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GRADUATE PROGRAM IN COEXISTENCE AND CONFLICT

HS244a – Responsible NegotiationAlain Lempereur, Alan B. Slifka Professor in Coexistence and Conflict Resolution

Class Time: Fall 2015, Friday, 2:00 pm – 4:50 pm Location: Heller, 163

Contact information for Prof. LempereurFall Office Hours: Please use the following Google Dochttps://docs.google.com/a/brandeis.edu/spreadsheet/ccc?key=0AtAlaRbT-Fa5dDhKSnBRdW52SzFIMHBya3ZXdGdBY1E&usp=drive_web#gid=4Office: Heller School Building, #106Email: [email protected]: x 63959Skype ID: Alain-Lempereur Contact information for Rebecca Herrington, TAEmail: [email protected] Skype ID: XXX

Course DescriptionEveryone negotiates on a daily basis, but how can we do it responsibly? This inquiry on self and others as negotiators can be conducted in projects, contracts, conflicts or crises, but also in everyday conversations, when we are engaged with people, problems and processes. How can we examine our behaviors, attitudes, norms and values, and lever our actions? This course provides concepts, observations and suggestions to improve analytical and operational negotiation skills as individuals and as members of complex organizations, cultures and systems; but it also sets the foundations on how to do first things first, i.e. how to make the right moves at the right time in order to foster the right decisions and to achieve ad hoc implementation.

Negotiators can model the right moves. They can leverage quality relationships, before any other action, putting people first. They can structure an effective process before and during problem solving, introducing and concluding meeting properly, and managing the flow of the conversation. They can prepare before meetings and debrief afterwards, adjusting the mandate and implementing deals with principals and teams. Their communication can further common understanding and information sharing, with active perceiving of verbal and nonverbal cues and questioning to increase empathy, before active persuading to assert needs, motivations and interests. Through cooperation, negotiators can also enlarge the pie for more joint value – economic, social, environmental, etc. –, before allocating a fair share to each. The goal is for members of this class to embark on a common journey on how to act as more responsible negotiators.

The Heller School for Social Policy and

mailto:[email protected]

mailto:[email protected]

https://docs.google.com/a/brandeis.edu/spreadsheet/ccc?key=0AtAlaRbT-Fa5dDhKSnBRdW52SzFIMHBya3ZXdGdBY1E&usp=drive_web#gid=4

https://docs.google.com/a/brandeis.edu/spreadsheet/ccc?key=0AtAlaRbT-Fa5dDhKSnBRdW52SzFIMHBya3ZXdGdBY1E&usp=drive_web#gid=4

ObjectivesExploring responsibilityThe course examines how to integrate a multi-layer responsibility as a permanent drive in negotiation, i.e. to care for the people, to solve problems and to facilitate an empowering process. People Care

◦ Put people first (needs, proximity, diversity, identity, gender, culture, etc.). ◦ Aim for long-term relationship (and overcome difficult behaviors).◦ Map all relevant stakeholders in their complexity (including those who are not at

the table: principals, implementers, other constituency, the disenfranchised, the neighbors, the next generation, a universal audience, etc.).

Problem Solving◦ Leverage values (ethics, integrity, social justice, coexistence, etc.) beyond

economic value or procedural justice in the search for fair solutions.◦ Look for broad acceptability of solutions, which are responding optimally to the

underlying problems, broadly beneficial and open to ongoing review. ◦ Achieve positive impact of the solution on stakeholders and the general

environment to be peaceful, caring, green, sustainable, etc. Process Facilitation

◦ Empower all stakeholders from convening to implementing. ◦ Carry on a facilitative process to build ownership and carry on the agreement. ◦ Ensure broad accountability for any decision (i.e. not only with principals, but

beyond the traditional two-level power structure).

Possible Objectives for the Members of this Class Increase awareness about negotiation responsibility and complexity. Assess personal approaches and skills, strengths and challenges. Identify objectives for improvement and walk the talk. Understand how to align values, norms, attitudes and behaviors, ends and means. Cope positively with dilemmas, tensions, and dividers. Build integrative conversations, optimizing active perception and persuasion. Improve relationships, with subordinates, peers, superiors, and all stakeholders. Broaden negotiation repertoire. Leverage the power of organizations. Further the cause of peaceful resolution, coexistence and reconciliation. Craft better deals and contracts to deliver results. Learn how to really learn from experience.

Teaching Methods This course consists of 13 class sessions taught once a week for 3 hours per class. It offers a 14th wrap-up session that lasts an entire day. Students are often asked to meet before class in order to prepare in groups with partners. The course features practical simulations (role plays), that as a member of the class, you are asked: To read at home beforehand (most of the time, general and confidential instructions

are distributed the week before and must be prepared carefully), To role-play with your classmates, in pairs or in teams, with designated partners so

that you will be able to work with as-many-as-possible diverse classmates, either before class or in class,

Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015) Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University

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To debrief and discuss internally with your designated partners, once you are done, and capture its lessons in writing through a summary report, whatever the results are, whether you reach agreement or not,

To discuss with the entire group, through exchange of good practices and awareness of bottlenecks (make sure you have two or three points to share with everyone), and,

To connect your experience to the readings, and to relevant theories, concepts and tools, which are developed in class, and often summarized in PowerPoint presentations, and can then be mobilized in the next sessions or negotiation simulations.

Participants in the class will also be exposed to case studies, exercises and video excerpts that they will be asked to review and analyze.

DisabilityIf you have a documented disability on record at Brandeis University and require accommodations, please bring it to the instructor’s attention prior to the second meeting of the class. If you have any questions about this process, contact Mary Brooks, disabilities coordinator for The Heller School at [email protected].

