77E25000 - Business Negotiations, 24.04.2019-22.05.2019

Topic outline

• 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.
  

  • Select activity Lecturer inputs

    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

    Download folder

    • Lecturer inputs
      • 1. Choosing an initial negotiation strategy.pdf
      • 2. The principled approach to negotiation.pdf
      • 3. ZOPA Zone of Possible Agreement.pdf
      • 4. The MGA negotiation process.pdf
      • 5. Cultural dimensions of negotiation.pdf
      • 6. Questions as a negotiation tool.pdf
      • 7. Preparing to negotiate using MGA.pdf
  • Select activity Articles

    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

    
    

    Download folder

    • Articles
      • BATNA basics Boost your power at the bargaining table.pdf
      • Dealing with difficult people.pdf
      • Making the most of your power.PDF
      • Power in negotiation, Ch 9, Lewicki et al 1997.pdf
      • Trips and tips for negotiation self-defense.pdf