Professor Richard C. Reuben
Law 630. Negotiation. Fall 2003.
Tuesdays, 3 p.m. to 5:50 p.m.
Room 332A; 884-5204
Meetings by Afternoon Appointment Encouraged


* Denotes Required Readings and Exercises that are found in The Supplement

# Denotes Recommended Reading, copies of which are on reserve in the library.

August 26. Competition and Cooperation

Turn in Preliminary Course Goals Worksheet (from The Supplement)

September 2. What is a Good Outcome?

September 9. The Tension Between Creating and Distributing Value

September 16. Hard Bargaining and Difficult Tactics

September 23. Pulling It Together I: The Power Screen Negotiation

Note: We will prepare for this negotiation in class, but will actually negotiate it out of class so that portions can be videotaped for review on Sat. Sept. 27 (mandatory).

September 27 (Saturday): Video Reviews of Your Negotiations (with Professor)

September 30. The Tension Between Empathy and Assertiveness


Preliminary Paper Topics Due

October 7. Negotiation and Perceptions

Beyond Winning, Chapter 6

October 14. The Principal-Agent Tension

October 21. Negotiation Ethics

October 25 (Saturday): Bonus Negotiation and Video Review (without Professor)

October 28. Gender and Cultural Issues in Negotiation

November 4. Pulling It All Together II: Multi-Party Negotiations

Preliminary Paper Outline or Progress Report Due

November 11. Ellsworth!

November 18. Ellsworth!

November 25. Thanksgiving Break! No Class.

December 2. Moving Forward!

December 8: Research Papers, Final Journal Entries due


Statement Regarding Americans With Disabilities Act

If you need accommodations because of a disability, if you have emergency medical information to share with me, or if you need special arrangements in case the building must be evacuated, please inform me immediately. Please see me privately after class, or at my office (Hulston 308).

To request academic accommodations (for example, a notetaker), students must also register with Disability Services, AO38 Brady Commons, 882-4696. It is the campus office responsible for reviewing documentation provided by students requesting academic accommodations, and for accommodations planning in cooperation with students and instructors, as needed and consistent with course requirements. For other MU resources for students with disabilities, click on ““Disability Resources”” on the MU homepage.

Statement Regarding Academic Dishonesty

Academic honesty is fundamental to the activities principles of a university. All members of the academic community must be confident that each person's work been responsibly and honorably acquired, developed, presented. Any effort to gain an advantage not given to students is dishonest whether or not the effort successful. The academic community regards academic dishonesty as an extremely serious matter, with consequences that range from probation to expulsion. When in doubt about plagiarism, paraphrasing, quoting, or collaboration, consult the course instructor.

Copyright 2003 Richard Reuben. 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.