Mgt. 448
Negotiation

Fall 2009, Mod 1

Professor Bruce Barry
Owen Graduate School of Management

Vanderbilt University


Course Documents

Syllabus (pdf file) (rev. 1-Jul-09)

Analysis/Feedback Writeup Assignment (pdf file)

Real World Negotiation Assignment (pdf file)


Online Readings

Important Notes About Online Readings

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For class on Tuesday, August 25:

Good Sitcom Is Rare, And Actors Know It. New York Times, August 25, 2003.
[on the hardball tactics that TV situation comedy actors and studios use on each other]


For class on Thursday, August 27:

Betting on the Future: The Virtues of Contingent ContractsHarvard Business Review, Sept.-Oct. 1999.


For class on Thursday, September 3:

Related to the film "Final Offer," here's an article describing negotiations between automakers and the Canadian Auto Workers union during the last contract negotiation round in spring 2008:

Canadian Auto Workers, General Motors Agree on Contract. MLive, May 15, 2008.

Here is a 2002 profile of Buzz Hargrove, who replaced Bob White in the CAW union leadership role (he was one of White's lieutenants in the film) and led the CAW from 1992 until his retirement in 2008:

Saber-Rattler in Labor's CornerNew York Times, Sept. 22, 2002

Here's an article on the situation facing the CAW in early 2009 as the North American auto industry tries to find its way out of the tank:

Change is Just Beginning. Financial Post, January 20, 2009.


For class on Tuesday, September 15:

The Hidden Challenge of Cross-Border Negotiations. Harvard Business Review, March 2002


For class on Thursday, September 17:

Negotiating a Job OfferThe Mind and Heart of the Negotiatior (2nd edition, excerpt), 2008.

Making a Deal: OK, They Want to Hire YouWall Street Journal, Feb. 27, 1995.


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Last update 1-Jul-09