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Remix and Share
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(Complete Item Description)
- Abstract:
Subject provides tools to achieve negotiation objectives fairly and responsibly. Develops negotiation skills by active participation in a variety of negotiation settings: price-quantity negotiations, oil price coalition negotiations, auctions and fair division of a valuable art collection. Subject turns to bargaining between two parties over issues: a union negotiates a contract with a city, a sydicator sells a series to a network, a chain negotiates a mall lease. More complex negotiations follow: two teams, one representing an airframe manufacturer and another an airline, re-negotiate a contract, a tri-partite negotiation between the U.S., Japan, and the People's Republic of China over landing rights, unions negotiate terms of privatization of a water works with management. Students negotiate sales terms for items for the coming year between a retail group and a marketer of branded consumer products via electronic mail. No quizzes or papers. Grade depends on effective negotiations with classmates. From course home page: Course Description This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course. There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives is a fair and responsible fashion. The second is to learn by doing. That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings.
- Subject:
- Business
- Grade Level:
- Post-secondary
- Collection:
-
MIT OpenCourseWare
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(Complete Item Description)
- Abstract:
" This course investigates social conflict and distributional disputes in the public sector. While theoretical aspects of conflict are considered, the focus of the class is on the practice of dispute resolution. Comparisons between unassisted and assisted negotiation are reviewed along with the techniques of facilitation and mediation."
- Subject:
- Social Sciences
- Grade Level:
- Post-secondary
- Collection:
-
MIT OpenCourseWare
Remix and Share
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(Complete Item Description)
- Abstract:
Investigates social conflict and distributional disputes in the public sector. While theoretical aspects of conflict are considered, focus is on the practice of dispute resolution. Comparisons between unassisted and assisted negotiation are reviewed along with the techniques of facilitation, negotiation, and nonbinding arbitration.
- Subject:
- Social Sciences
- Grade Level:
- Post-secondary
- Collection:
-
MIT OpenCourseWare
Remix and Share
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(Complete Item Description)
- Abstract:
This course is designed to provide you with a competitive advantage in negotiation. You will learn and practice the technical skills and analytic frameworks that are necessary to negotiate successfully with peers from other top business schools, and you will learn methods for developing the powerful social capital you will need to rise in the executive ranks of any organization.
Overall, this course is designed to enhance your ability to negotiate within the context of an ongoing relationship. As a manager, consultant, or professional service provider you will negotiate with your counterparts, team members, clients, and subordinates on an ongoing basis. Further, in today's less hierarchical organizations, you will be forced to negotiate with others to get your work done. Every time a project falls behind, critical new information is uncovered, or the competitive landscape of your industry changes, you will need to renegotiate tasks, plans, goals, or fees with your key stakeholders.
In sum, we will focus both on the analytic tools necessary to become a highly successful negotiator and on the relationship building skills necessary to negotiate deals that will enhance your social capital, your ability to lead others, and your book of loyal clients.
- Subject:
- Business
- Grade Level:
- Post-secondary
- Collection:
-
MIT OpenCourseWare
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