RequirementsAttendance, Punctuality, and Active ParticipationIn order to benefit from experiential learning, you are required to attend every class, barring documented illness. Please also arrive on time at the beginning of every class and after the break. If you know you will be absent or late, for a legitimate reason, make sure you warn in advance your instructor and teaching assistant, who cannot accept unexcused absences. Whatever the reasons, should you miss more than two classes, unfortunately, you will not qualify for credit. Attendance means more than just coming to class and signing the attendance sheet. You are expected to actively participate.

Assignments and ReadingsIn order to ensure active participation in the best possible conditions, make sure you complete the assignments listed below on time. You should do so in advance of each class and submit the required documents spontaneously before each class, except if it expressly says otherwise. For the preparation of class time, it is highly recommended that you annotate personal copies of, or make notes from the readings. You might be called upon to discuss readings in class and to participate in individual or group presentations. Therefore come to class prepared to allow well-informed discussions. Enjoy complete academic freedom in the classroom, within the limits defined by mutual respect.

As you will be assigned different roles in negotiation simulations, you are asked not to communicate before class with students who are not on the same side as you.

Writing Requirements, and Academic IntegrityThe writing requirements listed below are intended to encourage you to approach reading materials critically, to foster improved research and writing skills, and to serve as a basis for contributing to class discussion and a diversity of opinions. You are expected to devote careful attention to the technical quality of your written work, as well as its substance. Honesty matters in all academic work, and is strictly enforced by the instructor. (See: http://www.brandeis.edu/studentlife/srcs/corevalues.html)


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http://www.brandeis.edu/studentlife/srcs/corevalues.html

All written work for this course must include appropriate citation of the sources used.

See section 56c (“Avoid Plagiarism”) of the Concise English Handbook. See http://www.brandeis.edu/studentaffairs/sdc/ai/index.html: ‘Truth even

unto its Innermost Part’ and in particular the section dealing with citations. http://guides.library.brandeis.edu/coex

The university policy on academic honesty is distributed annually, as section 5 of the Rights and Responsibilities handbook. Academic integrity is critical in all that you write and say, and transgressions are treated severely. Instances of alleged dishonesty will be forwarded to the Office of Campus Life for possible referral to the Student Judicial System. Potential sanctions include failure in the course and suspension from the university. If you have any questions about this, do not hesitate to talk to your instructor, to your faculty advisor and to seek guidance.

Individual and Group AssignmentsExcept if said otherwise, all written assignments must have your name and be typewritten, double-spaced in 12-point font. Your submission must be uploaded electronically on Latte, as a Microsoft Word attachment, either before class, in class, or after class as mentioned below. Submit your written assignments on time. Lateness is sanctioned by half-a-grade down.

1. Two Group Preparation Briefs (2 pages each; please use the electronic grid that is provided on Latte) for: Session 3: Preparation for the simulation “Norket District” (GPB1)

Due: Friday, September 11th (in class) Session 12: Preparation for the simulation “Chestnut Village” (GPB2)

Due: Friday, November 13th (in class)

2. One Individual Preparation Brief (2 pages; please use the electronic grid that is provided on Latte) is required for: Session 5: Preparation for the simulation “Powerscreen” (IPB1)

Due: Friday, September 25th (before class)

3. Three post-negotiation Bilateral Summary Reports (one document per group of two that can be an agreement or not, and contain other relevant personal feedback about the interactions) per negotiating group (maximum one page each) must be handed in after the simulations in labs for: Session 2: Bilateral summary report for “Sally” simulation (BSR1)

Due: Friday, September 4th (in class) Session 4: Bilateral summary report for “Norket” simulation (BSR2)

Due: Friday, September 18th (in class) Session 6: Bilateral summary report for “Redstone” simulation (BSR3)

Due: Thursday, October 1st (before class)


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http://guides.library.brandeis.edu/coex

http://www.brandeis.edu/studentaffairs/sdc/ai/index.html

4. Two post-negotiation Multilateral Summary Reports (one document per negotiation team, that could be an agreement or not, and contain other relevant personal feedback about the interactions) per negotiating team must be handed in after the simulation in labs for: Session 8: Multilateral summary report for “Bunjabe” simulation (MSR1)

Due: Friday, October 16th (in class) Session 12: Multilateral summary report for “Chestnut Village” simulation (MSR2)

Due: Friday, November 13(in class)16th

5. A Short In-Class Exam on October 23th (on theories, concepts and tools developed in class and in the readings, in particular The First Move)

6. Group Work on responsible negotiation. Students should engage in the following tasks:

1. Get together in groups (the number of teammates will be defined in class). Work as a team and perform together on the next items.

2. Select one key book that might help connect responsible negotiation to:a. Non-verbal communication, orb. Humanitarian issues

On a Google document that your instructor and TA will share with you, submit the name of the book you chose and the names of all the team members on Latte not later than September 25th.

3. Get together to discuss the book you chose on October 30 th, its theories, concepts or tools that help leaders negotiate responsibly, and start discussing which one of the following three options you want to select. Submit your choice of option on Latte by October 30th, and realize the script of a video of maximum five-minutes:

a. Book Review. Be ready to film a video panel with your team members, which captures the essence of a critical discussion on the theories, concepts or tools in the book that help leaders negotiate responsibly.

b. Case Study. Connect the book theories, concepts or tools to a significant real-life situation, explore and identify how to help leaders negotiate responsibly in that situation. Be ready to film a video, which captures the essence of your discussion on that situation.

c. Simulation. Put together the script of a simulation that connects the book to a negotiation and leadership role-play, enact it and debrief it. Make a video, which captures the essence of the simulation and of its debriefing.

