Översikt

  • Readings

    The readings deal with key negotiation theories and frameworks based on some of the best sources available: Getting to Yes, Fisher, Ury & Patton; Getting ready to negotiate: a step by step guide to preparing for any negotiation, Fisher and Ertel; The New Negotiating Edge, Kennedy; Essentials of Negotiation, Lewicki, Saunders & Minton; Negotiation, Harvard Business Essentials; 3D Negotiation, Lax and Sebenius; The Streetsmart Negotiator, Mills; Built to Win, Movius and Susskind.

    • Lecturer inputs


      Pre-course readings
      Input 1: Choosing an initial negotiation strategy (pre-course reading)
      Input 2: The principled approach to negotiation (pre-course reading)
      Input 3: ZOPA Zone Of Possible Agreement (pre-course reading)

      During the course
      Input 4: The MGA negotiation process
      Input 5: Cultural dimensions of negotiation
      Input 6: Questions as a negotiation tool
      Input 7: Preparing to negotiate using MGA

    • Articles


      Harvard Business Review does not allow its articles to be linked directly into any learning environments. I've managed to get the links for some of the HBR articles but you may well have to access most of them via Aalto library / e-journals / Harvard Business Review.

      Pre-course readings

      1. BATNA Basics:Boost your power at the bargaining table (PON Harvard Law School / Free report)


      During the course

      1. Brooks, A (2015). Emotion and the art of negotiation. Harvard Business Review. Access via: https://aalto.finna.fi/Browse/Journal?lookfor=Harvard%20Business%20Review&lng=fi
      2. Brett, J., Friedman, R. and Behfar, K. (2009). How to manage your negotiating team. Harvard Business Review. Unable to form direct link. Access via: https://aalto.finna.fi/Browse/Journal?lookfor=Harvard%20Business%20Review&lng=fi
      3. Cialdini, R. (2001). Harnessing the science of persuasion. Harvard Business Review. http://bib.fi/BhAT8A 
      4. Dalto, R and Dalton, C (2011). Trips and tips for negotiation self-defense: Forewarned is forearmed
      5. Earley, C. and Mosakowski, E. (2004). Cultural intelligence. Harvard Business Review. http://bib.fi/bXcgHA
      6. Fisher & Shapiro (2005). Address the concern, not the emotion. An excerpt from "Beyond Reason: Using Emotions as You Negotiate" by Roger Fisher and Daniel Shapiro. Dispute Resolution Journal Feb-Apr 2006, Vol.61(1), pp.44-45,89
      7. Govindarajan,V. and Gupta, A. (2001). Building an effective global business team. MIT Sloan Management Review.
        https://sloanreview.mit.edu/article/building-an-effective-global-business-team/  or
        http://bib.fi/08G3yg
      8. Kolb, D. and Williams, J. (2001). Breakthrough bargaining. Harvard Business Review. http://bib.fi/sdglzw 
      9. Lax, D. and Sebenius, J. ( 2002). 3-D negotiation: Playing the whole game. Harvard Business Review. Unable to form direct link. Access via: https://aalto.finna.fi/Browse/Journal?lookfor=Harvard%20Business%20Review&lng=fi
      10. Olekalns, M. & Druckman, D. (2014). With Feeling: How Emotions Shape Negotiation. Negotiation Journal, 30 (4), 455-478.
      11. Sebenius, J. (2002). The hidden challenge of cross-border negotiations. Harvard Business Review. http://bib.fi/XLPzug 
      12. Williams, G. and Miller, R. (2002). Change the way you persuade. Harvard Business Review.  http://bib.fi/ckQpuA

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