.
Negotiation preparation #3 due by 12:00pm (noon).
Border Dispute in-class activity.
10/1 (Fri) Reading Questions.
Getting to Yes, Chapter 1, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”. 		16 Reading Questions.
Getting to Yes, Chapter 1, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
6 10/4 (Mon) Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”. 		14 Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
10/6 (Wed) Reading Questions.
Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”. 		6 Negotiation preparation #4 due by 12:00pm (noon).
Educate the Children in-class activity. 		Reading Questions.
Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
Negotiation preparation #4 due by 12:00pm (noon).
Educate the Children in-class activity.
10/8 (Fri) Class Cancelled. Class Cancelled.
7 10/11 (Mon) Reading Questions.
Getting to Yes, Chapter 3, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”. 		28 Negotiation preparation #5 due by 12:00pm (noon).
 Reading Questions.
Getting to Yes, Chapter 3, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
Negotiation preparation #5 due by 12:00pm (noon).
10/13 (Wed) Reading Questions.
Getting to Yes, Chapter 6, “What If They Are More Powerful?”
 20 Reading Questions.
Getting to Yes, Chapter 6, “What If They Are More Powerful?”
10/15 (Fri) Reading Questions.
Getting to Yes, Chapter 4, “Invent Options for Mutual Gain”. 		24 Negotiation preparation #6 due by 12:00pm (noon).
Buffalo Waterfront in-class activity. 		Reading Questions.
Getting to Yes, Chapter 4, “Invent Options for Mutual Gain”.
Negotiation preparation #6 due by 12:00pm (noon).
Buffalo Waterfront in-class activity.
8 10/18 (Mon) Reading Questions.
Getting to Yes, Chapter 5, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”. 		30 Negotiation preparation #7 due by 12:00pm (noon).
Lake Erie Cleanup in-class activity. 		Reading Questions.
Getting to Yes, Chapter 5, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
Negotiation preparation #7 due by 12:00pm (noon).
Lake Erie Cleanup in-class activity.
From Principled Negotiation to Conflict Resolution (Unit #3)
 From Principled Negotiation to Conflict Resolution (Unit #3)
10/20 (Wed) Reading Questions.
Difficult Conversations, Chapter 1, “Sort Out the Three Conversations”. 		18 Negotiation preparation #8 due by 12:00pm (noon).
Let’s Go Hollywood in-class activity. 		Reading Questions.
Difficult Conversations, Chapter 1, “Sort Out the Three Conversations”.
Negotiation preparation #8 due by 12:00pm (noon).
Let’s Go Hollywood in-class activity.
10/22 (Fri) Reading Questions.
Difficult Conversations, Chapter 2, “Stop Arguing About Who’s Right”. 		19 Reading Questions.
Difficult Conversations, Chapter 2, “Stop Arguing About Who’s Right”.
9 10/25 (Mon) Reading Questions.
Difficult Conversations, Chapter 3, “Don’t Assume They Meant It”. 		14 Reading Questions.
Difficult Conversations, Chapter 3, “Don’t Assume They Meant It”.
10/27 (Wed) Reading Questions.
Difficult Conversations, Chapter 4, “Abandon Blame”. 		25 Reading Questions.
Difficult Conversations, Chapter 4, “Abandon Blame”.
10/29 (Fri) Reading Questions.
Difficult Conversations, Question 4 (p. 258ff), “How Does This Work With Someone Who Has All the Power—Like My Boss?”
Difficult Conversations, Question 5 (p. 264ff), “If I’m the Boss/Parent, Why Can’t I Just Tell My Subordinates/Children What to Do?” 		11 Negotiation preparation #9 due by 12:00pm (noon).
Monte Carlo in-class activity. 		Reading Questions.
Difficult Conversations, Question 4 (p. 258ff), “How Does This Work With Someone Who Has All the Power—Like My Boss?”
Difficult Conversations, Question 5 (p. 264ff), “If I’m the Boss/Parent, Why Can’t I Just Tell My Subordinates/Children What to Do?”
Negotiation preparation #9 due by 12:00pm (noon).
Monte Carlo in-class activity.
10 10/31 (Sun) Reflection paper #5 due by 12:00pm (noon). 🎃 Reflection paper #5 due by 12:00pm (noon). 🎃
11/1 (Mon) Reading Questions.
Difficult Conversations, Chapter 5, “Have Your Feelings”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”. 		24 Reading Questions.
Difficult Conversations, Chapter 5, “Have Your Feelings”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
11/3 (Wed) Reading Questions.
