The Heller School for Social Policy and Management
GRADUATE PROGRAM IN COEXISTENCE AND CONFLICT
HS244a – Responsible Negotiation
Alain Lempereur, Alan B. Slifka Professor in Coexistence and Conflict Resolution
Class Time:
Location:
Fall 2015, Friday, 2:00 pm – 4:50 pm
Heller, 163
Contact information for Prof. Lempereur
Fall Office Hours: Please use the following Google Doc
https://docs.google.com/a/brandeis.edu/spreadsheet/ccc?key=0AtAlaRbTFa5dDhKSnBRdW52SzFIMHBya3ZXdGdBY1E&usp=drive_web#gid=4
Office:
Heller School Building, #106
Email:
lempereur@brandeis.edu
Phone:
x 63959
Skype ID:
Alain-Lempereur
Contact information for Rebecca Herrington, TA
Email:
rhope@brandeis.edu
Skype ID:
XXX
Course Description
Everyone negotiates on a daily basis, but how can we do it responsibly? This inquiry on
self and others as negotiators can be conducted in projects, contracts, conflicts or crises,
but also in everyday conversations, when we are engaged with people, problems and
processes. How can we examine our behaviors, attitudes, norms and values, and lever our
actions? This course provides concepts, observations and suggestions to improve analytical
and operational negotiation skills as individuals and as members of complex organizations,
cultures and systems; but it also sets the foundations on how to do first things first, i.e. how
to make the right moves at the right time in order to foster the right decisions and to achieve
ad hoc implementation.
Negotiators can model the right moves. They can leverage quality relationships, before any
other action, putting people first. They can structure an effective process before and during
problem solving, introducing and concluding meeting properly, and managing the flow of
the conversation. They can prepare before meetings and debrief afterwards, adjusting the
mandate and implementing deals with principals and teams. Their communication can
further common understanding and information sharing, with active perceiving of verbal
and nonverbal cues and questioning to increase empathy, before active persuading to assert
needs, motivations and interests. Through cooperation, negotiators can also enlarge the pie
for more joint value – economic, social, environmental, etc. –, before allocating a fair share
to each. The goal is for members of this class to embark on a common journey on how to
act as more responsible negotiators.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
2
Objectives
Exploring responsibility
The course examines how to integrate a multi-layer responsibility as a permanent drive in
negotiation, i.e. to care for the people, to solve problems and to facilitate an empowering
process.
 People Care
◦ Put people first (needs, proximity, diversity, identity, gender, culture, etc.).
◦ Aim for long-term relationship (and overcome difficult behaviors).
◦ Map all relevant stakeholders in their complexity (including those who are not at
the table: principals, implementers, other constituency, the disenfranchised, the
neighbors, the next generation, a universal audience, etc.).
 Problem Solving
◦ Leverage values (ethics, integrity, social justice, coexistence, etc.) beyond
economic value or procedural justice in the search for fair solutions.
◦ Look for broad acceptability of solutions, which are responding optimally to the
underlying problems, broadly beneficial and open to ongoing review.
◦ Achieve positive impact of the solution on stakeholders and the general
environment to be peaceful, caring, green, sustainable, etc.
 Process Facilitation
◦ Empower all stakeholders from convening to implementing.
◦ Carry on a facilitative process to build ownership and carry on the agreement.
◦ Ensure broad accountability for any decision (i.e. not only with principals, but
beyond the traditional two-level power structure).
Possible Objectives for the Members of this Class
 Increase awareness about negotiation responsibility and complexity.
 Assess personal approaches and skills, strengths and challenges.
 Identify objectives for improvement and walk the talk.
 Understand how to align values, norms, attitudes and behaviors, ends and means.
 Cope positively with dilemmas, tensions, and dividers.
 Build integrative conversations, optimizing active perception and persuasion.
 Improve relationships, with subordinates, peers, superiors, and all stakeholders.
 Broaden negotiation repertoire.
 Leverage the power of organizations.
 Further the cause of peaceful resolution, coexistence and reconciliation.
 Craft better deals and contracts to deliver results.
 Learn how to really learn from experience.
Teaching Methods
This course consists of 13 class sessions taught once a week for 3 hours per class. It offers
a 14th wrap-up session that lasts an entire day. Students are often asked to meet before class
in order to prepare in groups with partners. The course features practical simulations (role
plays), that as a member of the class, you are asked:
 To read at home beforehand (most of the time, general and confidential instructions
are distributed the week before and must be prepared carefully),
 To role-play with your classmates, in pairs or in teams, with designated partners so
that you will be able to work with as-many-as-possible diverse classmates, either
before class or in class,
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
3

To debrief and discuss internally with your designated partners, once you are done,
and capture its lessons in writing through a summary report, whatever the results are,
whether you reach agreement or not,
 To discuss with the entire group, through exchange of good practices and awareness
of bottlenecks (make sure you have two or three points to share with everyone), and,
 To connect your experience to the readings, and to relevant theories, concepts and
tools, which are developed in class, and often summarized in PowerPoint
presentations, and can then be mobilized in the next sessions or negotiation
simulations.
Participants in the class will also be exposed to case studies, exercises and video excerpts
that they will be asked to review and analyze.
Disability
If you have a documented disability on record at Brandeis University and require
accommodations, please bring it to the instructor’s attention prior to the second meeting of
the class. If you have any questions about this process, contact Mary Brooks, disabilities
coordinator for The Heller School at maryeliz@brandeis.edu.
Requirements
Attendance, Punctuality, and Active Participation
In order to benefit from experiential learning, you are required to attend every class, barring
documented illness. Please also arrive on time at the beginning of every class and after the
break. If you know you will be absent or late, for a legitimate reason, make sure you warn
in advance your instructor and teaching assistant, who cannot accept unexcused absences.
