Readings Due

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

• Stone, Patton, and Heen, “Learning: Listen from the Inside Out” (p. 163-184), “Expression: Speak for Yourself with Clarity and Power” (p. 185-200), and “Problem-Solving: Take the Lead” (p. 201-216)
• Malhotra and Bazerman, “Negotiating Rationally in an Irrational World” (p. 139-155) and “Negotiating from a Position of Weakness” (p. 236-256)
• Schindler and Lapid, “New Meaning of Victory opens in new window” (p. 95-100) and “Skills for the Art of Dialogue” (p. 158-168)
• Lenski, “How to Influence the Way People Act during Conflict opens in new window”

Recommended Reading

• Rackham, “The Behavior of Successful Negotiators opens in new window” (p. 169-181)
• Levinson, “The Abrasive Personality opens in new window” (p. 1-16)
• Nabatchi and Bingham, “From Postal to Peaceful: Dispute Systems Design in the USPS REDRESS Program opens in new window,” (p. 211-234)
• Tsai, Trianni, and Trobsdorff, “What Happens When You Reimagine the Difficult Conversation About Guns opens in new window” (video)