Calendar | The Art and Science of Negotiation
| SES # | TOPICS | KEY DATES |
|---|---|---|
| Part I: Bargaining and Strategic Interaction | ||
| 1 | Introductions / Course Overview | |
| 2 | An Introduction to Bargaining | Exercise: Appleton vs. Baker |
| 3 | An Introduction to Bargaining (cont.) | |
| 4 | Exercises: Elmtree House | |
| 5 | Exercises: Malta | |
| 6 | Exercises: Patriot | |
| 7 | Exercises: Patriot Debrief | |
| Part II: Cooperation and Mutual Gains | ||
| 8 | Exercise: Sally Soprano | |
| 9 | Exercise: Table Talk Problem set 1 due |
|
| 10 | Exercise: HackerStar | |
| 11 | Exercise: HackerStar | |
| 12 | Exercise: Redstone | |
| 13 | Exercise: The Vineyard | |
| 14 | Exercise: Theotis Wiley | |
| 15 | Exercise: Theotis Wiley | |
| Part III: How Can We Shape the Game We Play? | ||
| 16 | Theotis Wiley | |
| 17 | Theotis Wiley (cont.) | |
| 18 | Negotiation and the Art of Listening Guest Lecture - Marianella Sclavi, University of Milan |
|
| 19 | Constructing Trust I | Exercise: Re-engineering Game Problem set 2 due |
| 20 | Theorizing Negotiation as Communication | Exercise: Zabian Game Discount Market Place (video clips) |
| 21 | Perspective Taking | Exercise: Weathers and Evans |
| 22 | Constructing Trust II | Exercise: Intersoft Argentina |
| Part IV: Big Cases | ||
| 23 | Escalation and Psychological Processes | Exercise: Three-Party Coalition Exercise |
| 24 | Coalitions | Problem set 3 due |
| 25 | Exercise: Harborco | |
| 26 | Summary | Final project due |
Project Content
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