[FR] = Amazon logo Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books, 1991. ISBN: 9780140065343.

[DS] = Amazon logo Fisher, Roger, and Daniel Shapiro. Beyond Reason: Using Emotions as You Negotiate. Penguin Books, 2006. ISBN: 9780143037781.

[LR] = Amazon logo Lewicki, Roy J., et al. Essentials of Negotiation. 3rd ed. Mc Graw-Hill, 2003. ISBN: 9780072545821.

[TL] = Amazon logo Thompson, Leigh L. The Mind and Heart of the Negotiator. 4th ed. Prentice Hall, 2008. ISBN: 9780131742277.

1 Introduction to Negotiations No readings.
2 Slicing the Pie: How to Win

[LR] Chapter 3: Strategy and Tactics of Distributive Bargaining. pp 59–94.

[LR] Chapter 7: Finding and Using Negotiation Power. pp. 149–65.

3 Expanding the Pie: How Both Parties Can Win [FR] Chapters 1–5.
4 The Negotiator's Dilemma and Discovering your Style

[FR] Chapters 6–8.


[TL] Appendix 4: Negotiating a Job Offer. pp. 375–82.

5 Difficult Tactics and Overcoming Obstacles to Win-Win [DS] pp. 3–51 and 72–93.
6 The Centrality of Relationships [DS] pp. 52–71 and 94–114.
7 Cross-Cultural Negotiations Salacuse, Jeswald W. "Ten Ways that Culture Affects Negotiating Style: Some Survey Results." Negotiation Journal 14, no. 3 (1998): 221–40.
8 Autonomy and Status Amazon logo Ury, William. "Disarm Them: Step to their Side." Chapter 2 in Getting Past No: Negotiating in Difficult Situations. Bantam, 1993, pp. 35–57. ISBN: 9780553371314.
9 Multiparty Negotiations and Coalitions [TL] Chapter 9: Multiple Parties, Coalitions, and Teams. pp. 218–30.
10 The Power of Fairness and Ethics in Negotiations

[LR] Chapter 8: Ethics in Negotiation. pp. 167–85.

Reitz, H. Joseph, et al. "Ethics in Negotiation: Oil and Water or Good Lubrication?" Business Horizons 41, no. 3 (1998): 5–14.

11 Internal Negotiations Amazon logo Stone, Douglas, Bruce Patton, and Sheila Heen. Difficult Conversations: How to Discuss What Matters Most. Viking Adult, 1999, pp. 3–20.
12 Student-Led Simulations and Presentations No readings.
13 Wrapping It All Up No readings.