|
|
|
Approaching Conflict (Unit #1)
|
|
|
1
|
8/27 (Sun)
|
|
Early-bird activities due by 11:59pm (midnight).
|
Early-bird activities due by 11:59pm (midnight).
|
|
|
8/28 (Mon)
|
Course Syllabus.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
Class Meeting Slide Deck
|
Hand to Hand
|
Course Syllabus.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
Class Meeting Slide Deck
In-Class Activity: Hand to Hand
|
|
|
8/29 (Tue)
|
|
Orientation activities due by 11:59pm (midnight). If you did all the early-bird activities, then you are already done with this too!
|
Orientation activities due by 11:59pm (midnight). If you did all the early-bird activities, then you are already done with this too!
|
|
|
8/30 (Wed)
|
Reading Questions.
de Montaigne, “One Man’s Profit is Another Man’s Loss”.
|
Oil Exports
|
Reading Questions.
de Montaigne, “One Man’s Profit is Another Man’s Loss”.
In-Class Activity: Oil Exports
|
|
|
9/1 (Fri)
|
Reading Questions.
Hobbes, Leviathan.
|
|
Reading Questions.
Hobbes, Leviathan.
|
|
2
|
9/3 (Sun)
|
|
Self-reflection #1 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #1 due by 11:59pm (midnight). (Submit here!)
|
|
|
9/4 (Mon)
|
🛠 Labor Day 🛠
|
🛠 Labor Day 🛠
|
|
|
9/6 (Wed)
|
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
|
Getzville Apartment
Negotiation preparation #1 due by 9:00am. (Submit here!)
|
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
In-Class Activity: Getzville Apartment
Negotiation preparation #1 due by 9:00am. (Submit here!)
|
|
|
9/8 (Fri)
|
Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
|
|
Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
|
|
3
|
9/10 (Sun)
|
|
Self-reflection #2 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #2 due by 11:59pm (midnight). (Submit here!)
|
|
|
9/11 (Mon)
|
Reading Questions.
Pruitt & Kim, “Nature and Sources of Conflict”.
Pruitt & Kim, “Strategic Choice”.
|
Tendencies When Faced With Conflict
|
Reading Questions.
Pruitt & Kim, “Nature and Sources of Conflict”.
Pruitt & Kim, “Strategic Choice”.
In-Class Activity: Tendencies When Faced With Conflict
|
|
|
|
From Bargaining to Principled Negotiation (Unit #2)
|
|
From Bargaining to Principled Negotiation (Unit #2)
|
|
|
9/13 (Wed)
|
Optional: Galinsky, “Should You Make the First Offer?”
|
Halfa Degheim Complex
Negotiation preparation #2 due by 9:00am. (Submit here!)
|
Optional: Galinsky, “Should You Make the First Offer?”
In-Class Activity: Halfa Degheim Complex
Negotiation preparation #2 due by 9:00am. (Submit here!)
|
|
|
9/15 (Fri)
|
🚨 Class Canceled 🚨
|
|
🚨 Class Canceled 🚨
|
|
4
|
9/18 (Mon)
|
🚨 Class Canceled 🚨
|
|
🚨 Class Canceled 🚨
|
|
|
9/20 (Wed)
|
🚨 Class Canceled 🚨
|
|
🚨 Class Canceled 🚨
|
|
|
9/22 (Fri)
|
Reading Questions.
Shell, “Your Goals and Expectations”.
|
|
Reading Questions.
Shell, “Your Goals and Expectations”.
|
|
5
|
9/25 (Mon)
|
Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
|
|
Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
|
|
|
9/27 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
|
|
Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
|
|
|
9/29 (Fri)
|
Optional: Shell, “Exchanging Information”.
|
Border Dispute
Negotiation preparation #3 due by 9:00am. (Submit here!)
|
Optional: Shell, “Exchanging Information”.
In-Class Activity: Border Dispute
Negotiation preparation #3 due by 9:00am. (Submit here!)
|
|
6
|
10/2 (Mon)
|
Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
|
|
Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
|
|
|
10/4 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
|
|
Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
|
|
|
10/6 (Fri)
|
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
|
Imperial Brewing Company
Negotiation preparation #4 due by 9:00am. (Submit here!)
|
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
In-Class Activity: Imperial Brewing Company
Negotiation preparation #4 due by 9:00am. (Submit here!)
|
|
7
|
10/9 (Mon)
|
🍁 Fall Break 🍁
|
🍁 Fall Break 🍁
|
|
|
10/11 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
|
|
Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
|
|
|
10/13 (Fri)
|
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
|
Baranski Sports Club
Negotiation preparation #5 due by 9:00am. (Submit here!)
|
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
In-Class Activity: Baranski Sports Club
Negotiation preparation #5 due by 9:00am. (Submit here!)
|
|
8
|
10/16 (Mon)
|
Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
|
Florence Mall Water Tower
|
Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
In-Class Activity: Florence Mall Water Tower
|
|
|
10/18 (Wed)
|
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
|
Buffalo Waterfront
Negotiation preparation #6 due by 9:00am. (Submit here!)
|
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
In-Class Activity: Buffalo Waterfront
Negotiation preparation #6 due by 9:00am. (Submit here!)
|
|
|
10/20 (Fri)
|
Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
|
Joint Venture Ultimatum
|
Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
In-Class Activity: Joint Venture Ultimatum
|
|
9
|
10/23 (Mon)
|
Optional: Rawls, “Procedural justice”.
|
Lake Erie Cleanup
Negotiation preparation #7 due by 9:00am. (Submit here!)
|
Optional: Rawls, “Procedural justice”.
