Weeks One and Two (05 and 12 January).   An introduction to the course.  A "bargaining" experience.  Initial thoughts on conflict and dispute resolution.  Dispute resolution systems; definitions of bargaining, negotiation, and the "negotiation situation."  Negotiation as conflict  and dispute engagement.  Theoretical and empirical foundations of dispute resolution.  Game and exchange theories.  The nature of distributive bargaining: competition, self interest, and "win-lose."  The nature of integrative bargaining: collaboration, mutual interest, and "win-win."  MGB - Mutual gains bargaining.
READINGS: Lewicki, Saunders, & Minton, Negotiation, Chapters 1, 3, and 4 (hereafter referred to as LSM).  **Putnam, L.L. (1994). Challenging the assumptions of traditional approaches to negotiation. Negotiation Journal, 10,  337-346.  Fisher, Ury, and Patton, Getting to Yes.  New York: Penguin (especially Chapters 1 through 6). **Friedman,  R. A. (1994).  Missing ingredients in mutual gains bargaining theory. Negotiation Journal, 10, 265-280.

Weeks Two and Three (14 and 21 January).  MGB continued.  Planning and preparing to negotiate.  Analyzing negotiation situations.  The pre-negotiation" phase.  Structural features of negotiation.  Communication, argument, and influence.
READINGS: LSM, Chapters 2 and 5.   **Putnam, L. L., & Holmer, M. (1992).  Framing, reframing, and issue development.  In L   L. Putnam & M. E. Roloff (eds.), Communication and Negotiation, Sage, pp. 128- 155.   **Walker, G. B. (1988).  Bacharach and Lawler's theory of argument in bargaining: A critique.  Journal of the American Forensic Association, 24, 218-232.  ** Hermann, G. M. (2003).  Negotiating culture: Conflict and consensus in U.S. garage sale bargaining. Ethnology, 42, 237-252.  ** Lax, D. A., & Sebinius, J. K. (2003).  3-D negotiation: Playing the whole game.  Harvard Business Review, November, 65-74.
19 JANUARY - Honoring the life and legacy of Dr. Martin Luther King, Jr. (no class).

Week Four (26 and 28 January).   Individual factors and cognitive biases in negotiation. Cultural and gender variables.  The characteristics of effective negotiators.  READ: LSM, Chapters 5, 10, 11, and 12.  ** Neale, M. A., & Bazerman, M. H. (1992).  Negotiating rationally: The power and impact of the negotiator's frame. Academy of Management Executive, 6, reprinted in  Currall, S. C. et al., eds., (1993).  Power and Negotiation in Organizations: Readings, Cases, and Exercises, pp. 197- 205 (hereafter referred to as Currall).
** Watson, C.  (1994).  Gender versus power as a predictor of negotiation behavior and outcomes.   Negotiation Journal, 10, 117-127.  ** Williams, G. R. (1993).  Style and effectiveness in negotiation.  In L. Hall (ed.), Negotiation: Strategies for Mutual Gain (pp. 151-174).  Sage.   ** Craver, C. B. (2003).  Negotiation styles: The impact on bargaining transactions.  Dispute Resolution Journal, February/April, 49-55.  ** Sebinius, J. K. (2001).  Six habits of merely effective negotiators.  Harvard Business Review, April, 87-95.
BARGAINING EXPERIENCE (garage sale, flea market) PAPER DUE 26 JANUARY.

Week Five (02 and 04 February).   Intangibles in negotiation: Power and face.  READ:  LSM, Chapters 6, 8, and 10.   ** Bacharach,  & Lawler, E. (1986). Power dependence and power paradoxes in bargaining.  Negotiation Journal, 2, 167-174.  ** Rubin, J. Z., & Zartman, I. W. (1995).  Asymmetyrical negotiations: Some survey results that may surprise. Negotiation Journal, 11, 349-364.   **Daniels, S. E., & Walker, G. B. (1995).  Managing local environmental conflict amidst national controversy. International Journal of Conflict Management, 6, 290-311.

Week Six - 09 February  - EXAM EXPERIENCE THE MIDTERM.
Week Six - 11 February - Negotiation Simulation Session 1.  NOTE: The negotiation simulation materials will be distributed and teams assigned during the first 20 minutes of class on 11 February.

Week Seven (16 February).     Ethical considerations in negotiation.  Lying, bluffing, deception.
READ: LSM, Chapter 7.  ** Lax, D. A. & Sebinius, J. K. (1986).  Three ethical issues in negotiation. Negotiation Journal, 2, 263-370. ** Friedman, R. A., &  Shapiro, D. L. (1995).   Deception and mutual gains bargaining: Are they mutually exclusive? Negotiation Journal, 11, 243-254. ** Shell, G. R. (1991).   When is it legal to lie in negotiations? Sloan Management Review, reprinted in Currall, pp. 387-395.  ** Donohue, W. A., & Roberto, A. J. (1996).  An empirical examination of three models of integrative and distributive bargaining.  International Journal of Conflict  Management, 7, 209-229.
Week Seven - 18 February  -  Negotiation Simulation Session 2.

Week Eight (23 February).   Labor-management negotiation.  Can "mutual gains" work?
READ: ** Ancona, D. G., Friedman, R. A., & Kolb, D. M. (1991).  The group and what happens on the way to "Yes."  Negotiation Journal, 7, 155-174. ** Hunter, L.  W., & McKersie, R. B. (1992).  Can 'mutual gains' training change labor-management relationships? Negotiation Journal, 8, 319-330.
Week Eight - 25 February - Negotiation Simulation Session 3.

Week Nine - 01 March - Negotiation Simulation Session 4.
INTERVIEW/RESEARCH CRITIQUE/BOOK CRITIQUE PAPER DUE 01 March.
Week Nine - 03 March - Negotiation Simulation Session 5.

Week Ten (08 and 10 March).    Legal negotiation.  Business, commercial, and consumer negotiation.  Putting theory into practice:  Negotiating the purchase of a car.  Course evaluation and distribution of the final exam.  Viewing of a video case study of negotiation (tied to some final exam questions (tentative).
READ:  LLMS, Chapters 9 and 13.  **Craver, C. B. (1988).  Negotiation techniques.  Trial, reprinted in Currall, pp. 297-304.
TEAM NEGOTIATION PAPER DUE - 12 March - 1700 AT SHEPARD HALL 104.

Week Eleven (18 Mar).  Exam the last (take-home version) is due at Shepard 104 (Speech Communication Department office). . . 1200 THURSDAY.  The in-class option will take place in Shepard 106 from 1400-1600 THURSDAY.

COMM 542: The final session of the book critique presentations will take place during the final exam period or at another time to be determined.  COMM 542 students may meet each Wednesday at 0800 at Piazza Coffee Shop on Monroe (or another coffee place on Monroe), beginning in Week Four (optional).