Whatever the reasons, should you miss more than two classes, unfortunately, you will
not qualify for credit. Attendance means more than just coming to class and signing the
attendance sheet. You are expected to actively participate.
Assignments and Readings
In order to ensure active participation in the best possible conditions, make sure you
complete the assignments listed below on time. You should do so in advance of each class
and submit the required documents spontaneously before each class, except if it expressly
says otherwise. For the preparation of class time, it is highly recommended that you
annotate personal copies of, or make notes from the readings. You might be called upon to
discuss readings in class and to participate in individual or group presentations. Therefore
come to class prepared to allow well-informed discussions. Enjoy complete academic
freedom in the classroom, within the limits defined by mutual respect.
As you will be assigned different roles in negotiation simulations, you are asked not to
communicate before class with students who are not on the same side as you.
Writing Requirements, and Academic Integrity
The writing requirements listed below are intended to encourage you to approach reading
materials critically, to foster improved research and writing skills, and to serve as a basis
for contributing to class discussion and a diversity of opinions. You are expected to devote
careful attention to the technical quality of your written work, as well as its substance.
Honesty matters in all academic work, and is strictly enforced by the instructor. (See:
http://www.brandeis.edu/studentlife/srcs/corevalues.html)
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
4
All written work for this course must include appropriate citation of the sources used.
 See section 56c (“Avoid Plagiarism”) of the Concise English Handbook.
 See http://www.brandeis.edu/studentaffairs/sdc/ai/index.html: ‘Truth even
unto its Innermost Part’ and in particular the section dealing with citations.
http://guides.library.brandeis.edu/coex
The university policy on academic honesty is distributed annually, as section 5 of the Rights
and Responsibilities handbook. Academic integrity is critical in all that you write and say,
and transgressions are treated severely. Instances of alleged dishonesty will be forwarded
to the Office of Campus Life for possible referral to the Student Judicial System. Potential
sanctions include failure in the course and suspension from the university. If you have any
questions about this, do not hesitate to talk to your instructor, to your faculty advisor and
to seek guidance.
Individual and Group Assignments
Except if said otherwise, all written assignments must have your name and be
typewritten, double-spaced in 12-point font. Your submission must be uploaded
electronically on Latte, as a Microsoft Word attachment, either before class, in class, or
after class as mentioned below. Submit your written assignments on time. Lateness is
sanctioned by half-a-grade down.
1. Two Group Preparation Briefs (2 pages each; please use the electronic grid that is
provided on Latte) for:
 Session 3: Preparation for the simulation “Norket District” (GPB1)
Due: Friday, September 11th (in class)
 Session 12: Preparation for the simulation “Chestnut Village” (GPB2)
Due: Friday, November 13th (in class)
2. One Individual Preparation Brief (2 pages; please use the electronic grid that is
provided on Latte) is required for:
 Session 5: Preparation for the simulation “Powerscreen” (IPB1)
Due: Friday, September 25th (before class)
3. Three post-negotiation Bilateral Summary Reports (one document per group of two
that can be an agreement or not, and contain other relevant personal feedback about the
interactions) per negotiating group (maximum one page each) must be handed in after the
simulations in labs for:
 Session 2: Bilateral summary report for “Sally” simulation (BSR1)
Due: Friday, September 4th (in class)
 Session 4: Bilateral summary report for “Norket” simulation (BSR2)
Due: Friday, September 18th (in class)
 Session 6: Bilateral summary report for “Redstone” simulation (BSR3)
Due: Thursday, October 1st (before class)
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
5
4. Two post-negotiation Multilateral Summary Reports (one document per negotiation
team, that could be an agreement or not, and contain other relevant personal feedback about
the interactions) per negotiating team must be handed in after the simulation in labs for:
 Session 8: Multilateral summary report for “Bunjabe” simulation (MSR1)
Due: Friday, October 16th (in class)
 Session 12: Multilateral summary report for “Chestnut Village” simulation (MSR2)
Due: Friday, November 13(in class)
16th
5. A Short In-Class Exam on October 23th (on theories, concepts and tools developed in
class and in the readings, in particular The First Move)
6. Group Work on responsible negotiation. Students should engage in the following
tasks:
1. Get together in groups (the number of teammates will be defined in class). Work
as a team and perform together on the next items.
2. Select one key book that might help connect responsible negotiation to:
a. Non-verbal communication, or
b. Humanitarian issues
On a Google document that your instructor and TA will share with you, submit the
name of the book you chose and the names of all the team members on Latte not
later than September 25th.
3. Get together to discuss the book you chose on October 30th, its theories, concepts
or tools that help leaders negotiate responsibly, and start discussing which one of
the following three options you want to select. Submit your choice of option on
Latte by October 30th, and realize the script of a video of maximum fiveminutes:
a. Book Review. Be ready to film a video panel with your team members,
which captures the essence of a critical discussion on the theories, concepts
or tools in the book that help leaders negotiate responsibly.
b. Case Study. Connect the book theories, concepts or tools to a significant
real-life situation, explore and identify how to help leaders negotiate
responsibly in that situation. Be ready to film a video, which captures the
essence of your discussion on that situation.
c. Simulation. Put together the script of a simulation that connects the book to
a negotiation and leadership role-play, enact it and debrief it. Make a video,
which captures the essence of the simulation and of its debriefing.
4. Be ready to film your group video on November 6th. When it is done, download
it on Latte or provide a Web link.
5. Prepare your team and its members to introduce, present, and comment on
your video on November 20th in front of the class. If you have prepared a PPT
presentation to accompany your video, download it not later than November 18th.
6. Write a 20 page-report (including endnotes and bibliography) with your team
members, and download it on Latte not later than December 2nd. Each one of
you should be clearly identified in the part of the report you personally write, and
all of you should collaborate to ensure the unity and quality of the report. As your
final paper is an academic writing assignment, please use the APA writing format,
with appropriate references to literature, readings, and or/lectures. A bibliography
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
6
of quality (more than just URLs for example) is expected, as well as explicit
connections to the readings of the course.
