Competitive Decision-Making and Negotiation, Spring 2003

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Author:

Kaufman, Gordon

Subject:

Business

Institution Name:

M.I.T.

Collection:

MIT OpenCourseWare

Grade Level:

Post-secondary

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.

Languages:

English

Material Type:

Full Course, Homework and Assignments, Lecture Notes, Syllabi

Media Format:

Text/HTML, Downloadable docs

Conditions of Use:

Creative Commons Attribution-Noncommercial-Share Alike 3.0