Negotiation Process

BOOKS:
-Negotiation, 9th Edition 2024 ISBN10: 126560875X | By Roy Lewicki, David Saunders and Bruce Barry
-Negotiation: Readings, Exercises, and Cases, 7th Edition 2015 ISBN 10: 0077862422 | By Roy Lewicki, Bruce Barry and David Saunders

READINGS:
Week 1-
The Nature of Negotiation
Negotiation (9edition): Ch 1 & 2
Negotiation: Readings, Cases, Exercises (7edition): 1.1 & 1.2
Week 2
Bargaining Planning & Strategy
Negotiation (9edition):
Ch 3 & 4
Negotiation: Readings, Cases, Exercises (7edition): 1.4 & 1.5

ASSIGNMENT:
Throughout the course, specific cases will be assigned to be assessed and reviewed on the various aspects of the negotiation process. Reflections and application of readings for the week in the assessment of the case, as well as specific questions, are to be answered. Assignments are roughly 2 pages (double-spaced)

1. Case #1 Pacific Oil Due (End of Week 2/Begining of Week 3) 9/9 Monday at 8am
   The case describes the actions of two negotiators for Pacific-Fontaine and Gaudin-and their efforts to get Reliant’s cooperation in a contract extension. It is an older case of contract negotiations, but concepts are still applicable today. Reliant’s negotiators primarily use the tactics of delay, limited authority, “nibbling” and tough negotiating to undermine Pacific and minimize their effectiveness. As the case ends, Fontaine is being pressed to give “one last concession” to assure the Reliant deal, while a staff advisor is trying to talk him out of it.
   • What concepts/aspects from week 1 and/or week 2 readings apply to the Case?
   • Identify the strengths and weaknesses of Fontaine’s and Gaudin’s negotiating strategy in their deliberations with Reliant Chemical Company.
   • Identify the strengths and weaknesses of Hauptman’s and Zinnser’s negotiating strategy.
   • What action should Fontaine take at the end of the case?