Negotiation Theory

1. JUSTIFICATION
The process of Globalization has changed the way people think, act and conduct business. Today,
professionals are being faced with new challenges that demand adaptability, preparation and a new
set of skills needed to understand international scenarios. This is especially true with respect to
negotiation, often considered as the primary means to achieving success both in business and in
conflict resolution,
An International Negotiator of EAFIT University, stands out for being a professional, who can
support, manage and design internationalization processes of an organization or of oneself efficiently.
The aforementioned is achieved through the correct interpretation of international environments and
the use of profound knowledge of the art of negotiation.
Since negotiation belongs to a complex knowledge field, multiple areas of study need to be studied in
order to consider the interdisciplinary phenomena of any negotiation. Consequently, the subject
Theory of negotiation is considered as a first rigorous approach to the study of negotiation, which is
characterized by a critical, epistemological and interdisciplinary analysis of vital importance within
the process of formation of integral negotiators.
“The will to win is worthless if you do not have the will to prepare.”
Thane Yost
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2. GENERAL OBJECTIVES:
• To develop higher order thinking skills which lead to better analytical capacities, abstraction
and interpretation of the most important factors that underlay in a negotiation process.
• To understand negotiation as an effective way to manage conflict, and introduce conceptual
frameworks and practical skills that enable students to become effective negotiators.
• To introduce certain concepts deemed necessary to understand the complexity and dynamics
of negotiation, improving students’ abilities to analyze and perform in negotiations in a
variety of contexts.
3. ANALYTICAL DESCRIPTION OF CONTENTS:
Week One
First approach: negotiation and conflict; general concepts
• Corse overview
• Conflict: definition, levels and strategies
• The effects of conflict in society
• The nature of interests vs. aspirations
• Elements and causes of the conflict
• Managing a conflict: bargaining or negotiation?
• Why to negotiate?
Specific objective
• To describe and clarify concepts such as Conflict and Negotiation and their importance in
today`s world and underlining the relevance and complexity of this area of study in a
globalized world.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• BRESLIN, J William and J.Z. Rubin. “Negotiation theory and practice”. Program on Negotiation
Books. Cambridge. USA. 1995. pg. 71 - 79
• MENKEL-MOFFIT, Michael L and BORDONE, Robert C (Editors). “The Handbook of Dispute
Resolution”. Program on Negotiation Books. Harvard Law School. 2005. Chapter 1 (pages 1-8),
chapter 2 (complete)
• RUBIN, Jeffrey Z. Dean G. Pruitt, and Sung Hee Kim, Social Conflict: Escalation, Stalemate and
Settlement (2nd ed. 1994), Chapter 1, 2
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Week two
Understanding conflict dynamics
• Conflict size, classification and elements
• Interdisciplinary perspective on confli
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• To introduce the student to the concept of Negotiation.
• To analyze the interdisciplinary phenomena of a negotiation.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• DEUTSCH, Morton and Peter Coleman, The Conflict Resolution Handbook (2000)
Peter Coleman, “Cooperation and Competition”
• LIPSKY, D & ARIEL A. , The Conflict over Conflict Management, Dispute Resolution Journal;
May-Jul2010, Vol. 65 Issue 2, p11-43, 8p
• LEWICKI, LITTERER, MINTON, SAUNDERS. Essentials of negotiation. “The nature of
negotiation” pp. 1-21.
• WEISS, J., DONIGIAN, A. & HUGHES, J., Extreme Negotiations, Harvard Business Review;
Nov2010, Vol. 88 Issue 11, p66-75, 9p, 3
Week four
Communication and negotiation
• Communication: mean and end in the negotiation process
• Information and asking questions
• Non-verbal language
Specific Objectives
• To determine the communicational elements in the Negotiation field
• To identify the importance of good communication in the Negotiation process, relying on the
adequate questions formulation, with the purpose of getting information and identifying the
needs and aspirations of the other part.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography:
• ADLER, ROSENFELD, PROCTOR. Interplay: The process of interpersonal communication.
“Non-verbal Communication”. Pp. 146 – 169
Week five
Argumentation and negotiation
• Concepts: rhetoric, logic, dialectics
• Classic rhetoric to new rhetoric
• Analytical judgments and dialectical judgments in argumentation theory
• Authority arguments
• Fallacies
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Specific Objectives
• To develop Argumentation theory applied to the negotiation field.
• To determine the importance of persuasion in the negotiation field.
• To differentiate argumentation, rhetoric, demonstration and persuasion.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography:
• TOULMIN, Stephen. An Introduction to Reasoning. Part II “First level of analysis: The
soundness of arguments”. Pp. 25-77.
• TOULMIN, Stephen. An Introduction to Reasoning. “Fallacies: How arguments go wrong”. Pp.
129-175.
Week six
Basics of Negotiation: Negotiation as a process
• To establish negotiation objectives: Clear, measurable and reachable.
• Negotiation phases.
• Preparation of a Negotiation.
Specific Objectives
• To identify the main elements that can affect a negotiation process such as time, physical
settings, information, trust, and compromise. How to prepare effectively for negotiation,
understanding planning as key element of success.
• To analyze the importance of planning and understand why negotiators should invest time and
resources in this stage.
• To identify framing and setting of objectives as elements directly related to the outcomes of
negotiation.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography:
• DIETMEYER, et all. “Establishing a negotiation goal”. Pages 27-39
• DIETMEYER, et all. “The strategic negotiation process”. Pages 13-25
• PATTON, Bruce. “Negotiation” in “The Handbook of Dispute Resolution”. Program on
Negotiation Books. Harvard Law School. 2005. Pages 279-303
• LEWICKI, LITTERER, MINTON, SAUNDERS. Essentials of negotiation. “Negotiation: framing,
strategizing and planning” Chapter 2.
