NOTE: CONTENT IS NOW ON CANVAS. THIS WEBSITE IS AVAILABLE FOR THOSE WHO DO NOT HAVE ACCESS TO CHALK AND MAY NOT BE FULLY UP TO DATE.

Week 1 (Introduction and Overview)

Note: A strict requirement for the course is that students attend the first class. If you are interested in the class and on the waitlist, you must still attend the first session.

 

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 on Canvas.

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/survey1.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 Tuesday, March 27, 10:00 AM.

The questions are found below for your convenience.

- When did you take the "basic" negotiation course (38103--"Strategies and Processes of Negotiation")?

- Indicate last employer and position

- Education (including degrees, concentrations, and school)

- What are the three most important lessons you learned in 38103 (or your equivalent 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?