Names of Book and of Team Members:
Choice of Option for Video:
In-Class Filming of Video:
PPT for Presentation:
In-Class Oral Presentation:
Final Version of the Report Due:
September 25th
October 30th
November 6th or 13th
November 18th
November 20st
December 2nd
Summary of the Written Assignments
Dates
Simulations
Or Themes
Session 1
Session 2
Session 3
Session 4
Session 5
Aug. 28
Sept. 4
Sept. 11
Sept. 18
Sept. 25
Oil Pricing
Sally
Norket District
Norket District
Powerscreen
Session 6
Session 7
Session 8
Session 9
Oct. 2
Oct. 9
Oct. 16
Oct. 23
Redstone
Cartillas
Bunjabe
SHORT EXAM
Session 10 Oct. 30
GROUP WORK
Session 11 Nov. 6
Our Friends at
the Bank
Chestnut Village
Video
Presentations
Session 12 Nov. 13
Session 13 Nov. 20
Dec. 2
Session 14 Dec. 4
Indiv
Prep
Sheet
Group PostPrep
Nego
Sheet Report
(before
class)
(in
class)
Group Work
(in
class)
BSR1
GPB1
BSR2
IPB1
Choice for Book
and Team Mb
BSR3
MSR1
Get Together
Choice of Option
for Video
Filming of Video
GPB2
MSR2
Filming of Video
Final Report Due
SIMSOC
In-Class Group Presentation of Videos
Each Group will summarize orally the major findings of their video on November 20th.
They will have five minutes for their video, five minutes for its introduction and debriefing,
and a few more minutes for the discussion. If they use PowerPoint, they should use the
template that is provided on Latte, and submit it electronically by November 18th, in order
to consolidate all students’ PPT presentation in one document and make the transitions
smooth from one presentation to the next.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
7
Each PPT presentation will be three slides maximum, including the title on slide one, and
should not last more than 5 minutes. Students should be as creative as possible during the
presentation part of their video. The presentation will be followed by a short Q&A time (4
minutes). Participants will have a total of 15 minutes for the presentation, the video and
Q&A. At the end of their presentation, participants are asked to identify a particularly good
book, chapter, journal article, or web source, as to allow the class members to explore
further the topic in question.
Grading
The final grade in this course will consist of the following components:
 10%: Two Group Preparation Briefs
 10%: One Individual Preparation Briefs
 10%: Class Participation (attendance, punctuality, interactions, 5 summary reports)
 30%: Short Exam
 20%: Group Work (book discussion, video)
 10%: Group Presentation in Class
 10%: Final Report
Core Texts
The following book must be read for this course.

Lempereur Alain, Colson Aurélien with Michele Pekar, ed. The First Move. A
Negotiator’s Companion. Wiley, 2010.
If they prefer, students may choose to read a version of the book in another available
language:
 Chinese: The First Move (with A. Colson and T. W. Chao). Beijing (China): Peking
University Press, 2012.
 French: Méthode de négociation (with A. Colson). Paris (France): Dunod, 2010 (2004;
2nd edition 2010), ISBN-10: 2100530739.
 Farsi: ‫ یشور نیون‬: ‫( هرکاذم شیپ اشیدن‬for Iran & Afghanistan, with A. Colson and
F. Robiolle). Teheran (Iran): Shirazeh, 2009.
 Georgian: Negotiation Method (with A. Colson, T. Sikharulidze). Tbilissi (Georgia):
GCI, 2009.
 Japanese (with T. Okumura). Tokyo (Japan): Hakuto Shobo, 2014.
 Portuguese: Um Método de Negociação (with A. Colson and Y. Duzert). Rio de
Janeiro (Brazil): Atlas, 2009.
 Russian: The First Move (with A. Colson, M. Kukartseva). Moscow (Russian), 2013,
forthcoming.
 Swedish: Förhandlingsbart: Metodbok i Förhandlingsteknik (with A. Colson and E.
Wetter). Malmö (Sweden): Liber, 2012, ISBN-10: 9147097167.
The following books are strongly recommended for this course.
 Callières François de (1716). On the Manner of Negotiating with Princes. Houghton
Mifflin, 2000. In French: De la Manière de Négocier avec les souverains. Geneva,
Droz, 2002.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
8


Susskind Lawrence, Movius Hallam. Built to Win. Creating a World-Class
Negotiating Organization. Harvard Business School Publishing, pp. 13-24, and pp.
167-176, 2009.
Mnookin, Robert. Bargaining with the Devil. When to Negotiate. When to Fight. New
York, Simon and Schuster, 2010.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
9
Schedule, Readings and Other Assignments
Class Session 1: Questioning Oneself Before Implementing Negotiation Routines
Week 1. August 28, 2:00-4:50pm
Required Readings and Assignments
 Please read the syllabus for the class.
 Distribution in class: Oil Pricing, Simulation, The Clearinghouse at the Program on
Negotiation at Harvard Law School
Agenda
2:00
2:05
2:10
2:15
3:00
3:15
4:30
4:45
4:50
SIMULATION 1
BREAK
SIMULATION 1
LECTURE
ROLE ALLOCATION
END
Welcome
The Oil Pricing Exercise
- Preparation (in break-up rooms)
- Internal and External Interactions
The Oil Pricing Exercise
- Debriefing (in plenary)
THE THREE NEGOTIATION PILLARS
SALLY SOPRANO
Debriefing Themes
 Internal and external leadership and responsibilities
 Strategic dilemmas, weak and strong signals
 Internal divisions and coalitions
 Time strategy
 Commitment and implementation
 Managing uncertainty
 The tip of the iceberg and beneath
 The forest and the tree (I)
Recommended Readings and More
 Fisher Roger, Ury William (1991). Getting to Yes. Negotiating Agreement without
Giving In. Bruce Patton (ed.), Penguin.