Beyond Reason, Chapter 4, “Build Affiliation”. 		20 Negotiation preparation #10 due by 12:00pm (noon).
Buffalo Niagaras in-class activity. 		Reading Questions.
Beyond Reason, Chapter 4, “Build Affiliation”.
Negotiation preparation #10 due by 12:00pm (noon).
Buffalo Niagaras in-class activity.
11/5 (Fri) Reading Questions.
Beyond Reason, Chapter 5, “Respect Autonomy”. 		21 Reading Questions.
Beyond Reason, Chapter 5, “Respect Autonomy”.
11 11/7 (Sun) Reflection paper #6 due by 12:00pm (noon). ⏰ Reflection paper #6 due by 12:00pm (noon). ⏰
11/8 (Mon) Reading Questions.
Difficult Conversations, Chapter 6, “Ground Your Identity”. 		18 Reading Questions.
Difficult Conversations, Chapter 6, “Ground Your Identity”.
11/10 (Wed) Reading Questions.
Shell, “Relationships”. 		16 Negotiation preparation #11 due by 12:00pm (noon).
Walleye Pro Shop in-class activity. 		Reading Questions.
Shell, “Relationships”. Negotiation preparation #11 due by 12:00pm (noon).
Walleye Pro Shop in-class activity.
11/12 (Fri) Reading Questions.
Beyond Reason, Chapter 6, “Acknowledge Status”. 		21 Reading Questions.
Beyond Reason, Chapter 6, “Acknowledge Status”.
12 11/14 (Sun) Reflection paper #7 due by 12:00pm (noon). Reflection paper #7 due by 12:00pm (noon).
11/15 (Mon) Reading Questions.
Beyond Reason, Chapter 7, “Choose a Fulfilling Role”.
Optional: Beyond Reason, Chapter 10, “On Using These Ideas in the ‘Real World’”. 		26 Reading Questions.
Beyond Reason, Chapter 7, “Choose a Fulfilling Role”.
Optional: Beyond Reason, Chapter 10, “On Using These Ideas in the ‘Real World’”.
11/17 (Wed) Reading Questions.
Difficult Conversations, Chapter 7, “What’s Your Purpose?” 		16 Reading Questions.
Difficult Conversations, Chapter 7, “What’s Your Purpose?”
11/19 (Fri) Reading Questions.
Difficult Conversations, Chapter 8, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”. 		16 Reading Questions.
Difficult Conversations, Chapter 8, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
13 11/22 (Mon) 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” (mp3). 		22 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” (mp3).
11/24, 26 🦃 Fall Recess 🦃 🦃 Fall Recess 🦃
14 11/29 (Mon) Reading Questions.
Difficult Conversations, Chapter 10, “Expression”. 		16 Negotiation preparation #12 due by 12:00pm (noon). 🕎
Leadership House in-class activity. 		Reading Questions.
Difficult Conversations, Chapter 10, “Expression”.
Negotiation preparation #12 due by 12:00pm (noon). 🕎
Leadership House in-class activity.
12/1 (Wed) Reading Questions.
Beyond Reason, Chapter 3, “Express Appreciation”. 		27 Reading Questions.
Beyond Reason, Chapter 3, “Express Appreciation”.
Managing Difficult Situations (Unit #4)
 Managing Difficult Situations (Unit #4)
12/3 (Fri) Reading Questions.
Kantor, “Action Stances”. 		16 Reading Questions.
Kantor, “Action Stances”.
15 12/5 (Sun) Reflection paper #8 due by 12:00pm (noon). Reflection paper #8 due by 12:00pm (noon).
12/6 (Mon) Reading Questions.
Getting to Yes, Chapter 8, “What If They Use Dirty Tricks?” 		15 Reading Questions.
Getting to Yes, Chapter 8, “What If They Use Dirty Tricks?”
12/8 (Wed) Reading Questions.
Difficult Conversations, Chapter 11, “Problem-Solving”.
Getting to Yes, Chapter 7, “What If They Won’t Play?” 		38 Reading Questions.
Difficult Conversations, Chapter 11, “Problem-Solving”.
Getting to Yes, Chapter 7, “What If They Won’t Play?”
12/10 (Fri) Reading Questions.
Salacuse, “Real Leaders Negotiate”. 		3 Reading Questions.
Salacuse, “Real Leaders Negotiate”.
16 12/12 (Sun) Reflection paper #9 due by 12:00pm (noon). Reflection paper #9 due by 12:00pm (noon).

*Do not forget that there is an automatic 12-hour grace period after these due dates/times for finishing a reflection paper. (Please note that there is no grace period for the negotiation preparations.)