Week 1
Read: Syllabus The syllabus is designed to address many questions about this course that might be the subject of some confusion. Do you have any remaining questions about the purposes, philosophy, or mechanics of Negotiation? Be prepared to say what a z-score is and whether it affects your grade in Negotiation.
PART B
Read: James K. Sebenius, “Six Habits of Merely Effective Negotiators”, Harvard Business Review, (April 2001). This article is available on chalk: https://chalk.uchicago.edu/ (Make sure that you use your UChicago, not your Chicago Booth, login).
The Sebenius article presents some common negotiation mistakes. It also sets up the course by introducing many of the concepts we will develop during the week. As you read the article, try to take an objective look at your own negotiation tendencies, and reflect upon which of the mistakes you have made in the past.
PART C
Read: C.K. Coolidge, Inc. (Abridged) (HBS Case 9-607-006).
C.K. Coolidge (CKC), a chemical manufacturer, is being sued for patent infringement. Plaintiffs are the patent holder and its sole licensee who is also a CKC competitor. An analyst at CKC has performed a break-even analysis, balancing the costs of going to court with settling out-of-court. CKC is planning its negotiating strategy.
Questions:
l. Who are the parties or “sides” in this negotiation?
2. What are the interests of each party?
3. If no agreement is reached, what are the consequences to each party?
4. What are some possible agreements?
5. What is your recommended negotiation strategy for C.K. Coolidge?
6. Stated as a royalty percentage of past and future sales, what outcome do you think will result from your strategy? Why?
( ) < 3% ( ) 3-3.99% ( ) 4-4.99% ( ) 5-5.99% ( ) 6-6.99% ( ) 7-7.99% ( ) > 7.99%
Read: George Wu (1994). "Decision Analysis" (HBS case 9-894-004). Optional reading as needed
It is presumed that you have basic knowledge of decision analysis (decision trees). If you do not, please read this note.
PART E
Read: Robert Cialdini, “Harnessing the Science of Persuasion”, Harvard Business Review (October 2001).
The Cialdini reading describes reciprocity, one mechanism for social influence. What relevance does reciprocity have for negotiation?
PART F
Please complete the computer surveys at:
The survey is a general survey to help me to get to know you. Please complete the survey by Tuesday, January 7, 5:00 pm.
- Indicate last employer and position
- Education (including degrees, concentrations, and school)
- Reflect of the major negotiations you have made in the past. What are the three major difficulties you have encountered in your past negotiations?
- What three things would you most like to improve about your negotiations?
- Tell me one or two interesting things about yourself that will help me to get to know you?
- Compared to the other students in this class, how do you rate in ability to... (Choose one [90+ percentile is best])
1. Get along with people?
2. negotiate?
3. communicate?