 Allred Keith (2005). “Relationship Dynamics in Disputes: Replacing Contention with
Cooperation.” In: Michael Moffitt and Robert Bordone (eds), The Handbook of
Dispute Resolution, San Francisco, Jossey Bass, pp. 83-98.
 Axelrod Robert (1984). The Evolution of Cooperation. New York, Basic Books,
Chapter 4, pp. 73-87.
 Fisher Roger. Brown Scott (1988). Getting Together. Penguin, pp. 197-202.
 Watch for example one of the following movies “The Fifth Element” (1997), “A
Beautiful Mind” (2001), and “Merry Christmas” (2005).
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
10
Class Session 2: Preparing Negotiation Before the Meeting
Week 2. September 4, 2:00-4:50pm
Required Readings and Assignments
 Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First
Move. A Negotiator’s Companion, Wiley, Introduction and Chapter 1, pp. 1-27.
 Read Sally Soprano, Simulation Role, The Clearinghouse at the Program on
Negotiation at Harvard Law School.
 Find a time and place to role-play the Sally Soprano simulation with your assigned
classmate.
 When you have conducted your negotiation, upload your results, or Bilateral
Summary Report (BSR1) not later than September 3rd, 2015 at 2.00pm. Each student
group of two who is involved in the simulation must fill out a bilateral summary report.
The names of the students who participated in the simulation must be indicated. The
summary report must contain the results of the negotiation, like for example a possible
agreement. If no agreement has been reached, it must be indicated.
Agenda
2:00
2:30
INTRODUCTION:
SIMULATION 2
3:15
3:30
BREAK
SIMULATION 2
4:15
4:45
4:50
LECTURE
ROLE ALLOCATION
END
REVIEWING THE SYLLABUS, ASSIGNEMENTS, ETC.
Sally Soprano
- Comparing results
- Debriefing, part 1 (in plenary)
Sally Soprano
- Debriefing, part 2 (in plenary)
PREPARING FOR PEOPLE, PROBLEMS AND PROCESS
THE NORKET DISTRICT SIMULATION
Debriefing Themes
 The forest and the tree (II)
 From the one-dimensional negotiation to multi-layer complexity and responsibility
a) Quantitative Results and Quality deal
b) Distributive and Integrative Outcomes
c) Routine and Innovation
d) Positions and Motivations (not simply interests)
e) Dyad and Organizations
f) Individual and Collective Bargaining
 The zone of possible agreement(s), reservation value, aspiration value, target
 Anchoring and cognitive biases
 The solutions at the table, and away from the table, justification and anchoring
Recommended Readings and More
 Fisher Roger, Ertel Danny (1995). Getting Ready to Negotiate. Penguin.
 Kahneman David, Tversky Amos (1982). Judgment under Uncertainty. Heuristics and
Biases. Cambridge, Cambridge University Press, 1982.
 Neale Margaret, Bazerman Max (1991). Cognition and Rationality in Negotiation.
New York, The Free Press.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
11

Watch for example one of the following movies “Ike. Countdown to D-Day” (2004),
“Jerry Maguire” (1996), or “Meeting Venus” (1991).
Class Session 3: People Before Any other Action
Week 3. September 11, 2:00-4:50pm
Required Readings and Assignments
 Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010) The First
Move. A Negotiator’s Companion. Chapter 2, pp. 29-58.
 Read The Norket District simulation, General Instructions and Confidential
Instructions, Conflict Management Group. Start filling up the electronic preparation
grid. In class, you will work in team with your classmates in order to complete your
preparation work. By 3.45pm on September 11th, you will be asked to submit
electronically and individually the first Group Preparation Brief (GPB1).
Agenda
2:00
2:10
3:45
4:00
4:15
4:50
SIMULATION 3
The Norket District
- Group Preparation (in two break-up rooms)
- Electronic Submission of the Preparation Grid
BREAK
SUMMARY
END
CONTINUING NEGOTIATIONS
Debriefing Themes
 The forest and the tree (III)
 Group preparation and use of the application grid
 People Care
1. At the table: interpersonal relations
2. Behind the table: vertical relations and the mandate
3. Beyond the table: relationship map
 Problem Solving
1. Motivations
2. Solutions at the table
3. Solutions away from the table
4. Justifications
 Process Facilitation
1. Organization of the meeting
2. Communication: questions and answers
Recommended Readings and More
 Richelieu Armand Jean du Plessis (1688). Political Testament, University of
Wisconsin Press, 1961, Part II, Chapter 6, on « The Need for Continuous
Negotiations », pp. 94 sq. In French: Testament politique, pp. 34-46:
 Mnookin Robert, Peppet Scott, Tulumello Andrew (1996). “The Tension between
Empathy and Assertiveness,” Negotiation Journal, Vol. 12, n° 3, pp. 217-230.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
12


Morris Michael, Nadler Janice, Kurtzberg Terri, Thompson Leigh (2002), “Schmooze
or lose: Social friction and lubrication in e-mail negotiations,” Group Dynamics:
Theory, Research, and Practice, Vol. 6 (1), Mar 2002, pp. 89-100.
Watch for example one of the following movies “Destiny”(1998), “Dr. Strangelove”
(1964), “Goodbye Bafana” (2007), “Mandela and de Clerk” (1997), “The Remains of
the Day” (1993), or possibly, if you understand French, “Saint-Germain ou la
négociation” (2003).
Class Session 4: Process Facilitation Before Problem Solving
Week 4. September 18, 2:00-4:50pm
Required Readings and Assignments
 After you have role-played The Norket District simulation with the assigned student,
make sure you submit electronically your Bilateral Summary Report (BSR2) on
September 18th, not later than 3:00pm.
 Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First
Move. A Negotiator’s Companion. Chapter 3, pp. 59-88.
 Read Machiavelli Nicolas (1522). “Advice to Raffaello Girolami When He Went as
Ambassador to the Emperor,” Chief Works, and Others, translated by Allan Gilbert,
vol. 1, 1965, pp. 116-119.
Agenda
2:00
2:00
2:45
3:00
3:45
4:00
4:40
4:50
SIMULATION 3
BREAK
LECTURE
LOGISTICS
END
THE NORKET DISTRICT
- Bilateral Negotiations (report to be submitted)
- Electronic Submission of the Summary Report
- Debriefing (in plenary)
THE MEANINGS OF PROCESS
DISTRIBUTION OF THE POWERSCREEN SIMULATION
Debriefing Themes
 The forest and the tree (IV)
 What is the most urgent when everything is urgent?
 Now and tomorrow: Security and politics
 Identity and the past
 The stakeholders’ map
 N-1 negotiators: Official and officious meetings
 Where to meet, Discretion and Protection
 Sources of deadlocks, ebbs and flows, suspensions and greenroom
 Drafting and footnotes: one-text procedure, the power of the pen
 Constructive ambivalence
 Managing the press
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
13
Recommended Readings and More
 Callières François de (1716). On the Manner of Negotiating with Princes. Houghton
Mifflin, 2000. In French: De la Manière de Négocier avec les souverains. Geneva,
Droz, 2002.
 Montaigne Michel de (1588). Essays, translated by Charles Cotton, 1877, A Penn State
Electronics Classics Series Publications, 2003, Book 3, p. 6.
 Ross Lee (1995). “Reactive devaluation in negotiation and conflict resolution.” In:
Kenneth Arrow, Robert Mnookin, R and Alii (eds). Barriers to Conflict Resolution.
New York, Norton, pp. 26-42.
 Consult the website of the House of the Wannsee Conference, Memorial and
Educational Site: http://www.ghwk.de/engl/kopfengl.htm
 Watch Robert Mnookin, author of Bargaining with the Devil:
http://fora.tv/2010/02/12/Robert_Mnookin_Bargaining_with_the_Devil
 Watch for example one of the following movies “The Wannsee Conference” (1984),
“Conspiracy” (2001), “Hotel Rwanda” (2004), or “Thirteen Days” (2000).
Class Session 5: The Roots of the Problem Before its Consequences
Week 5. September 25, 2:00-4:50pm
Required Readings and Assignments
 Read Powerscreen, General Instructions and Simulation Role, The Clearinghouse at
the Program on Negotiation at Harvard Law School. Prepare your graded Individual
Preparation Brief (IPB), using the electronic grid; submit it electronically before
class, and bring one hard copy to class.
 You will role-play the negotiation with a student who prepared the other side.
 Submit the name of the book you chose and the names of your team members on Latte
not later than September 25th.
 Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First
Move. A Negotiator’s Companion. Chapter 5, pp. 119-151.
 Read Lempereur Alain (2010). “First Things First for Negotiators and Organisations,”
Human Capital Review.
http://www.humancapitalreview.org/content/default.asp?Article_ID=914
Agenda
2:00
2:05
2.45
SIMULATION 4
3:15
3:30
BREAK
SIMULATION 4
4:30
4:45
4:50
SUMMARY
LOGISTICS
END
POWERSCREEN
- Preparation of the mandate (in break-up rooms)
- Negotiation (in break-up rooms)
POWERSCREEN
- Debriefing (in plenary)
ACTIVE COMMUNICATION
DISTRIBUTION OF THE REDSTONE SIMULATION
Debriefing Themes
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
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The forest and the tree (V)
The various levels of dispute resolution: below the tip of the iceberg
o Micro: Problem
o Macro: Organization
o Relationship
The Matrix of Creativity: Fluidity, Flexibility, Frequency
Communication
o Active perception: look and listen, and the empathy loop
o Active persuasion
The agency issue:
o Mandate, interview, conflict of interests, fees
o The levels of authority
o Feedback and reporting back
Recommended Readings and More
 Pratt John, Zeckhauser Richard (1985). Principals and Agents. The Structure of
Business. Boston, MA, Harvard Business School Press, 1985.
 Susskind Lawrence, Movius Hallam (2009). Built to Win. Creating a World-Class
Negotiating Organization. Harvard Business School Publishing, pp. 13-24, and pp.
167-176.
 Mnookin Robert, Susskind Lawrence, eds (1995). Negotiating on Behalf of Others.
Thousand Oaks, Sage.
 Watch the Harvard PON video “Powerscreen.”
 Watch Lawrence Susskind, the author of Built to Win:
http://www.dailymotion.com/video/xdj2j4_interview-of-lawrence-susskind_news
 Watch for example one of the following movies “Erin Brockovich” (2002), “Michael
Collins” (1996), or “Pale Rider” (1985).
Class Session 6: Creating Value before Claiming Value
Week 6. October 2, 2:00-4:50pm
Required Readings and Assignments
 Read Redstone, General Instructions and Simulation Role, The Clearinghouse at the
Program on Negotiation at Harvard Law School. You will role-play the negotiation
with a student who prepared the other side at the beginning of class.
 Role-play the Redstone simulation before class with the person who has been
designated and make sure, when you are done with your negotiation, to upload your
results, your Bilateral Summary Report (BSR3) on Latte no later than October 1st at
2:00pm. Each student group of 2 who is involved in the simulation must fill out a
bilateral summary report. The names of the students who participated in the simulation
must be indicated. The summary report must contain the results of the negotiation, like
for example a possible agreement. If no agreement has been reached, it must be
indicated.
 Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First Move.