4. Be ready to film your group video on November 6th. When it is done, download it on Latte or provide a Web link.

5. Prepare your team and its members to introduce, present, and comment on your video on November 20th in front of the class. If you have prepared a PPT presentation to accompany your video, download it not later than November 18th.

6. Write a 20 page-report (including endnotes and bibliography) with your team members, and download it on Latte not later than December 2nd. Each one of you should be clearly identified in the part of the report you personally write, and all of you should collaborate to ensure the unity and quality of the report. As your final paper is an academic writing assignment, please use the APA writing format,


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with appropriate references to literature, readings, and or/lectures. A bibliography of quality (more than just URLs for example) is expected, as well as explicit connections to the readings of the course.

Names of Book and of Team Members: September 25th Choice of Option for Video: October 30th In-Class Filming of Video: November 6th or 13th

PPT for Presentation: November 18th In-Class Oral Presentation: November 20st Final Version of the Report Due: December 2nd

Summary of the Written Assignments

Dates SimulationsOr Themes

IndivPrep Sheet(before class)

GroupPrep Sheet(in class)

Post-NegoReport(in class)

Group Work

Session 1 Aug. 28 Oil PricingSession 2 Sept. 4 Sally BSR1Session 3 Sept. 11 Norket District GPB1Session 4 Sept. 18 Norket District BSR2 Session 5 Sept. 25 Powerscreen IPB1 Choice for Book

and Team MbSession 6 Oct. 2 Redstone BSR3 Session 7 Oct. 9 CartillasSession 8 Oct. 16 Bunjabe MSR1Session 9 Oct. 23 SHORT EXAM

Session 10

Oct. 30 GROUP WORK Get Together Choice of Option

for VideoSession 11

Nov. 6 Our Friends at the Bank

Filming of Video

Session 12

Nov. 13 Chestnut Village GPB2 MSR2 Filming of Video

Session 13

Nov. 20 Video Presentations

Dec. 2 Final Report DueSession 14

Dec. 4 SIMSOC

In-Class Group Presentation of VideosEach Group will summarize orally the major findings of their video on November 20 th. They will have five minutes for their video, five minutes for its introduction and debriefing, and a few more minutes for the discussion. If they use PowerPoint, they should use the template that is provided on Latte, and submit it electronically by


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November 18th, in order to consolidate all students’ PPT presentation in one document and make the transitions smooth from one presentation to the next.

Each PPT presentation will be three slides maximum, including the title on slide one, and should not last more than 5 minutes. Students should be as creative as possible during the presentation part of their video. The presentation will be followed by a short Q&A time (4 minutes). Participants will have a total of 15 minutes for the presentation, the video and Q&A. At the end of their presentation, participants are asked to identify a particularly good book, chapter, journal article, or web source, as to allow the class members to explore further the topic in question.

GradingThe final grade in this course will consist of the following components: 10%: Two Group Preparation Briefs 10%: One Individual Preparation Briefs 10%: Class Participation (attendance, punctuality, interactions, 5 summary reports) 30%: Short Exam 20%: Group Work (book discussion, video) 10%: Group Presentation in Class 10%: Final Report

Core TextsThe following book must be read for this course. Lempereur Alain, Colson Aurélien with Michele Pekar, ed. The First Move. A

Negotiator’s Companion. Wiley, 2010.

If they prefer, students may choose to read a version of the book in another available language: Chinese: The First Move (with A. Colson and T. W. Chao). Beijing (China): Peking

University Press, 2012. French: Méthode de négociation (with A. Colson). Paris (France): Dunod, 2010

(2004; 2nd edition 2010), ISBN-10: 2100530739. Farsi: : مذاکره پیش ندیشا روشی for Iran & Afghanistan, with A. Colson) نوین

and F. Robiolle). Teheran (Iran): Shirazeh, 2009. Georgian: Negotiation Method (with A. Colson, T. Sikharulidze). Tbilissi (Georgia):

GCI, 2009. Japanese (with T. Okumura). Tokyo (Japan): Hakuto Shobo, 2014. Portuguese: Um Método de Negociação (with A. Colson and Y. Duzert). Rio de

Janeiro (Brazil): Atlas, 2009. Russian: The First Move (with A. Colson, M. Kukartseva). Moscow (Russian), 2013,

forthcoming. Swedish: Förhandlingsbart: Metodbok i Förhandlingsteknik (with A. Colson and E.

Wetter). Malmö (Sweden): Liber, 2012, ISBN-10: 9147097167.

The following books are strongly recommended for this course.


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Callières François de (1716). On the Manner of Negotiating with Princes. Houghton Mifflin, 2000. In French: De la Manière de Négocier avec les souverains. Geneva, Droz, 2002.

Susskind Lawrence, Movius Hallam. Built to Win. Creating a World-Class Negotiating Organization. Harvard Business School Publishing, pp. 13-24, and pp. 167-176, 2009.

Mnookin, Robert. Bargaining with the Devil. When to Negotiate. When to Fight. New York, Simon and Schuster, 2010.


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Schedule, Readings and Other Assignments

Class Session 1: Questioning Oneself Before Implementing Negotiation Routines

Week 1. August 28, 2:00-4:50pm

Required Readings and Assignments Please read the syllabus for the class. Distribution in class: Oil Pricing, Simulation, The Clearinghouse at the Program on

Negotiation at Harvard Law School

Agenda

2:00 Welcome2:05 SIMULATION 1 The Oil Pricing Exercise2:10 - Preparation (in break-up rooms)2:15 - Internal and External Interactions3:00 BREAK

3:15 SIMULATION 1 The Oil Pricing Exercise- Debriefing (in plenary)

4:304:454:50

LECTUREROLE ALLOCATIONEND

THE THREE NEGOTIATION PILLARSSALLY SOPRANO

Debriefing Themes Internal and external leadership and responsibilities Strategic dilemmas, weak and strong signals Internal divisions and coalitions Time strategy Commitment and implementation Managing uncertainty The tip of the iceberg and beneath The forest and the tree (I)

Recommended Readings and More Fisher Roger, Ury William (1991). Getting to Yes. Negotiating Agreement without

Giving In. Bruce Patton (ed.), Penguin. Allred Keith (2005). “Relationship Dynamics in Disputes: Replacing Contention

with Cooperation.” In: Michael Moffitt and Robert Bordone (eds), The Handbook of Dispute Resolution, San Francisco, Jossey Bass, pp. 83-98.

