Dear Charles and Mahen:

I am not meeting the class on Feb 23. Instead, please have everyone watch in your own time (at home
or anywhere else) the following videos :

A. The Harvard Principles of Negotiation: https://youtu.be/RfTalFEeKKE

B. Game Theory:

Introduction-- https://youtu.be/MHS-htjGgSY

Game theory and negotiation -- https://youtu.be/hMLsvZ_f5Z4

Samples in movies -- Batman

1. https://youtu.be/ZKvEFZbmp7M

2. https://youtu.be/JYSI4BXG00c

3. https://youtu.be/O268iyVaSCA

Continue to read up on Negotiation, pp. 168-235 of our Text ;

Based on your readings and the videos you have watched, answer the following questions:

1. What are the different negotiation styles according to Richard Shell? In your own words, briefly
describe each. What is your preferred negotiation style? Why?

2. According to Robert Mnookin, et.al., what is assertiveness and what is empathy? Is there a tension
between the 2? Why or why not?

3. What are the four step process in negotiation, according to Shell?

4. Distinguish between adversarial and problem-solving negotiation.Give all distinctions via a tabular
representation.

5. Distinguish between an interest and a position. Give 5 examples of a position and their corresponding
interests, via a tabular representation.

6. How will you, as a negotiator, determine the interests (behind the position taken by) of your
opponent? Identify several strategies you can use.

7. What is a BATNA? How do you determine your own BATNA (as a lawyer representing a client for
instance) as a negotiator?

8. In negotiation, is a BATNA absolutely necessary? Why or why not

This is an individual work/assignment. You may consult with one another but ultimately, the work must
be a product of your independent thoughts and understanding of the materials provided.

Submit all work to your class representative by midnight of February 25.

All work must be time-stamped as of Feb 25 12:00 AM. Please observe deadline STRICTLY. I will NOT
consider any work submitted beyond deadline.

Assignment must be typed-written, using Times New Roman font, size 12, in WORD Format. Observe
standard margins.

Write in clear and grammatically correct English.

Class representatives may send to me all the submissions in a readable word format, at anytime on
February 26. Goode drop may be an option.

Many thanks.

Best,
MCM