A Negotiator’s Companion. Chapter 4, pp. 89-117.
Agenda
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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2:00
2:05
2:15
3:30
3:45
4:15
4:45
4:50
SIMULATION 5
REDSTONE
- Report
- Debriefing (in plenary)
BREAK
SUMMARY
MANAGING THE VALUE CHAIN
GROUP WORK
LOGISTICS
END
DISTRIBUTION OF THE CARTILLAS SIMULATION
Debriefing Themes
 The forest and the tree (VI)
 Non agreements, false agreements, Pareto-optimal agreements
 The mandate and its constraints
 Cooperation and competition: The Paris Charles de Gaulle crossroads
 Distinguishing growth and fairness
o Growth can make rich and unequal
o Fairness can mean poor and equal
 The artichoke:
o Needs and risks of information disclosure
o Information sharing: upfront, strategic, and confidential
 Technology of value creation:
o Leveraging differences
o Line of equivalence and line of preference
o Post-settlements settlement
o Costs of creativity
 Levers of value distribution
o Justifications, compensations, open books
o Bargaining tactics, risks and effects, counter-measures
Recommended Readings and More
 Walton Richard, McKersie Robert (1965). A Behavioral Theory of Labor
Negotiations. An Analysis of a Social Interaction System. New York, McGraw Hill,
1991, pp. 1-10.
 Lax David, Sebenius James (1986). The Manager as Negotiator. Bargaining for
Cooperation and Competitive Gain, New York, The Free Press, pp. 29-45.
 Brett Jeanne, Adair Wendy Lempereur Alain, Lyttle Ann, Okumura Tetsushi,
Shikhirev Peter (1998). “Culture and Joint Gains in Negotiation,” Negotiation Journal.
January 1998, Vol. 14, No1, pp. 61-86.
 Sebenius James (1992). “Negotiation Analysis: A Characterization and Review,”
Management Science. Jan. 1992, Vol. 38, No1, pp. 18-38.
http://classwebs.spea.indiana.edu/kenricha/Oxford/Courses%202010/Decision%20M
aking%202010/Articles/Sebenius-%20Noegotian%20Analysis.pdf
 Watch for example one of the following movies “The Exchange” (2008), or “The
Meaning of Life” (1983).
Class Session 7: Acknowledging Emotions Before Problem Solving
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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Week 7. October 9, 2:00-4:50pm
Required Readings and Assignments
 Read Cartillas, General Instructions and Simulation Role, Institute for Research and
Education on Negotiation in Europe.
 Read Lempereur Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First
Move. A Negotiator’s Companion. Chapter 6, pp. 153-175.
 Ekman Paul (1999). “Basic Emotions.” In: T. Dalgleish and M. Power (eds).
Handbook of Cognition and Emotion, Wiley, pp. 45-60.
Agenda
2:00
2:05
2:25
2:45
3:30
3:45
4:15
4:45
4:50
SIMULATION 6
BREAK
SUMMARY
DISCUSSION
EXERCISE
END
CARTILLAS
- Preparation (in break-up rooms)
- Negotiation (in break-up rooms)
- Debriefing (in plenary)
MANAGING DIFFICULT BEHAVIORS
PAPER TOPICS
DISTRIBUTION OF THE BUNJABE SIMULATION
Debriefing Themes
 The forest and the tree (VII)
 Consultation versus conflict resolution
 Identity quakes
 Difficult behaviors
 Non verbal cues, weak signals and dissonance
 The timeline of emotions
 The emotional break-even point
 The three instinctive responses to conflict resolution: fleeing, fighting, giving in
 Four possible moves for reflective responses
 Effects
 Limits of negotiations
Recommended Readings and More
 Balzac Honoré de (1832). Colonel Chabert. A Penn State Electronics Classics Series
Publications, http://www2.hn.psu.edu/faculty/jmanis/Balzac/Colonel-Chabert.pdf. Or
in French, La Transaction, known as Colonel Chabert. http://abu.cnam.fr/cgibin/donner_html?chabert3
 Ekman Paul (2003). Emotions Revealed. Recognizing Faces and Feelings to Improve
Communication and Emotional Life. New York, Times Books.
Consult the website: http://www.paulekman.com/
 Felice Fortuné de (1770). Entry “Negotiation”, Encyclopedia. In: W. I. Zartman (ed.),
The Fifty Percent Solution. New Have, Yale University Press, 1987.
 Mnookin, Robert (2010). Bargaining with the Devil. When to Negotiate. When to
Fight. New York, Simon and Schuster.
 Stone Douglas, Patton Bruce, Heen Sheila (1999). Difficult Conversations. New York,
Penguin.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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
Ury William (1991). Getting Past No. London, Random House.
You may watch for example “Anger Management” (2003), “Colonel Chabert” (1994),
and “The Negotiator” (1998), as well as the TV series “Lie to Me” (2009-1011).
Class Session 8: Building Coalitions Before the General Meeting
Week 8. October 16, 2:00-4:50pm
Required Readings and Assignments
 Read Bunjabe, General Instructions and Simulation Role, Conflict Management
Group. Prepare your a non- graded Individual Preparation Brief using the electronic
grid; submit it electronically before class, and bring one hard copy to class.
 You will role-play the negotiation with three other students, with whom you will fill
out a Multilateral Summary Report (MSR1) and submit it electronically in class,
after the simulation.
 Read Alain Lempereur, “Responsible Negotiation: Exploring the Forest Beyond the
Tree“. Journal of Global Responsibility, Vol. 3, #2, Oct 2012, 198-207.