Axelrod Robert (1984). The Evolution of Cooperation. New York, Basic Books, Chapter 4, pp. 73-87.

Fisher Roger. Brown Scott (1988). Getting Together. Penguin, pp. 197-202. Watch for example one of the following movies “The Fifth Element” (1997), “A

Beautiful Mind” (2001), and “Merry Christmas” (2005).


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Class Session 2: Preparing Negotiation Before the Meeting

Week 2. September 4, 2:00-4:50pm

Required Readings and Assignments Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First

Move. A Negotiator’s Companion, Wiley, Introduction and Chapter 1, pp. 1-27. Read Sally Soprano, Simulation Role, The Clearinghouse at the Program on

Negotiation at Harvard Law School. Find a time and place to role-play the Sally Soprano simulation with your assigned

classmate. When you have conducted your negotiation, upload your results, or Bilateral

Summary Report (BSR1) not later than September 3rd, 2015 at 2.00pm. Each student group of two who is involved in the simulation must fill out a bilateral summary report. The names of the students who participated in the simulation must be indicated. The summary report must contain the results of the negotiation, like for example a possible agreement. If no agreement has been reached, it must be indicated.

Agenda2:00 INTRODUCTION: REVIEWING THE SYLLABUS, ASSIGNEMENTS, ETC.2:30 SIMULATION 2 Sally Soprano

- Comparing results - Debriefing, part 1 (in plenary)

3:15 BREAK3:30 SIMULATION 2 Sally Soprano 4:15

LECTURE

- Debriefing, part 2 (in plenary) PREPARING FOR PEOPLE, PROBLEMS AND PROCESS

4:454:50

ROLE ALLOCATIONEND

THE NORKET DISTRICT SIMULATION

Debriefing Themes The forest and the tree (II) From the one-dimensional negotiation to multi-layer complexity and responsibility

a) Quantitative Results and Quality dealb) Distributive and Integrative Outcomesc) Routine and Innovationd) Positions and Motivations (not simply interests)e) Dyad and Organizationsf) Individual and Collective Bargaining

The zone of possible agreement(s), reservation value, aspiration value, target Anchoring and cognitive biases The solutions at the table, and away from the table, justification and anchoring

Recommended Readings and More Fisher Roger, Ertel Danny (1995). Getting Ready to Negotiate. Penguin. Kahneman David, Tversky Amos (1982). Judgment under Uncertainty. Heuristics

and Biases. Cambridge, Cambridge University Press, 1982.


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Neale Margaret, Bazerman Max (1991). Cognition and Rationality in Negotiation. New York, The Free Press.

Watch for example one of the following movies “Ike. Countdown to D-Day” (2004), “Jerry Maguire” (1996), or “Meeting Venus” (1991).

Class Session 3: People Before Any other Action


Required Readings and Assignments Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010) The First

Move. A Negotiator’s Companion. Chapter 2, pp. 29-58. Read The Norket District simulation, General Instructions and Confidential

Instructions, Conflict Management Group. Start filling up the electronic preparation grid. In class, you will work in team with your classmates in order to complete your preparation work. By 3.45pm on September 11th, you will be asked to submit electronically and individually the first Group Preparation Brief (GPB1).

Agenda2:002:103:45

SIMULATION 3 The Norket District- Group Preparation (in two break-up rooms)- Electronic Submission of the Preparation Grid

4:00 BREAK

4:15 SUMMARY CONTINUING NEGOTIATIONS4:50

END

Debriefing Themes The forest and the tree (III) Group preparation and use of the application grid People Care

1. At the table: interpersonal relations 2. Behind the table: vertical relations and the mandate 3. Beyond the table: relationship map

Problem Solving1. Motivations2. Solutions at the table3. Solutions away from the table4. Justifications

Process Facilitation1. Organization of the meeting2. Communication: questions and answers

Recommended Readings and More Richelieu Armand Jean du Plessis (1688). Political Testament, University of

Wisconsin Press, 1961, Part II, Chapter 6, on « The Need for Continuous Negotiations », pp. 94 sq. In French: Testament politique, pp. 34-46:


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Mnookin Robert, Peppet Scott, Tulumello Andrew (1996). “The Tension between Empathy and Assertiveness,” Negotiation Journal, Vol. 12, n° 3, pp. 217-230.

Morris Michael, Nadler Janice, Kurtzberg Terri, Thompson Leigh (2002), “Schmooze or lose: Social friction and lubrication in e-mail negotiations,” Group Dynamics: Theory, Research, and Practice, Vol. 6 (1), Mar 2002, pp. 89-100.

Watch for example one of the following movies “Destiny”(1998), “Dr. Strangelove” (1964), “Goodbye Bafana” (2007), “Mandela and de Clerk” (1997), “The Remains of the Day” (1993), or possibly, if you understand French, “Saint-Germain ou la négociation” (2003).

Class Session 4: Process Facilitation Before Problem Solving


Required Readings and Assignments After you have role-played The Norket District simulation with the assigned student,

make sure you submit electronically your Bilateral Summary Report (BSR2) on September 18th, not later than 3:00pm.

Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First Move. A Negotiator’s Companion. Chapter 3, pp. 59-88.

Read Machiavelli Nicolas (1522). “Advice to Raffaello Girolami When He Went as Ambassador to the Emperor,” Chief Works, and Others, translated by Allan Gilbert, vol. 1, 1965, pp. 116-119.

Agenda2:00 SIMULATION 3 THE NORKET DISTRICT2:002:453:00

- Bilateral Negotiations (report to be submitted)- Electronic Submission of the Summary Report- Debriefing (in plenary)

3:45 BREAK

4:00 LECTURE THE MEANINGS OF PROCESS4:404:50

LOGISTICSEND

DISTRIBUTION OF THE POWERSCREEN SIMULATION

Debriefing Themes The forest and the tree (IV) What is the most urgent when everything is urgent? Now and tomorrow: Security and politics Identity and the past The stakeholders’ map N-1 negotiators: Official and officious meetings Where to meet, Discretion and Protection Sources of deadlocks, ebbs and flows, suspensions and greenroom Drafting and footnotes: one-text procedure, the power of the pen Constructive ambivalence Managing the press


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Recommended Readings and More Callières François de (1716). On the Manner of Negotiating with Princes. Houghton

Mifflin, 2000. In French: De la Manière de Négocier avec les souverains. Geneva, Droz, 2002.

Montaigne Michel de (1588). Essays, translated by Charles Cotton, 1877, A Penn State Electronics Classics Series Publications, 2003, Book 3, p. 6.

Ross Lee (1995). “Reactive devaluation in negotiation and conflict resolution.” In: Kenneth Arrow, Robert Mnookin, R and Alii (eds). Barriers to Conflict Resolution. New York, Norton, pp. 26-42.

Consult the website of the House of the Wannsee Conference, Memorial and Educational Site: http://www.ghwk.de/engl/kopfengl.htm

Watch Robert Mnookin, author of Bargaining with the Devil: http://fora.tv/2010/02/12/Robert_Mnookin_Bargaining_with_the_Devil

Watch for example one of the following movies “The Wannsee Conference” (1984), “Conspiracy” (2001), “Hotel Rwanda” (2004), or “Thirteen Days” (2000).

Class Session 5: The Roots of the Problem Before its Consequences


Required Readings and Assignments Read Powerscreen, General Instructions and Simulation Role, The Clearinghouse at

the Program on Negotiation at Harvard Law School. Prepare your graded Individual Preparation Brief (IPB), using the electronic grid; submit it electronically before class, and bring one hard copy to class.

You will role-play the negotiation with a student who prepared the other side. Submit the name of the book you chose and the names of your team members on

Latte not later than September 25th. Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First

Move. A Negotiator’s Companion. Chapter 5, pp. 119-151. Read Lempereur Alain (2010). “First Things First for Negotiators and

Organisations,” Human Capital Review. http://www.humancapitalreview.org/content/default.asp?Article_ID=914

Agenda2:00 SIMULATION 4 POWERSCREEN2:05 - Preparation of the mandate (in break-up rooms)2.45 - Negotiation (in break-up rooms)3:15 BREAK 3:30 SIMULATION 4 POWERSCREEN

- Debriefing (in plenary)4:30 SUMMARY ACTIVE COMMUNICATION 4:45 LOGISTICS DISTRIBUTION OF THE REDSTONE SIMULATION 4:50 END


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http://www.humancapitalreview.org/content/default.asp?Article_ID=914

http://www.ghwk.de/engl/kopfengl.htm

Debriefing Themes The forest and the tree (V) The various levels of dispute resolution: below the tip of the iceberg

o Micro: Problemo Macro: Organizationo Relationship

The Matrix of Creativity: Fluidity, Flexibility, Frequency Communication

o Active perception: look and listen, and the empathy loopo Active persuasion

The agency issue: o Mandate, interview, conflict of interests, fees o The levels of authorityo Feedback and reporting back

Recommended Readings and More Pratt John, Zeckhauser Richard (1985). Principals and Agents. The Structure of

Business. Boston, MA, Harvard Business School Press, 1985. Susskind Lawrence, Movius Hallam (2009). Built to Win. Creating a World-Class

Negotiating Organization. Harvard Business School Publishing, pp. 13-24, and pp. 167-176.

Mnookin Robert, Susskind Lawrence, eds (1995). Negotiating on Behalf of Others. Thousand Oaks, Sage.

Watch the Harvard PON video “Powerscreen.” Watch Lawrence Susskind, the author of Built to Win:

http://www.dailymotion.com/video/xdj2j4_interview-of-lawrence-susskind_news Watch for example one of the following movies “Erin Brockovich” (2002), “Michael

Collins” (1996), or “Pale Rider” (1985).

Class Session 6: Creating Value before Claiming Value

Week 6. October 2, 2:00-4:50pm

Required Readings and Assignments Read Redstone, General Instructions and Simulation Role, The Clearinghouse at the

Program on Negotiation at Harvard Law School. You will role-play the negotiation with a student who prepared the other side at the beginning of class.

Role-play the Redstone simulation before class with the person who has been designated and make sure, when you are done with your negotiation, to upload your results, your Bilateral Summary Report (BSR3) on Latte no later than October 1st

at 2:00pm. Each student group of 2 who is involved in the simulation must fill out a bilateral summary report. The names of the students who participated in the simulation must be indicated. The summary report must contain the results of the negotiation, like for example a possible agreement. If no agreement has been reached, it must be indicated.


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http://www.dailymotion.com/video/xdj2j4_interview-of-lawrence-susskind_news

Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First Move. A Negotiator’s Companion. Chapter 4, pp. 89-117.

