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Course schedule

Dates, times, and topics for all three courses. Lecture slides and readings are available after you sign in.

Mon, Aug 24

Wed, Aug 26

  • Negotiations4:00 PM – 5:30 PMBATNA and Reservation Points

Mon, Aug 31

  • Negotiations4:00 PM – 5:30 PMAnchoring and First OffersTactics for Negotiations Presentation (5%)

Wed, Sep 2

  • Negotiations4:00 PM – 5:30 PMTactics for Negotiations: Presentations

Mon, Sep 7

  • Negotiations4:00 PM – 5:30 PMLabor Day - NO CLASS

Wed, Sep 9

  • Negotiations4:00 PM – 5:30 PMIn-Class Exercise: Simple Negotiation

Mon, Sep 14

  • Negotiations4:00 PM – 5:30 PMBargaining Session 1 – Preparation,Simple Negotiation Preparation Report (5%)

Wed, Sep 16

  • Negotiations4:00 PM – 5:30 PMBargaining Session 1 – Negotiation

Mon, Sep 21

  • Negotiations4:00 PM – 5:30 PMDistributive vs. Integrative NegotiationBargaining Session 1 – Negotiation Report (7.5%)

Wed, Sep 23

  • Negotiations4:00 PM – 5:30 PMPower and Influence

Mon, Sep 28

  • Negotiations4:00 PM – 5:30 PMFixed Assets Sales/Purchase Negotiation Exercise - Negotiation

Wed, Sep 30

  • Negotiations4:00 PM – 5:30 PMBaseball Stadium Rental Negotiation Case Bargaining Session 2 – PreparationFixed Assets Sales/Purchase Negotiation Exercise Report (5%)

Mon, Oct 5

  • Negotiations4:00 PM – 5:30 PMElections - NO CLASS

Tue, Oct 6

  • NegotiationsBargaining Session 2 – Negotiation

Wed, Oct 7

  • Negotiations4:00 PM – 5:30 PMCognitive Biases in NegotiationBargaining Session 2 – Negotiation Report (7.5%)

Mon, Oct 12

  • Negotiations4:00 PM – 5:30 PMThanksgiving - NO CLASS

Wed, Oct 14

  • Negotiations4:00 PM – 5:30 PMTestTest 1 (12.5%)

Mon, Oct 19

  • Negotiations4:00 PM – 5:30 PMEmotions in Negotiation; Trust, Reputation & Repeated Games

Wed, Oct 21

  • Negotiations4:00 PM – 5:30 PMThird-Party Intervention: Mediation & Arbitration; Agency Problems in Negotiation

Mon, Oct 26

  • Negotiations4:00 PM – 5:30 PMIndividual Interviews (one-on on with instructor)Reflection – Portfolio Report (5%) Reflection – Interview (5%)

Wed, Oct 28

  • Negotiations4:00 PM – 5:30 PMIndividual Interviews (one-on on with instructor)

Mon, Nov 2

  • Negotiations4:00 PM – 5:30 PMDeception, Lying & Information Asymmetry

Wed, Nov 4

  • Negotiations4:00 PM – 5:30 PMNike vs Foot Locker

Mon, Nov 9

  • Negotiations4:00 PM – 5:30 PMLabour Relations and Collective BargainingNike vs Foot Locker Submission (7.5%)

Wed, Nov 11

  • Negotiations4:00 PM – 5:30 PMLabour Relations and Collective Bargaining Session 3 – Negotiation

Mon, Nov 16

  • Negotiations4:00 PM – 5:30 PMHardball TacticsBargaining Session 3 – Negotiation Report (7.5%)

Wed, Nov 18

  • Negotiations4:00 PM – 5:30 PMUEA Exams - NO CLASS

Mon, Nov 23

  • Negotiations4:00 PM – 5:30 PMCostco vs. Coca-Cola / Section vs. Section – Preparation

Wed, Nov 25

  • Negotiations4:00 PM – 5:30 PMCostco vs. Coca-Cola / Section vs. Section – Negotiation in N-521 (UB)

Mon, Nov 30

  • Negotiations4:00 PM – 5:30 PMMultiparty and Team Negotiations

Wed, Dec 2

  • Negotiations4:00 PM – 5:30 PMBargaining Session 4 – PreparationCostco vs. Coca-Cola Report (5%)

Mon, Dec 7

  • Negotiations4:00 PM – 5:30 PMBargaining Session 4 – Negotiation

Wed, Dec 9

  • Negotiations4:00 PM – 5:30 PMThe Ask GapBargaining Session 4 – Negotiation Report (7.5%)

Thu, Dec 10

  • NegotiationsTestTest 2 (12.5%)