11.011 Art & Science of Negotiation
Spring 2011
Instructor: Lawrence E Susskind
TAs: Todd Edward William Schenk, Shomon Rubaiyat Shamsuddin
Lecture: TR2.30-4 (3-343)
Information:
Announcements
Final Exam instructions
Announced on 09 May 2011 1:46 p.m. by Shomon Rubaiyat Shamsuddin
Third Assignment due May 6
Here are the instructions for the third assignment.
Menehune Bay – Multi-party Mediated Negotiation
(1) Briefly describe what happened in the negotiation using the ideas and concepts we have discussed in the class. (2) Reflect on your own negotiation strategy in a multi-party mediated negotiation and how it differs from other types of negotiations. (3) To what extent did ethnic identity have anything to do with the outcome of the game?
Please do NOT list your name (or anyone else’s name) on the
assignment. Instead, use your student ID number to identify your
submission and to allow for blind evaluation. Each student should
complete the assignment individually. Submit the assignment via the
‘Homework’ section of the Stellar course website.
Length: 1-2 pages (single-spaced)
Due: Friday, May 6 at 5 p.m.
Announced on 03 May 2011 4:41 p.m. by Shomon Rubaiyat Shamsuddin
Blog, Grading, Final Exam, etc.
I just wanted to say that the blog posts have been very
thoughtful and interesting to read. Keep up the good work. I
encourage all of you to check the blog and participate in the
discussion. (Also, thanks for the helpful feedback on my
presentation.)
A few of you have asked about grading for the course, so I want to make sure everyone is on the same page. As indicated in the syllabus, evaluations are based on the following:
Three written assignments 35%
Final exam 30%
Instructions for the third assignment will be posted soon.
The final exam will be a 90 minute in-class written exam
based on the concepts and material we have covered in the
course. The format will be short essay questions. The
exam will be held on the last day of class, Thursday May 12. We
will provide more details in a few weeks.
Also, I have posted results from the class negotiation exercises, including the recent Neighborhood Care mediated negotiation, on the class Stellar site. I encourage you to review the results and learn from the approaches of other students in the class.
As always, please contact me if you have any
questions. See you Thursday.
Announced on 19 April 2011 11:09 p.m. by Shomon Rubaiyat Shamsuddin
Reminder: Questions and readings for Thursday 3/31
Professor Michael Wheeler from the Harvard Business School will provide a guest lecture on Thursday (3/31). He has assigned readings (posted on Stellar) and questions (see below) for class so please make sure you arrive prepared.
Please read the Swimming with Saints essay. With that as background, think of three specific ethical issues that have surfaced for you in the course thus far. Also, be prepared to discuss two things that you would NOT do in a negotiation, even though they might be advantageous. What principles lead you take that position?
1. Please read the Golden Rule case. If Jim Golden is successful in his approach to settling this case (and others like it), who gains? Does anyone lose?
2. If you were in Tony Salvatore's shoes, what are the pluses and minuses of responding to Golden's overtures? In the Win-as-much-as-you-can exercise (in our earlier class), we saw how making a cooperative move can generate mutual gains, but also risks exploitation. Is the same true here?
3. Is this approach only useful in this kind of case? Can you think of an equivalent move that might work in a deal-making context?
4. In the case, Jim Golden describes a connection between negotiators' aggressive behavior and their underlying fears. Do you think that's very common? How would we know one way or the other?
5. At another point he also compares his approach to "rock-hopping" across a stream or walking through a foggy terrain. Is this the really just a poetic way of describing making things up as we go along?
Announced on 30 March 2011 2:52 p.m. by Shomon Rubaiyat Shamsuddin
Second Assignment due March 10 at 12pm
The point of the Theotis Wiley negotiation exercise was to focus on creating value. The game was designed to provide you with opportunities to be creative and add value to the negotiation, in contrast with previous games that featured more constraints. How did you try to create value in your negotiation? What value creation strategies did or did not work, and why? Describe specific examples of added value that you created and analyze exactly how you did it. How could you have created even more value in the negotiation?
Please do NOT list your name (or anyone else’s name) on the assignment. Instead, use your student ID number to identify your submission and to allow for blind evaluation. Each student should complete the assignment individually. Submit the assignment via the ‘Homework’ section of the Stellar course website.
Length: 1-2 pages (single-spaced)
Also, remember to post a blog entry (http://www.negotiation101.org) about your experience with the Theotis Wiley exercise.
P.S. Negotiations in the news:
Announced on 03 March 2011 10:08 p.m. by Shomon Rubaiyat Shamsuddin