Agenda2:00 SIMULATION 5 REDSTONE2:05 - Report2:15 - Debriefing (in plenary)3:30 BREAK 3:45 SUMMARY MANAGING THE VALUE CHAIN4:15 GROUP WORK4:45 LOGISTICS DISTRIBUTION OF THE CARTILLAS SIMULATION 4:50 END

Debriefing Themes The forest and the tree (VI) Non agreements, false agreements, Pareto-optimal agreements The mandate and its constraints Cooperation and competition: The Paris Charles de Gaulle crossroads Distinguishing growth and fairness

o Growth can make rich and unequalo Fairness can mean poor and equal

The artichoke:o Needs and risks of information disclosureo Information sharing: upfront, strategic, and confidential

Technology of value creation:o Leveraging differenceso Line of equivalence and line of preferenceo Post-settlements settlemento Costs of creativity

Levers of value distributiono Justifications, compensations, open bookso Bargaining tactics, risks and effects, counter-measures

Recommended Readings and More Walton Richard, McKersie Robert (1965). A Behavioral Theory of Labor

Negotiations. An Analysis of a Social Interaction System. New York, McGraw Hill, 1991, pp. 1-10.

Lax David, Sebenius James (1986). The Manager as Negotiator. Bargaining for Cooperation and Competitive Gain, New York, The Free Press, pp. 29-45.

Brett Jeanne, Adair Wendy Lempereur Alain, Lyttle Ann, Okumura Tetsushi, Shikhirev Peter (1998). “Culture and Joint Gains in Negotiation,” Negotiation Journal. January 1998, Vol. 14, No1, pp. 61-86.

Sebenius James (1992). “Negotiation Analysis: A Characterization and Review,” Management Science. Jan. 1992, Vol. 38, No1, pp. 18-38. http://classwebs.spea.indiana.edu/kenricha/Oxford/Courses%202010/Decision%20Making%202010/Articles/Sebenius-%20Noegotian%20Analysis.pdf


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http://classwebs.spea.indiana.edu/kenricha/Oxford/Courses%202010/Decision%20Making%202010/Articles/Sebenius-%20Noegotian%20Analysis.pdf

http://classwebs.spea.indiana.edu/kenricha/Oxford/Courses%202010/Decision%20Making%202010/Articles/Sebenius-%20Noegotian%20Analysis.pdf

Watch for example one of the following movies “The Exchange” (2008), or “The Meaning of Life” (1983).

Class Session 7: Acknowledging Emotions Before Problem Solving


Required Readings and Assignments Read Cartillas, General Instructions and Simulation Role, Institute for Research and

Education on Negotiation in Europe. Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First

Move. A Negotiator’s Companion. Chapter 6, pp. 153-175. Ekman Paul (1999). “Basic Emotions.” In: T. Dalgleish and M. Power (eds).

Handbook of Cognition and Emotion, Wiley, pp. 45-60.

Agenda2:00 SIMULATION 6 CARTILLAS

2:05 - Preparation (in break-up rooms)2:25 - Negotiation (in break-up rooms)2:45 - Debriefing (in plenary)3:30 BREAK3:45 SUMMARY MANAGING DIFFICULT BEHAVIORS4:15 DISCUSSION PAPER TOPICS4:45 EXERCISE DISTRIBUTION OF THE BUNJABE SIMULATION4:50 END

Debriefing Themes The forest and the tree (VII) Consultation versus conflict resolution Identity quakes Difficult behaviors Non verbal cues, weak signals and dissonance The timeline of emotions The emotional break-even point The three instinctive responses to conflict resolution: fleeing, fighting, giving in Four possible moves for reflective responses Effects Limits of negotiations

Recommended Readings and More Balzac Honoré de (1832). Colonel Chabert. A Penn State Electronics Classics Series

Publications, http://www2.hn.psu.edu/faculty/jmanis/Balzac/Colonel-Chabert.pdf. Or in French, La Transaction, known as Colonel Chabert. http://abu.cnam.fr/cgi-bin/donner_html?chabert3

Ekman Paul (2003). Emotions Revealed. Recognizing Faces and Feelings to Improve Communication and Emotional Life. New York, Times Books.Consult the website: http://www.paulekman.com/


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http://www.paulekman.com/

http://abu.cnam.fr/cgi-bin/donner_html?chabert3

http://www2.hn.psu.edu/faculty/jmanis/Balzac/Colonel-Chabert.pdf

Felice Fortuné de (1770). Entry “Negotiation”, Encyclopedia. In: W. I. Zartman (ed.), The Fifty Percent Solution. New Have, Yale University Press, 1987.

Mnookin, Robert (2010). Bargaining with the Devil. When to Negotiate. When to Fight. New York, Simon and Schuster.

Stone Douglas, Patton Bruce, Heen Sheila (1999). Difficult Conversations. New York, Penguin.

Ury William (1991). Getting Past No. London, Random House. You may watch for example “Anger Management” (2003), “Colonel Chabert”

(1994), and “The Negotiator” (1998), as well as the TV series “Lie to Me” (2009-1011).

Class Session 8: Building Coalitions Before the General Meeting


Required Readings and Assignments Read Bunjabe, General Instructions and Simulation Role, Conflict Management

Group. Prepare your a non- graded Individual Preparation Brief using the electronic grid; submit it electronically before class, and bring one hard copy to class.

You will role-play the negotiation with three other students, with whom you will fill out a Multilateral Summary Report (MSR1) and submit it electronically in class, after the simulation.

Read Alain Lempereur, “Responsible Negotiation: Exploring the Forest Beyond the Tree“. Journal of Global Responsibility, Vol. 3, #2, Oct 2012, 198-207.

