COURSE #:

COURSE #: 470	SECTION: 74	COURSE NAME: Negotiations
INSTRUCTOR: Susan Crotty
CASEPACK (YES or NO?): NO
FIRST ASSIGNMENT: Welcome to MORS 470. I look forward to meeting you! Before our first class, please: Chapter 1 (Mind & Heart of Negotiator, 2005, 3rd edition) before coming to class. (note: chapter 1 is available here: http://www.leighthompson.com/books/MindandHeart_3e/chapter1.htm. Also, for our class introductions, please briefly answer the following questions and attach your answers and a copy of your résumé to an email to me at susancrotty@kellogg.northwestern.edu by Friday June 16. These questions address previous negotiations experience Up until now, what has been your most difficult negotiations experience, either at work or in your personal life? In the next six months what upcoming negotiation do you face that you will find challenging (again, either in your work or personal life). Attendance Policy MORS 470 has an attendance policy that is uniformly applied to all sections of 470. You may miss one negotiation exercise without penalty if you provide me with advance notice (48 hours, via email) and, if requested, make arrangements for a substitute. If you miss a second exercise, you will lose a letter grade. If, in conjunction with any miss, you do not provide advance notice or fail to provide a substitute when required to do so, you will lose a letter grade. .
1. TEXT -- REQUIRED or RECOMMENDED?: Required
AUTHOR: Thompson, Leigh			PUBLISHER: Prentice Hall
TITLE: : The Mind and Heart of the Negotiator				ED./DATE: 3^rd Edition (DO NOT get an earlier edition)
2. TEXT -- REQUIRED or RECOMMENDED?:
AUTHOR:			PUBLISHER:
TITLE:				ED./DATE:

TERM: Summer	COURSE #: MORS 430	SECTION: 71			COURSE NAME: Introductory Organization Behavior
INSTRUCTOR: Robert Dewar
CASEPACK - YES or NO?: Yes
FIRST ASSIGNMENT: Please Read “What Leaders Really Do,” John P. Kotter, HBR. May—June, 1990: 103-111. R=90309
IS ATTENDANCE AT FIRST CLASS MANDATORY – YES OR NO?: See syllabus for policy.
1. TEXT - REQUIRED or RECOMMENDED?: none
AUTHOR:			PUBLISHER:
TITLE:				ED./DATE:

COURSE #: 470	SECTION: 73	COURSE NAME: Negotiations
INSTRUCTOR: John Joseph
CASEPACK : YES
FIRST ASSIGNMENT: Reading: Chapters 1-3 of Fisher and Patton's Getting to Yes. (Fisher, R., Ury, W., & Patton, B. 1991. Getting to Yes. New York: Penguin). The remainder of the book is recommended but not required. We will be using it as a springboard to discuss some of the basic concepts. You don't have any reading from the case packet before the class, and in fact, you shouldn't do any readings from it in advance. However, I would like you to briefly answer the following questions and attach your answers in an email to me at (john-joseph@kellogg.northwestern.edu) prior to the first class. We will discuss these in class as an introduction. Please email me a brief paragraph describing: (1) Up to this point, what has been your most challenging negotiation experience? (2) Let me know what types of negotiations you encounter in your job. What is the biggest personal or work related negotiation you will conduct in the next 6 months? Also, please bring a copy of your resume to the first class. Attendance Policy: MORS 470 has an attendance policy that is uniformly applied to all sections of 470. You may miss one negotiation exercise without penalty if you provide me with advance notice. If you miss a second exercise, you will lose a letter grade. If, in conjunction with any absence, you do not provide advance notice or fail to provide a substitute when required to do so, you will lose a letter grade.
1. TEXT: Chapters 1-3 Required
AUTHOR: Fisher, R., Ury, W., & Patton, B.			PUBLISHER: Penguin
TITLE: Getting to Yes				ED./DATE: 2^nd Edition, 1991