Agenda
2:00
2:05
2:45
3:30
3:45
3:45
4:40
SIMULATION 7
BREAK
SIMULATION 7
BUNJABÉ
- Internal Preparation per Role (in break-up rooms)
- Internal Preparation per Organization (in break-up
rooms)
BUNJABÉ
- Negotiation in groups of 4 (in break-up rooms)
- SUBMIT ELECTRONICALLY YOUR MULTILATERAL SUMMARY
REPORT
4:45
4:50
LOGISTICS
END
Debriefing Themes
 The forest and the tree (VII)
 Technical and political aspects of problem-solving in development partnerships
 Organization of the delegation
 Sources of power
 Coalitions:
o Objective or subjective
o Weak or strong
o Temporary or sustainable
Recommended Readings and More
 Lempereur Alain (2009). “Leading Successful Negotiation on Behalf of Europe. An
Analysis of the EC High-Ranking Officials' Practices.” European Review,
July/October 2009, Vol. 17, No3/4, pp. 541-568.
 Lax David, Sebenius James (1991). “Thinking Coalitionally: Party Arithmetic,
Process Opportunism and Strategic Sequencing,” In: H. Peyton Young (ed.),
Negotiation Analysis. University of Michigan Press, 2001, Chapter 8, pp. 153-194.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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Susskind Lawrence (2008). Multiparty Negotiation. Four Volumes, Sage.
Watch the TV documentary “Berlin 1885” (2011).
Class Session 9: Reinforcing the Coalition Before Building Responsible Partnerships
Week 9. October 23, 2:00-4:50pm
Required Readings and Assignments
 Prepare the Short Exam. Reread your notes for sessions 1 to 8, and finish reading the
First Move.
 Drager Nick, McClintock Elisabeth, Moffit Michael (2000). Negotiating Health
Development. A Guide for Practitioners. Cambridge MA, CMG/WHO, available
online: http://www.who.int/trade/resource/negotiating/en/index.html
 Get together to discuss the book your group chose, and submit your choice of option
for the video (book review, case study or simulation). Prepare the filming on
November 7th.
Agenda
2:00
3:00
3:15
SHORT EXAM
BREAK
SIMULATION 7
3:45
4:15
4:50
THE MENU EXERCISE
SUMMARY
END
BUNJABÉ
- Debriefing
MANAGING COALITIONS
Debriefing Themes
 The forest and the tree (IX)
 Package deals
 Internal and external champions
 Entering the coalition and the least common denominator
 Facilitation rules and roles
 Levels of justification
 Progressive structuring and Descartes’ four rules of Method: doubt, analysis,
synthesis, and enumeration
 Responsible deals and ethics
Recommended Readings and More
 Burr, Anne (2001). “Ethics in Negotiation. Does Getting to Yes Require Candor?”
Dispute Resolution Journal. May-July 2001.
http://findarticles.com/p/articles/mi_qa3923/is_200105/ai_n8940569/
 Craver, Charles (2005). “Negotiation Ethics.” The Negotiator Magazine. December
2005: http://www.negotiatormagazine.com/article301_4.html
 Malhotra, Deepak (2004). “Risky Business: Trust in Negotiations,” Negotiation.
Vol.7, No2, February 2004:
http://raul.panchobot.com/cetys3/cetys4/cetys5/estratnegintl/riskybusiiness.pdf
 Watch one of the following documentaries: “Françafrique” (2010) or “Katanga
Business” (2009).
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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Class Session 10: Responsible Negotiation Group Assignment
Week 10. October 30, 2:00-4:50pm
Assignment
1. Get together to discuss the book you chose on October 30th, its theories, concepts
or tools that help leaders negotiate responsibly, and start discussing which one of
the following three options you want to select. Submit your choice of option on
Latte by October 30th, and realize the script of a video of maximum fiveminutes:
a. Book Review. Be ready to film a video that captures the essence of a critical
discussion on the theories, concepts or tools in the book that help leaders
negotiate responsibly.
b. Case Study. Connect the book theories, concepts or tools to a significant
real-life situation, explore and identify how to help leaders negotiate
responsibly in that situation. Be ready to film a video, which captures the
essence of your discussion on that situation.
c. Simulation. Put together the script of a simulation that connects the book to
a negotiation and leadership role-play, enact it and debrief it. Make a video,
which captures the essence of the simulation and of its debriefing.
2. Be ready to film your group video on November 6th or 13th. When it is done,
download it on Latte.
Class Session 11: Deepening the Methods Before Addressing Complexity –
Multilevel, Multiparty and Multicultural Negotiations
Week 11. November 6, 2:00-4:50pm
Required Readings and Assignments
 Reread Lempereur, Alain, and Aurélien Colson, with Michele Pekar, ed. (2010). The
First Move. A Negotiator’s Companion. Chapter 7, pp. 177-205.
 Prepare the filming of the video around the book you chose (book review, case study,
or simulation). Filming should take place not later than November 6th. Then it should
be downloaded on Latte, or a web link should be provided.
Agenda
2:00
3:30
3:45
4:40
MOVIE SCREENING
OUR FRIENDS AT THE BANK
AND VIDEO FILMING
BREAK
LOGISTICS
- Debriefing (in plenary)
DISTRIBUTION OF THE CHESTNUT VILLAGE SIMULATION
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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4:50
END
Debriefing Themes
 The forest and the tree (X)
 Negotiation systems and multilevel games
 Managing complexity and multiplicity of actors, issues and processes
 Negotiation styles
 Feedback and escalation
 Relationship between donors and aid recipients
 Quality and challenge of development partnerships
Recommended Readings and More
 Adair Wendi, Brett Jeanne, Lempereur Alain, Okumura Tetsushi and Alii (2004)
“Culture and Negotiation Strategy,” Negotiation Journal. Vol.20, No1, January 2004,
pp. 87-111.
 Brett Jeanne (2000). Negotiating Globally. How to Negotiate Deals, Resolve
Disputes and Make Decisions across Cultural Boundaries. San Francisco, Jossey
Bass.
 Faure Guy Olivier, Rubin Jeffrey, eds (1993). Culture and Negotiation. Newbury
Park: Sage.
 Foster Dean Allen (1995). Bargaining across Borders. New York, McGraw-Hill.
 Watch the movies “The Band’s Visit” (2007), “The Concert” (2009) and “Love
Actually” (2002).
Class Session 12: Finalizing the Deal Before Adjourning
Week 12. November 13, 2:00-4:50pm
Required Readings and Assignments
 Read Chestnut Village, General Instructions and Simulation Role, The Clearinghouse
at the Program on Negotiation at Harvard Law School. Start preparing the second
graded Group Preparation Brief (GPB2), using the electronic grid; it will be
completed in class and must be submitted on Latte by 3:00 on November 13.
 You will role-play the negotiation with other students, with whom you are asked to fill
out a Multilateral Summary Report (MSR1) in class, after the simulation.
 Reread Lempereur, Alain, Colson Aurélien, with Michele Pekar, ed. (2010). The First
Move. A Negotiator’s Companion. Chapter 8 and Conclusion, pp. 207-227.
 Read Ancona Deborah, Friedman Ray, Kolb Deborah (1991). “The Group and What
Happens on the Way to Yes,” Negotiation Journal. Vol. 7, No2, April 1991, pp. 155173.
 Richman, Barak (2001). “Mandating Negotiations to Solve the NIMBY Problem: A
Creative Regulatory Response.” UCLA Journal of Environmental Law and Policy.
Vol. 20, pp. 223-236.
http://scholarship.law.duke.edu/cgi/viewcontent.cgi?article=1079&context=faculty_s
cholarship&sei-redir=1#search=%22Nimby%20negotiation%22
 Wheeler, Michael (1994). “Negotiating NIMBYs: Learning from the Failure of the
Massachusetts Siting Law.” Yale Journal on Regulation, 11, pp. 241-291.
 Watching excerpts of the movie “Twelve Angry Men”.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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Agenda
2:00
2:05
2:45
3:30
3:30
3:45
4:30
4:50
SIMULATION 10
LOGISTICS
BREAK
DEBRIEFING
SUMMARY
END
CHESNUT VILLAGE
- Group Preparation (in break-up rooms)
- Negotiation (in break-up rooms)
SUBMITTING MSR2
- Debriefing
10 NEGOTIATION PRINCIPLES FOR GOING FORWARD
Debriefing Themes
 The forest and the tree (XI)
 What makes a case difficult in terms of people, problems and processes
o Conflict of values: worlds of intimacy, family, community, business, techniques
o Growing emotions, acknowledgement, empowerment, ownership
o Asymmetry of information, perceptions, power, and behaviors
o “No price” argument, no ZOPA, positional bargaining, NIMBY and BANANA
o Team versus group: strong or stronger coalition
o Organization: hierarchical and functional, horizontal and personal
o Delegation and spokesperson
 Dispute Systems:
o Negotiating upstream or downstream: project mode or crisis mode
o Prevention versus Resolution of Conflict versus Crisis Management
o Information flow within an organization and timely resolution
 CSR (corporate social responsibility) and profitability
Recommended Readings and More
 Susskind, Lawrence and Jeffrey Cruikshank (1996). Breaking Robert’s Rules. Oxford
University Press.
 Watching excerpts of the movie “Twelve Angry Men”.
Preparation of Class Sessions 13
November 18th
Assignments
 If you have not done so yet, submit electronically your Group Video.
 If you have prepared a PowerPoint presentation to accompany your video, submit it
electronically not later than November 18th so that it can be consolidated in one
document with the presentations of all the students.
Class Sessions 13: Oral Presentations
Week 13. November 20, Class: 2:00pm-4.50pm
Assignment
 Prepare your oral Presentation, as well as its PPT slide show to accompany your
Group Video.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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Agenda
2:00
3:20
3:30
4:50
PRESENTATIONS
BREAK
PRESENTATIONS
END
(HALF OF THE GROUPS)
(OTHER HALF OF THE GROUPS)
NO CLASS ON NOVEMBER 27, 2015: ENJOY THANKSGIVING!
December 2: FINAL REPORT DUE
Class Session 14: Putting It All Together –
COEX AND CONFLICT ASSESSMENT DAY
Week 14. December 4, 9:00-5:00pm
THIS IS A COMPULSORY SESSION FOR ALL MA COEX STUDENTS, AND
SECOND YEAR SIDCO STUDENTS.
Required Readings and Assignments
 SIMSOC (1966, 2000) (http://www.simsoc.net), by William Gamson, New York, The
Free Press, General Instructions and possibly Role Instructions, You will be assigned
to a region and please get together with the other members of the class who are
assigned to your region and write a short preparation brief.
http://www.amazon.com/SIMSOC-Simulated-Society-ParticipantsManual/dp/0684871408
 After being involved in SIMSOC, members of each region should get together and
summarize in one Powerpoint slide what the region members see as their major
learning points. They should submit it in the afternoon of December 4.
Agenda
9:00
12:45
2:00
2:30
3:30
3:45
4:30
4:50
SIMULATION 11
BREAK
DEBRRIEFING (1)
DEBRRIEFING (2)
BREAK
DEBRRIEFING (3)
FINAL SUMMARY
END
SIMSOC
QUANTITATIVE DATA
DISCUSSION: FEEDBACK FROM THE GROUPS
LESSONS FOR GOING FORWARD
Recommended Readings and More
 Susskind, Lawrence and Patrick Field (1996), Dealing with an Angry Public. A Mutual
Gains Approach to Resolving Disputes. New York, The Free Press.
Alain Lempereur, Alan B. Slifka Chair – “Responsible Negotiation” (2015)
Graduate Program in Coexistence and Conflict, The Heller School for Social Policy and Management, Brandeis University
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