Agenda2:00 SIMULATION 7 BUNJABÉ2:05 - Internal Preparation per Role (in break-up rooms)2:45 - Internal Preparation per Organization (in break-up

rooms)3:30 BREAK

3:45 SIMULATION 7 BUNJABÉ

3:454:40

- Negotiation in groups of 4 (in break-up rooms)- SUBMIT ELECTRONICALLY YOUR MULTILATERAL SUMMARY

REPORT4:45 LOGISTICS 4:50 END

Debriefing Themes The forest and the tree (VII) Technical and political aspects of problem-solving in development partnerships Organization of the delegation Sources of power Coalitions:

o Objective or subjectiveo Weak or strong


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o Temporary or sustainable

Recommended Readings and More Lempereur Alain (2009). “Leading Successful Negotiation on Behalf of Europe. An

Analysis of the EC High-Ranking Officials' Practices.” European Review, July/October 2009, Vol. 17, No3/4, pp. 541-568.

Lax David, Sebenius James (1991). “Thinking Coalitionally: Party Arithmetic, Process Opportunism and Strategic Sequencing,” In: H. Peyton Young (ed.), Negotiation Analysis. University of Michigan Press, 2001, Chapter 8, pp. 153-194.

Susskind Lawrence (2008). Multiparty Negotiation. Four Volumes, Sage. Watch the TV documentary “Berlin 1885” (2011).

Class Session 9: Reinforcing the Coalition Before Building Responsible Partnerships


Required Readings and Assignments Prepare the Short Exam. Reread your notes for sessions 1 to 8, and finish reading

the First Move. Drager Nick, McClintock Elisabeth, Moffit Michael (2000). Negotiating Health

Development. A Guide for Practitioners. Cambridge MA, CMG/WHO, available online: http://www.who.int/trade/resource/negotiating/en/index.html

Get together to discuss the book your group chose, and submit your choice of option for the video (book review, case study or simulation). Prepare the filming on November 7th.

Agenda

2:00 SHORT EXAM3:00 BREAK

3:15 SIMULATION 7 BUNJABÉ

- Debriefing3:45 THE MENU EXERCISE

4:15 SUMMARY MANAGING COALITIONS4:50 END

Debriefing Themes The forest and the tree (IX) Package deals Internal and external champions Entering the coalition and the least common denominator Facilitation rules and roles Levels of justification Progressive structuring and Descartes’ four rules of Method: doubt, analysis,

synthesis, and enumeration Responsible deals and ethics

Recommended Readings and More


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Burr, Anne (2001). “Ethics in Negotiation. Does Getting to Yes Require Candor?” Dispute Resolution Journal. May-July 2001.http://findarticles.com/p/articles/mi_qa3923/is_200105/ai_n8940569/

Craver, Charles (2005). “Negotiation Ethics.” The Negotiator Magazine. December 2005: http://www.negotiatormagazine.com/article301_4.html

Malhotra, Deepak (2004). “Risky Business: Trust in Negotiations,” Negotiation. Vol.7, No2, February 2004:

http://raul.panchobot.com/cetys3/cetys4/cetys5/estratnegintl/riskybusiiness.pdf Watch one of the following documentaries: “Françafrique” (2010) or “Katanga

Business” (2009).

Class Session 10: Responsible Negotiation Group Assignment


Assignment1. Get together to discuss the book you chose on October 30 th, its theories,

concepts or tools that help leaders negotiate responsibly, and start discussing which one of the following three options you want to select. Submit your choice of option on Latte by October 30th, and realize the script of a video of maximum five-minutes:

a. Book Review. Be ready to film a video that captures the essence of a critical discussion on the theories, concepts or tools in the book that help leaders negotiate responsibly.

b. Case Study. Connect the book theories, concepts or tools to a significant real-life situation, explore and identify how to help leaders negotiate responsibly in that situation. Be ready to film a video, which captures the essence of your discussion on that situation.

c. Simulation. Put together the script of a simulation that connects the book to a negotiation and leadership role-play, enact it and debrief it. Make a video, which captures the essence of the simulation and of its debriefing.

2. Be ready to film your group video on November 6th or 13th. When it is done, download it on Latte.

Class Session 11: Deepening the Methods Before Addressing Complexity – Multilevel, Multiparty and Multicultural Negotiations

Week 11. November 6, 2:00-4:50pm

Required Readings and Assignments Reread Lempereur, Alain, and Aurélien Colson, with Michele Pekar, ed. (2010). The

First Move. A Negotiator’s Companion. Chapter 7, pp. 177-205. Prepare the filming of the video around the book you chose (book review, case study,

or simulation). Filming should take place not later than November 6 th. Then it should be downloaded on Latte, or a web link should be provided.


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Agenda2:00 MOVIE SCREENING OUR FRIENDS AT THE BANK

AND VIDEO FILMING

3:30 BREAK3:45 - Debriefing (in plenary)4:40 LOGISTICS DISTRIBUTION OF THE CHESTNUT VILLAGE SIMULATION 4:50 END

Debriefing Themes The forest and the tree (X) Negotiation systems and multilevel games Managing complexity and multiplicity of actors, issues and processes Negotiation styles Feedback and escalation Relationship between donors and aid recipients Quality and challenge of development partnerships

Recommended Readings and More Adair Wendi, Brett Jeanne, Lempereur Alain, Okumura Tetsushi and Alii (2004)

“Culture and Negotiation Strategy,” Negotiation Journal. Vol.20, No1, January 2004, pp. 87-111.

Brett Jeanne (2000). Negotiating Globally. How to Negotiate Deals, Resolve Disputes and Make Decisions across Cultural Boundaries. San Francisco, Jossey Bass.

Faure Guy Olivier, Rubin Jeffrey, eds (1993). Culture and Negotiation. Newbury Park: Sage.