COURSE #: 470	SECTION: 71	COURSE NAME: Negotiations
INSTRUCTOR: Robert Lount
CASEPACK : YES
FIRST ASSIGNMENT: Reading: Chapters 1-3 of Fisher and Patton's Getting to Yes. (Fisher, R., Ury, W., & Patton, B. 1991. Getting to Yes. New York: Penguin). The remainder of the book is recommended but not required. We will be using it as a springboard to discuss some of the basic concepts. You don't have any reading from the case packet before the class, and in fact, you shouldn't do any readings from it in advance. However, I would like you to briefly answer the following questions and attach your answers in an email to me at (r-lount@kellogg.northwestern.edu) by 5pm on June 16^th. Please email me a brief paragraph describing: (1) Up to this point, what has been your most challenging negotiation experience? (2) Let me know what types of negotiations you encounter in your job. What is the biggest personal or work related negotiation you will conduct in the next 6 months? Attendance Policy: MORS 470 has an attendance policy that is uniformly applied to all sections of 470. You may miss one negotiation exercise without penalty if you provide me with advance notice. If you miss a second exercise, you will lose a letter grade. If, in conjunction with any absence, you do not provide advance notice or fail to provide a substitute when required to do so, you will lose a letter grade.
1. TEXT: Chapters 1-3 Required
AUTHOR: Fisher, R., Ury, W., & Patton, B.			PUBLISHER: Penguin
TITLE: Getting to Yes				ED./DATE: 2^nd Edition, 1991

COURSE #: 470	SECTION: 72	COURSE NAME: Negotiations
INSTRUCTOR: James Oldroyd
CASEPACK : YES
FIRST ASSIGNMENT: Reading: Chapters 1-3 of Fisher and Patton's Getting to Yes. (Fisher, R., Ury, W., & Patton, B. 1991. Getting to Yes. New York: Penguin). The remainder of the book is recommended but not required. We will be using it as a springboard to discuss some of the basic concepts. You don't have any reading from the case packet before the class, and in fact, you shouldn't do any readings from it in advance. However, I would like you to briefly answer the following questions and attach your answers in an email to me at (-oldroyd@northwestern.edu) by 5pm on 16^th. We will discuss these in class as an introduction. Please email me a brief paragraph describing: (1) Up to this point, what has been your most challenging negotiation experience? (2) Let me know what types of negotiations you encounter in your job. What is the biggest personal or work related negotiation you will conduct in the next 6 months? Attendance Policy: MORS 470 has an attendance policy that is uniformly applied to all sections of 470. You may miss one negotiation exercise without penalty if you provide me with advance notice. If you miss a second exercise, you will lose a letter grade. If, in conjunction with any absence, you do not provide advance notice or fail to provide a substitute when required to do so, you will lose a letter grade.
1. TEXT: Chapters 1-3 Required
AUTHOR: Fisher, R., Ury, W., & Patton, B.			PUBLISHER: Penguin
TITLE: Getting to Yes				ED./DATE: 2^nd Edition, 1991

COURSE #: 450	SECTION: 71	COURSE NAME: Management Communication
INSTRUCTOR: Karen Van Camp
CASEPACK : Purchased in class, not in bookstore
ATTENDANCE POLICY: Attendance for entire first class is mandatory. One free absence during Weeks 2-10. Minus 10 points for each absence after that. No food, cell phones, or message devices in the classroom.
1. TEXT -- REQUIRED
AUTHOR: James Humes			PUBLISHER: Prima Publishing (Crown)
TITLE: Speak Like Churchill, Stand Like Lincoln				ED./DATE: 2002

TERM: Summer 2005-06	COURSE #: 460	SECTION: 71 and 81			COURSE NAME: Leading and Managing Teams
INSTRUCTOR: Katherine Phillips
CASEPACK - YES or NO?: YES
FIRST ASSIGNMENT: Please read the following articles in your case packet CP: “The great conundrum: You vs. the team” [Note CP=Course Pack] CP: Goleman, D. (1998). “What Makes a Leader.” HBR, 76 (6). CP: Argyris, “Teaching smart people how to learn”
IS ATTENDANCE AT FIRST CLASS MANDATORY – YES OR NO?: NO but strongly preferred/encouraged. Must inform professor if you will miss
1. TEXT - REQUIRED or RECOMMENDED?: REQUIRED
AUTHOR: Leigh Thompson			PUBLISHER: Pearson Prentice Hall
TITLE: Making the Team: A Guide for Managers				ED./DATE: second edition, 2004
2. TEXT - REQUIRED or RECOMMENDED?:
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TITLE:				ED./DATE: