Week 5
PART A
Read: Ralph L. Keeney and Howard Raiffa, Structuring and Analyzing Values for Multiple-Issue Negotiations in H. Peyton Young, Negotiation Analysis (1991), 131-151.
Note: You should also be finished with Getting Past No.
PART B
Prepare: Moms.com: Confidential Instructions for Terry Schiller OR Moms.com: Confidential Instructions for Kim Taylor
You will assume the role of either Terry Schiller or Kim Taylor in the negotiation for a television program, Moms.com. Each player should first understand his or her side of the bargaining problem, intuit a bit about the other side, and map out a rough strategy for negotiations. When you arrive at class, you will be given the pairing assignment and time to negotiate and submit your results.
Please complete the web survey before class: http://faculty.chicagobooth.edu/George.Wu/survey/neg5.html
As usual, the material you have received describing your role is to be treated as strictly confidential. During the negotiations, you may wish to reveal some of this material to the other side, but the rules of the game do not permit you to show your actual written confidential instructions to the other side. Negotiate as if your counterpart will never know your confidential instructions. It is up to you to decide how to represent your positions and interests.
PART C (*)
Your first reflection report is due. Instructions were provided in class.