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LNCR-565: Negotiations and Conflict Resolution Report a Broken Link

Though we all engage in negotiations, we often miss opportunities to capture and build tangible and intangible value. The aim of this course is to improve your understanding of negotiation strategies and processes. While focusing on business negotiation, you will learn about the preparation and techniques for specific strategies, including how to better understand yourself and the other parties. You will be introduced to the role and types of third-party intervention for negotiations and conflict resolution. Issues related to cross-cultural negotiations will also be addressed.
 

Required Readings

Lesson 1

Reading 1: Ware, J. P. (1980). Bargaining strategies: Collaborative versus competitive approaches. HBS No. 9-480-055. Harvard Business School Publishing.

Lesson 2

Reading 2: McKersie, R. B., Eaton, S. C., & Kochan, T. A. (2004). Kaiser Permanente: Using interest-based negotiations to craft a new collective bargaining agreement. Negotiations Journal, 20(1), 13–35.

Lesson 3

Reading 3: Brett, J. M., Friedman, R., & Behfar, K. (2009). How to manage your negotiating team. Harvard Business Review, 87(9), 105–109.
Reading 4: Kolb, D. M., & Williams, J. (2001). Breakthrough bargaining. Harvard Business Review, 79(2), 88–97.
Reading 5: Sebenius, J. K. (2001). Six habits of merely effective negotiators. Harvard Business Review, 79(4), 87–95.

Lesson 4

Reading 6: Sebenius, J. K. (2002). The hidden challenge of cross-border negotiations. Harvard Business Review, 80(3), 76–85.
Reading 7: Melik, J. (2012, December 10). International arbitration: 'Marriage guidance for business.' BBC World Service. http://www.bbc.com/news/business-20637966

Supplementary Readings

Lesson 2
Consensus Building Institute. (n.d.). The mutual gains approach to negotiation. https://www.cbi.org/article/mutual-gains-approach/
Lesson 4
Sarkar, A. N. (2010). Navigating the rough seas of global business negotiation: Reflection on cross-cultural issues and some corporate experiences. International Journal of Business Insights & Transformation, 3(2), 47–61.
Meyer, E. (2015). Getting to si, ja, oui, hai, and da. Harvard Business Review, 93(12), 74–80.
Pimsleur Approach. (2011). Hand Jive: Top 7 common American hand gestures that can get you in trouble abroad [Video]. YouTube. https://www.youtube.com/watch?v=OWFPHW7BCCI
Mediation Center of Greater Green Bay & University of Wisconsin-Green Bay. (2013, March 28). Tenant-landlord mediation [Video]. YouTube. https://youtu.be/j6JEpg10pbw [20:34]