Readings Due

For this lesson, you should complete the following assigned readings and review resources:

1. Malhotra and Bazerman, “Introduction: Becoming a Negotiation Genius” (p. 1-11) and “Claiming Value in Negotiation” (p. 15-49)
2. Stone, Patton, and Heen, “Stop Arguing about Who’s Right: Explore Each Other’s Stories” (p. 25-43), “Don’t Assume They Meant It: Disentangle Intent from Impact” (p. 44- 57), and “Abandon Blame: Map the Contribution System” (p. 58-82)
3. Patterson et. al, “Master My Stories: How to Stay in Dialogue When You’re Angry, Hurt, or Scared opens in new window” (p. 103-130) 8
4. Ripley, “Complicating the Narratives” (Listen to or read)

Recommended Reading

• Craver, “The Inherent Tension between Value Creation and Value Claiming During Bargaining Interactions opens in new window” (p. 1-18)
• Jay and Grant, “Know What you Bring: The Hidden Baggage of Conversations” (p. 41- 59)
• White; Fisher, “The Pros and Cons of ‘Getting to Yes opens in new window’” (p. 115-124)