Class 1 (Introduction and Overview)

PART A

Read:     Syllabus   Read the syllabus carefully.  I will answer any questions you have in class.

PART B

Read: James K. Sebenius, "Six Habits of Merely Effective Negotiators", Harvard Business Review, (April 2001) (Available through Chalk)

NOTE ON CHALK

• Login to CHALK: https://chalk.uchicago.edu/webapps/portal/frameset.jsp
• If you are unable to login– you may need to re-certify your CNET ID. (CNET ID tends to be your first initial and your last name)
• This link has all information to activate your CNET ID again OR help with your password if forgotten: https://itservices.uchicago.edu/node/2186
  

The Sebenius article presents some common negotiation mistakes. Which of these mistakes do you believe you make? Are there other mistakes you've learned about during your introductory negotiation class?

PART C

Read: David A. Lax and James K. Sebenius, 3-D Negotiation, Introduction and Chapters 1 and 2.

Lax and Sebenius serves as a "textbook" for this course. Although we will not use this as a framework for the course, the ideas in this book should probe you to take a deeper and broader perspective to negotiation.

Preparation Question:

1. How does the 3-D Negotiation framework differ from frameworks found in standard negotiation books? Can you think of a negotiation that you've been involved in which attention to either deal design or setup (rather than just tactics) might have produced different results?

PART D

Please complete the computer survey at:

http://faculty.chicagobooth.edu/George.Wu/survey1x.html

The survey is a general survey to help to get me to know you. I also ask you to provide some specifics about what you learned in your basic negotiation class and what you hope to learn in this class.

Please complete the survey by Sunday, August 16, 9:00 PM.

The questions are found below for your convenience.

- Indicate last employer and position

- Education (including degrees, concentrations, and school)

- What are the three most important lessons you learned in your basic negotiation class?

- What three things do you hope to learn in this class to help you negotiate better?

- What application area of negotiation are you interested in (check all that apply)?

Agent, Human_Resources, Internal_Corporate, Labor, Mergers_and_Acquisitions, Private_Equity/Venture_Capital, Salary, Sales, Service, Sports, Strategic_Alliances/Joint_Ventures

- Tell me one or two interesting things about yourself that will help me to get to know you?

PART E

Read:        Cementownia Odra (A) (HBS 895-004) and either
                  Tomasz Budziak (HBS 895-006)   OR   Hans-Hugo Miebach (HBS 895-007)

In 1993, Cementownia Odra was the first firm privatized in the Polish cement and lime sector.  You — in the role of either Hans-Hugo Miebach, a German investor, or Tomasz Budziak, a representative of the Polish Ministry of Privatization — will negotiate the terms for the sale of Odra.  You should read the common information in the (A) case and your own confidential information. 

Both are available through Chalk (go to Course Material on left hand side and then choose Class 1). You will also find a supplementary exhibit and spreadsheet that you might find useful in helping you value your deal. (The spreadsheet is password-protected with the password given in the supplementary exhibit.)

You will receive your pairings during today’s class.

You should familiarize yourself with the scoring system illustrated in Exhibit A of your cases.  Be sure that you understand how these surpluses were calculated, and be prepared to perform a similar calculation for any deal that you regard as possible.

Please complete the web survey by Monday, 9:00 AM: http://faculty.chicagobooth.edu/George.Wu/survey/odrax.html

This constitutes your prep note. Please keep a copy for yourself of any information you may use during your negotiation.