• URY. Getting past No. Negotiating in Difficult Situations. “Prepare, Prepare, Prepare”. Prologue.
Appendix “Preparation Worksheet”
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Week seven
The negotiation process: Strategies
• What`s Strategy and what are its effects on
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Week nine
The negotiation process: Integrative Negotiation.
• Integrative negotiation process and its elements.
• Key steps.
Specific Objectives
• To understand how the negotiation process Works. Identify integrative negotiation, its
characteristics and how to manage it.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• LEWICKI, et all “Strategy and tactics of integrative negotiation”. Pages 89-111
• KREMENYUK, Victor. “The negotiation process”. pages 39-63
Week ten
The negotiation process: Agreement and execution.
Specific Objectives
• To understand how to translate planning and negotiation into an agreement. Identify the
differences between what is said and what is done. Understand the challenge of making an
agreement into a relationship.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• SALACUSE, Jeswald. “After the contract, what? The challenges of deal Management”. pages
193-204
• SALACUSE, Jeswald. “Renegotiating existing transactions”. pages 229-255
Week eleven
Negotiation Models
• Harvard Model
• Soviet Model.
Specific Objectives
• To present and introduce what “Negotiation Academy” truly means.
• To analyze the concepts of “Method” vs. “Theory”, related to the Negotiation Phenomenon.
• Fundamentals of the main negotiation Models.
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Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• FISHER, URY & PATTON, “Getting to yes, Negotiating Agreement without giving in”. 1991.
Second edition. Houghton Mifflin Company, USA.
• Cuaderno de Investigación #57. Estado del arte en el estudio de la negociación internacional por
Maria Alejandra Calle Saldarriaga
Week Twelve
The subjective level of Negotiation: The negotiator as a person
• Personality and Negotiation.
• Styles and attitudes.
• Motivation of the negotiator
• The individual, the group and their dynamics in negotiation
• Common reactions under pressure situations.
• Hallo effect and stereotypes.
Specific Objectives:
• To define and identify the styles and attitudes of negotiators towards the negotiation
phenomenon.
• To identify how personality affects negotiation.
• To identify the importance of motivations in the psychological characteristics and behaviors
of negotiators.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• CARSTEN, K. “Motivation in Negotiation” En: Gelfand, M. The handbook of negotiation and
culture. Stanford University Press, 2004. p. 114 – 131
• LEWICKI, LITTERER, MINTON, SAUNDERS. Essentials of negotiation. “Communication,
perception and cognitive biases” pp. 110 – 129
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Week thirteen
Trust, Power and Ethics as relevant concepts for negotiators.
• The role of trust in conflict and conflict resolution
• Implications and dimensions of power exercise
• Ethical frameworks used in business, negotiations and situations of conflict
• The use of unethical tactics
Specific Objective
• To identify the sources of trust and their role in conflict. To determine how these elements
affect conflict dynamics. Define basic notions of ethics and explore their role in the process of
conflict and conflict resolution.
• To point out the power phenomenon within the negotiation scenario.
• To analyze the different definitions of power and its sources and exercise within conflict
management and resolution
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• DEUTSCH, Morton and Peter Coleman, The Conflict Resolution Handbook (2000)
Lewicki & Wiethoff, Trust, Trust Development & Trust Repair
• LEWICKI, Roy, David Saunders and Bruce Barry. Ethics in Negotiation. Chapter 7 McGrawHill/Irwin;
5 edition (April 26, 2005). Pages 219-266.
• LEWICKI, LITTERER, MINTON, SAUNDERS. Essentials of negotiation. “Finding and using
negotiation leverage”. pp. 132-159 GREENE, ROBERT. The 48 Laws of Power, Laws 5, 14, 19
Week fourteen
Multilateral Negotiation
• Multilateral negotiation and team management
• Team management and composition.
• Issues involved in multilateral negotiation.
• Intergroup Dynamics
Coalitions
• Coalition Theory and Representation
Specific Objective
• To identify the main characteristics of multilateral negotiation recognizing its complexity and
the sui generis challenges it poses.
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• Understand the importance of team making and team management.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• BRESLIN, J William. “Negotiation theory and practice”. Program on Negotiation Books.
Cambridge. USA. 1995 pages 71-79 (Negotiating Inside Out); 351-365 (Multilateral Negotiation:
An Analytic Approach).
• LEWICKI, Roy, David Saunders and Bruce Barry. “Multiparty Negotiation”. Negotiation pages
377 – 403.
• L Susskind, S McKearnan, J Thomas-Larmer, “Consensus Building Handbook”, Chapter 16,
Collaborative Problem Solving within the Organizations, 1999 . pages 591-629
Week fifteen
Alternative dispute resolution methods
• Development of ADR
• Mediation, arbitration and conciliation: Definition and main characteristics
Specific Objective
• Describe how alternative methods for conflict resolution work, analyzing their advantages,
shortcomings and challenges.
• To identify when it is appropriate to use these alternatives.
Teaching and Learning Strategies
Lecture, Student`s participation.
Bibliography
• Chapter 11: "The intervention of Third Parties"
• Kovach, Rudolph et al. Chapter Nineteen and Twenty: "Mediation" "Arbitration”. Pages 304-335.
4. EVALUATION
First Mid-term (15%)
Second Mid-term (15%)
Follow up activities: (40%)
1st Case study (5%)
2nd Case study (5%)
Final report and presentation (15%)
Class participation (15%)
Final Exam (30%)