Teaching Negotiation to Arts Management Students
Teaching Resources - AAAE – April 3, 2009
I.
Case Resources - Providers
Dispute Resolution Research Center - Kellogg School of Management, Northwestern University
http://www.kellogg.northwestern.edu/drrc/index.htm
Program on Negotiation at Harvard Law School – The Harvard Negotiation Project
http://www.pon.harvard.edu/about.php
Harvard Business School Publishing
http://www.hbsp.harvard.edu/hbsp/course_materials.jsp
II.
Video Resources
“The Sluggers Come Home” – The Stanford Video Guide to Negotiating, Kantola Productions
III.
Books
“Harvard Business Essentials: Negotiation,,” Harvard Business School Press, 2003
“Getting to Yes: Negotiating Agreements without Giving In,” Roger Fisher and William Ury,
Penguin Books, 1991, 2nd ed.
“Harvard Business Review on Negotiation and Conflict Resolution,” Harvard Business School
Press, 2000
“Negotiation Journal” - Program on Negotiation at Harvard Law School
http://www.pon.harvard.edu/publications/journal.php
“Negotiation” monthly newsletter, by the Program on Negotiation at Harvard Law School
http://www.pon.harvard.edu/publications/newsletter/subscribe.php?src=hcover
IV.
Negotiation Articles
“Breakthrough Bargaining,” Deborah M. Kolb and Judith Williams, Harvard Business Review,
February 2001
“Six Habits of Merely Effective Negotiators,” James K. Sebenius, Harvard Business Review,
April 2001
“Betting on the Future: The Virtues of Contingent Contracts,” Max H. Bazerman and James J.
Gillespie, Harvard Business Review, September-October 1999