In-Class Activity: Lake Erie Cleanup
Negotiation preparation #7 due by 9:00am. (Submit here!)
|
|
|
|
From Principled Negotiation to Conflict Resolution (Unit #3)
|
|
From Principled Negotiation to Conflict Resolution (Unit #3)
|
|
|
10/25 (Wed)
|
Optional: Stone, Patton & Heen, “Sort Out the Three Conversations”.
|
Let’s Go Hollywood
Negotiation preparation #8 due by 9:00am. (Submit here!)
|
Optional: Stone, Patton & Heen, “Sort Out the Three Conversations”.
In-Class Activity: Let’s Go Hollywood
Negotiation preparation #8 due by 9:00am. (Submit here!)
|
|
|
10/27 (Fri)
|
Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
|
|
Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
|
|
10
|
10/30 (Mon)
|
Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
|
|
Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
|
|
|
11/1 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
|
|
Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
|
|
|
11/3 (Fri)
|
Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
|
|
Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
|
|
11
|
11/5 (Sun)
|
|
Self-reflection #3 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #3 due by 11:59pm (midnight). (Submit here!)
|
|
|
11/6 (Mon)
|
Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
|
|
Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
|
|
|
11/8 (Wed)
|
Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
|
|
Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
|
|
|
11/10 (Fri)
|
Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
|
|
Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
|
|
12
|
11/12 (Sun)
|
|
Self-reflection #4 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #4 due by 11:59pm (midnight). (Submit here!)
|
|
|
11/13 (Mon)
|
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
|
Buffalo Niagaras
Negotiation preparation #9 due by 9:00am. (Submit here!)
|
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
In-Class Activity: Buffalo Niagaras
Negotiation preparation #9 due by 9:00am. (Submit here!)
|
|
|
11/15 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
|
|
Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
|
|
|
11/17 (Fri)
|
Optional: Stone, Patton & Heen, “How Does This Work With Someone Who Has All the Power—Like My Boss?”
Optional: Stone, Patton & Heen, “If I’m the Boss/Parent, Why Can’t I Just Tell My Subordinates/Children What to Do?”
|
Monte Carlo
Negotiation preparation #10 due by 9:00am. (Submit here!)
|
Optional: Stone, Patton & Heen, “How Does This Work With Someone Who Has All the Power—Like My Boss?”
Optional: Stone, Patton & Heen, “If I’m the Boss/Parent, Why Can’t I Just Tell My Subordinates/Children What to Do?”
In-Class Activity: Monte Carlo
Negotiation preparation #10 due by 9:00am. (Submit here!)
|
|
13
|
11/19 (Sun)
|
|
Self-reflection #5 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #5 due by 11:59pm (midnight). (Submit here!)
|
|
|
11/20 (Mon)
|
Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
|
Gratitude Tree
|
Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
In-Class Activity: Gratitude Tree
|
|
|
11/22, 24
|
🦃 Thanksgiving Break 🦃
|
🦃 Thanksgiving Break 🦃
|
|
14
|
11/27 (Mon)
|
Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
|
|
Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
|
|
|
11/29 (Wed)
|
Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
|
|
Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
|
|
|
12/1 (Fri)
|
Optional: Shell, “Relationships”.
|
Walleye Pro Shop
Negotiation preparation #11 due by 9:00am. (Submit here!)
|
Optional: Shell, “Relationships”.
In-Class Activity: Walleye Pro Shop
Negotiation preparation #11 due by 9:00am. (Submit here!)
|
|
15
|
12/4 (Mon)
|
Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
|
|
Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
|
|
|
12/6 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
|
|
Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
|
|
|
12/8 (Fri)
|
Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening” (mp3).
|
|
Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening” (mp3).
|
|
16
|
12/10 (Sun)
|
|
Self-reflection #6 due by 11:59pm (midnight). (Submit here!)
|
Self-reflection #6 due by 11:59pm (midnight). (Submit here!)
|
|
|
12/11 (Mon)
|
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
|
Leadership House
Negotiation preparation #12 due by 9:00am. (Submit here!)
|
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
In-Class Activity: Leadership House
Negotiation preparation #12 due by 9:00am. (Submit here!)
|
|
|
12/15 (Fri)
|
🚨 Final Class Meeting is Canceled 🚨
You may still do the following two social annotations activities to earn negotiation experience points:
Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
|
|
🚨 Final Class Meeting is Canceled 🚨
You may still do the following two social annotations activities to earn negotiation experience points:
Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
|
