REVISED SYLLABUS

Professor Scott Peppet
Office: Room 311
Phone: 303-735-0818
Email: scott.peppet@colorado.edu

Class #1 – Monday, January 13
INTRODUCTION TO THE WORKSHOP
THE OIL PRICING EXERCISE

Assignment for this class:

• Read Getting to YES (2d Edition) in its entirety.
• Prepare to participate in the Oil Pricing Exercise (instructions are attached and/or can be downloaded from the TWEN site)

NOTE: THERE WILL NOT BE CLASS ON SATURDAY, JANUARY 25TH, AS ORIGINALLY SCHEDULED, DUE TO STUDENT INTEREST IN ATTENDING THE SYMPOSIUM ON CAMPUS THAT DAY.

Class #2 – Monday, January 27
REVIEW OF THE LAW LIBRARY NEGOTIATION
OBSERVING A NEGOTIATION AND GIVING USEFUL FEEDBACK
THE SALLY SOPRANO NEGOTIATION
WHAT IS A GOOD OUTCOME?

Assignment for this class:

• Read Negotiation: The Role of Lawyers 78-96
• Optional reading:
  Beyond Winning Chapters 1-5
  (Xeroxed) Peter Singer, Tit for Tat
• Prepare for the Law Library negotiation; conduct the negotiation with your assigned counterpart outside of class b/t January 13th and January 27th; complete the Law Library review sheet
• Prepare to negotiate the Sally Soprano simulation in class

Class #3 – Monday, February 3
THE MOUNTAIN VIEW FARM NEGOTIATION
CREATING VALUE EXERCISES

Assignment for this class:

• Prepare to negotiate the Mountain View Farm simulation
• Read Negotiation: The Role of Lawyers 96-109
• Optional reading:
  Re-read Beyond Winning Chapter 1

Class #4 – Monday, February 10
REVIEW OF HOWARD’S LEGACY and MOUNTAIN VIEW FARM Worksheets
DISCOUNT MARKETPLACE
VALUE CREATION IN DEAL-MAKING

Assignment for this class:

• Prepare for the Howard’s Legacy negotiation; conduct the negotiation with your assigned counterpart outside of class b/t February 3rd and February 7th; complete and hand in the Howard’s Legacy review sheet by February 7th.
• Complete the Mountain View Farm Value Creation Worksheets
• Prepare to negotiate Discount Marketplace

Class #5 – Monday, February 17
THE POWER OF CRITERIA OR NORMS
THE 67 FISH POND LANE NEGOTIATION

Assignment for this class:

• Re-read Getting to YES pp. 81-94
• Read Negotiation: The Role of Lawyers 109-142
• Optional reading:
  Read Beyond Winning, Chapter 8
• Prepare to negotiate the 67 Fish Pond Lane simulatio

Class #6 – Monday, February 24
THE BASICS OF HARD BARGAINING
DEALING WITH HARD BARGAINERS

Assignment for this class:

• Read Negotiation: The Role of Lawyers pp. 142-15

Class #7 – Monday, March 3
THE DONS NEGOTIATION
NEGOTIATION ETHICS
Assignment for this class:

• Read Negotiation: The Role of Lawyers pp. 202-228 and 242-245
• Optional reading:
  Read Beyond Winning, Chapter 11
• Prepare to negotiate the DONS simulatio

Class #8 – Monday, March 10
EMPATHY AND ASSERTIVENESS:
THE PROBLEM OF PARTISAN PERCEPTIONS
THE ROLE REVERSAL EXERCISE

Assignment for this class:

• Re-read Difficult Conversations, Introduction and Chapters 1-4
• Prepare your personal “case” for the Role Reversal exercise
• Complete your “client memo” on the DONS case. Due today

Class #9 – Monday, March 17
THE CASINO NEGOTIATION
LISTENING EXERCISES

Assignment for this class:

• Read Difficult Conversations, Chapters 5 and 6
• Read Negotiation: The Role of Lawyers 189-202 (on Race, Gender and Culture in Conflict)
• Prepare to negotiate the Casino simulation
• You will be given The Offer negotiation on March 10th; it is due April 4th

Monday, March 24 – No class – Spring Break

Class #10 – Monday, March 31
AUTHOR! AUTHOR! SIMULATION
EMOTIONS AND IDENTITY

Assignment for this class:

• Read Negotiation: The Role of Lawyers pp. 173-189
• Prepare the Author! Author! Negotiation
• Prepare for the Sibbing Riflery negotiation; conduct the negotiation with your assigned counterpart outside of class b/t March 17th and March 31st.
• Continue negotiating The Offer. It is due on April 4th

Friday, April 4th: The Offer is DUE.

Class #11 -- Monday, April 7
You will be given this class time to work on the MAPO negotiation with your teammates.

Assignment for this class:

• Read the MAPO negotiation and prepare to talk with your team about your negotiation goals and strategy. MAPO is long – this will take at least 1-2 hours to read and prepare.
• Prepare to review The Offer on Monday, April 14th. Instructions to follow

Class #12 – Monday April 14
REVIEW THE OFFER
THE MAPO NEGOTIATION

Assignment for this class:

• Complete your preparation for the MAPO negotiation. It will be conducted in class today

Classes #13 & 14 -- Saturday, April 19
REVIEW OF MAPO
THE EAZY’S GARAGE NEGOTIATION
DEALING WITH TACTICS REPRISE

Assignment for this class:

• Prepare to negotiate the Eazy’s Garage simulation
• Complete your “client memo” on the MAPO negotiation. Due today

Class #15 – Monday April 21
CHUCK’S WAGON
PUTTING IT ALL TOGETHER
GOING FORWARD

Assignment for this class:

• Prepare to negotiate the Chuck’s Wagon simulation. Your preparation materials for Chuck’s will be handed in.

• Two written reflection papers (one on a simulation, one on a real-life negotiation)
• A reflection paper written about your Role Reversal “two column case”
• Your Mountain View Farm Value Creation Worksheet
• Your own preparation form, created throughout the semester
• Client memos on DONS and MAPO
• Your preparation materials for Chuck’s Wagon
• One reflection paper on one of the videos we watch during the semester.

Copyright 2003 Scott Peppet. Teachers are free to copy these materials for educational use in their courses only, provided that appropriate acknowledgment of the author is made. For permission to use these materials for any other purpose, contact the author.