Foster Dean Allen (1995). Bargaining across Borders. New York, McGraw-Hill. Watch the movies “The Band’s Visit” (2007), “The Concert” (2009) and “Love

Actually” (2002).

Class Session 12: Finalizing the Deal Before Adjourning

Week 12. November 13, 2:00-4:50pm

Required Readings and Assignments Read Chestnut Village, General Instructions and Simulation Role, The Clearinghouse

at the Program on Negotiation at Harvard Law School. Start preparing the second graded Group Preparation Brief (GPB2), using the electronic grid; it will be completed in class and must be submitted on Latte by 3:00 on November 13.

You will role-play the negotiation with other students, with whom you are asked to fill out a Multilateral Summary Report (MSR1) in class, after the simulation.

Reread Lempereur, Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First Move. A Negotiator’s Companion. Chapter 8 and Conclusion, pp. 207-227.


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Read Ancona Deborah, Friedman Ray, Kolb Deborah (1991). “The Group and What Happens on the Way to Yes,” Negotiation Journal. Vol. 7, No2, April 1991, pp. 155-173.

Richman, Barak (2001). “Mandating Negotiations to Solve the NIMBY Problem: A Creative Regulatory Response.” UCLA Journal of Environmental Law and Policy. Vol. 20, pp. 223-236.http://scholarship.law.duke.edu/cgi/viewcontent.cgi?article=1079&context=faculty_scholarship&sei-redir=1#search=%22Nimby%20negotiation%22

Wheeler, Michael (1994). “Negotiating NIMBYs: Learning from the Failure of the Massachusetts Siting Law.” Yale Journal on Regulation, 11, pp. 241-291.

Watching excerpts of the movie “Twelve Angry Men”.

Agenda2:00 SIMULATION 10 CHESNUT VILLAGE

2:05 - Group Preparation (in break-up rooms)2:45 - Negotiation (in break-up rooms)3:30 LOGISTICS SUBMITTING MSR23:30 BREAK3:45 DEBRIEFING - Debriefing4:30 SUMMARY 10 NEGOTIATION PRINCIPLES FOR GOING FORWARD

4:50 END

Debriefing Themes The forest and the tree (XI) What makes a case difficult in terms of people, problems and processes

o Conflict of values: worlds of intimacy, family, community, business, techniqueso Growing emotions, acknowledgement, empowerment, ownershipo Asymmetry of information, perceptions, power, and behaviorso “No price” argument, no ZOPA, positional bargaining, NIMBY and BANANAo Team versus group: strong or stronger coalitiono Organization: hierarchical and functional, horizontal and personalo Delegation and spokesperson

Dispute Systems:o Negotiating upstream or downstream: project mode or crisis modeo Prevention versus Resolution of Conflict versus Crisis Managemento Information flow within an organization and timely resolution

CSR (corporate social responsibility) and profitability

Recommended Readings and More Susskind, Lawrence and Jeffrey Cruikshank (1996). Breaking Robert’s Rules.

Oxford University Press. Watching excerpts of the movie “Twelve Angry Men”.

Preparation of Class Sessions 13

November 18th


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http://scholarship.law.duke.edu/cgi/viewcontent.cgi?article=1079&context=faculty_scholarship&sei-redir=1#search=%22Nimby%20negotiation%22



Assignments If you have not done so yet, submit electronically your Group Video. If you have prepared a PowerPoint presentation to accompany your video, submit it

electronically not later than November 18th so that it can be consolidated in one document with the presentations of all the students.

Class Sessions 13: Oral Presentations

Week 13. November 20, Class: 2:00pm-4.50pm

Assignment Prepare your oral Presentation, as well as its PPT slide show to accompany your

Group Video.

Agenda2:00 PRESENTATIONS (HALF OF THE GROUPS)3:20 BREAK3:30 PRESENTATIONS (OTHER HALF OF THE GROUPS)4:50 END

NO CLASS ON NOVEMBER 27, 2015: ENJOY THANKSGIVING!

December 2: FINAL REPORT DUE

Class Session 14: Putting It All Together – COEX AND CONFLICT ASSESSMENT DAY

Week 14. December 4, 9:00-5:00pm

THIS IS A COMPULSORY SESSION FOR ALL MA COEX STUDENTS, AND SECOND YEAR SIDCO STUDENTS.

Required Readings and Assignments SIMSOC (1966, 2000) (http://www.simsoc.net), by William Gamson, New York,

The Free Press, General Instructions and possibly Role Instructions, You will be assigned to a region and please get together with the other members of the class who are assigned to your region and write a short preparation brief. http://www.amazon.com/SIMSOC-Simulated-Society-Participants-Manual/dp/0684871408

After being involved in SIMSOC, members of each region should get together and summarize in one Powerpoint slide what the region members see as their major learning points. They should submit it in the afternoon of December 4.

Agenda9:00 SIMULATION 11 SIMSOC

12:45 BREAK2:00 DEBRRIEFING (1) QUANTITATIVE DATA


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http://www.amazon.com/SIMSOC-Simulated-Society-Participants-Manual/dp/0684871408

http://www.amazon.com/SIMSOC-Simulated-Society-Participants-Manual/dp/0684871408

http://www.simsoc.net/

2:30 DEBRRIEFING (2) DISCUSSION: FEEDBACK FROM THE GROUPS

3:30 BREAK3:45 DEBRRIEFING (3) LESSONS FOR GOING FORWARD

4:30 FINAL SUMMARY4:50 END

Recommended Readings and More Susskind, Lawrence and Patrick Field (1996), Dealing with an Angry Public. A

Mutual Gains Approach to Resolving Disputes. New York, The Free Press.


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Documents

Web viewa Microsoft Word attachment ... Put together the script of a simulation that connects ... and away from the table, justification and anchoring