mgt 448 - NEGOTIATION
SPRING 2005, MOD III
(updated 01-12-05)
Instructor: Nathan Goates
Office: 300H Management Hall
Phone: 322-6039
COURSE DOCUMENTS
Current (12/28/04) syllabus part 1 & part 2 (PDF format)
(Alternatively, view the syllabus part 1 & part 2 in html--however I suggest PDF for printing.)
Assignment descriptions:
(1) feedback/analysis assignment
(due the class period after debrief for Sally Soprano, Bestbooks/Paige Turner, Connecticut Valley School, and optionally, Bullard Houses.)
(2) real world negotiation assignment
ONLINE READINGS
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WEEK 1
Monday, Jan 10:
The Mall Where Every Price is Negotiable. New York Times Magazine, June 11, 2000.
Wednesday, Jan 12:
The Way Forward in the Middle East. New York Times, June 9, 2002.
After Shunning Arafat, Sharon Extends Olive Branch to Abbas. New York Times, Jan 12, 2005.
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WEEK 2
Monday, Jan 17:
Good Sitcom Is Rare, And Actors Know It. New York Times, Aug 25, 2003.
Wednesday, Jan 19:
Bruce Barry's introductory background note for the Griffey case. Bulk of case in text on page 647.
(This is the same as is printed in the text with the inclusion of links to player data since trade.)
Recent (sort of) articles updating Griffey, Bowen, Reds situation (quickly browse):
Game is All Business for Griffey. New York Times, June 18, 2002.
(Griffey's feelings on baseball and his recent performance, injuries.)
Griffey's Stellar Play Diminished by Injuries. New York Times, July 20, 2003.
(Updated Griffey status; just read first half.)
Reds Fire Bowden and Boone. New York Times, July 29, 2003.
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WEEK 3
Monday, Jan 24:
No online readings.
Wednesday, Jan 26:
How to Negotiate Pay in a Tough Economy. Wall Street Journal, Mar 29, 2004.
Negotiating a Job Offer: Points of Entry. MBA Jungle, Dec 17, 2002.
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WEEK 4
Monday, Jan 31:
Related to the film "Final Offer"... Chronicles negotiations between automakers and the
Canadian Auto Workers in 2002, the most recent contract negotiation cycle.
Canadian Union Picks GM for First Talks. New York Times, Sept 6, 2002.
GM and Canadian Workers Reach Pact, Averting Strike. New York Times, Sept 18, 2002.
Ford Reaches Agreement with Union in Canada. New York Times, Oct 1, 2002.
Wednesday, Feb 2:
A biographical article on Buzz Hargrove, Bob White's successor in the CAW:
Saber-Rattler in Labor's Corner. New York Times, Sept 22, 2002.
And this HBR piece on international negotiation:
The Hidden Challenge of Cross-Border Negotiations. Harvard Business Review, Mar 2002.
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WEEK 5
Monday, Feb 7:
No online readings.
Wednesday, Feb 9:
Betting on the Future: The Virtues of Contingent Contracts. HBR, Sept-Oct 1999.
Friday, Feb 11 (special guest speaker):
Readings to be announced.
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WEEK 6
Monday, Feb 14:
No online readings.
Wednesday, Feb 16:
Six Habits of Merely Effective Negotiators. HBR, Apr 2001.
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WEEK 7
Monday, Feb 21:
The NunBun. www.bongojava.com
(Be sure to read the last ten or so paragraphs.)
Wednesday, Feb 23:
No online readings.