Readings Due

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

• Brett, “Culture and Negotiation opens in new window” (p. 25-47)
• Greig, “Propensity to Negotiate and Career Advancement: Evidence from an Investment Bank that Women are on a Slow Elevator opens in new window” (p. 495-506)
• Stone, Patton, and Heen, “Putting It All Together” (p. 217-234)
• Jay and Grant, “Locate the Bait: What We Gain when Conversations Lose” (p. 61-81)
• Scott, “Radical Candor opens in new window” (video)

Recommended Reading

• Craver, “The Impact of Gender on Negotiation Performance opens in new window” (p. 339-359)
• Meyer, “Getting to Si, Ja, Oui, Hai, and Da opens in new window” (p. 1-12)
• Getting to Yes Across Cultures opens in new window(video)
• Douclaff and Greenhalgh, “How Inuit Parents Teach Kids To Control Their Anger opens in new window”